How OnHires Helped Certus Software Scale Its Data Security Team

Companies operating in data security need strong commercial talent that can communicate technical value, build trust with enterprise buyers, and support long sales cycles.

As Certus Software continued expanding its secure data erasure offering, it needed to strengthen its business development function with a specialist who could help grow pipeline, engage target buyers, and support expansion across enterprise and institutional markets. Because the company operates in a highly trust-driven sector, it needed a structured hiring process to identify candidates with the right mix of business development experience, communication skills, and market understanding.

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Hiring in data security and cybersecurity-adjacent markets requires more than general sales experience. Companies need candidates who can understand complex products, communicate clearly with stakeholders, and build credibility in sensitive, compliance-focused environments.

Certus Software needed to hire a Business Development Manager who could support growth across government, corporate, and service provider segments. This required a candidate with strong commercial instincts, B2B sales capability, and the ability to position a specialized software solution in a technical market.

Because experienced business development professionals in security-related sectors are in demand, the company needed a recruitment process that could move efficiently while maintaining a high standard for role fit and execution strength.

OnHires implemented a recruitment strategy tailored to Certus Software’s data security environment and commercial hiring needs.

We began with role calibration sessions to define responsibilities, performance expectations, and evaluation criteria for the Business Development Manager position. The focus was on B2B sales experience, enterprise communication skills, pipeline development, and the ability to understand and position specialized software solutions in a security-focused market.

We then launched a targeted sourcing pipeline across business development, enterprise sales, and B2B software talent pools. Structured interview workflows and calibrated scorecards helped create consistency in candidate evaluation, while weekly hiring operations improved alignment, accelerated feedback, and reduced delays throughout the process.

OnHires managed the recruitment process end to end, from sourcing and screening to offer coordination and onboarding support.

The structured recruitment process helped Certus Software strengthen its commercial function while maintaining speed and candidate quality.

By aligning recruitment with the specific needs of the role, the company was able to hire a business development specialist who could contribute directly to pipeline growth and market expansion. This reduced friction in the hiring process, improved confidence in candidate selection, and supported a more efficient path to scaling the sales function.

The result was a stronger commercial foundation for continued growth in the data security market.

Roles successfully filled:

This case demonstrates how structured recruitment can help data security companies hire commercial talent more effectively.

By aligning hiring with market complexity, product specialization, and business growth priorities, Certus Software was able to strengthen its commercial team and improve hiring efficiency for a key business development role.