How OnHires helped Certus Software strengthen its commercial team in data security
Certus Software develops secure data destruction and data erasure solutions for organizations that need reliable protection of sensitive information. Its products help businesses and institutions erase data safely, support compliance requirements, and reduce the risks associated with data disposal across devices and infrastructure.
Client:
Certus Software
Industry:
Other
Country:
Augsburg, Bavaria
Service:
Recruitment
Background
Data security companies need strong commercial talent to communicate technical value, build trust with buyers, and support growth in a highly specialized market.
As Certus Software continued expanding its secure data erasure offering, it needed to strengthen its commercial team with a Business Development Manager who could help generate new opportunities, position the company’s solutions effectively, and support long-term market growth. Because the product category is highly trust-driven and technically specific, the company needed a structured hiring process that could identify the right candidate quickly without compromising on quality.
Challenges
Hiring for business development roles in data security requires more than general B2B sales experience. Companies need candidates who can understand technical products, speak credibly with business stakeholders, and sell into environments where security, compliance, and trust all matter.
Certus Software needed to hire a Business Development Manager who could support commercial growth and help expand the reach of its data erasure solutions. This required a candidate with strong business development skills, commercial communication ability, and the confidence to operate in a cybersecurity-related market with complex buyer expectations.
Because experienced commercial professionals with relevant software and security exposure are in high demand, the company needed a recruitment process that could move efficiently while maintaining a clear and structured evaluation framework.
High demand for experienced business development professionals in software and security markets
Need for a candidate who could support growth in a trust-sensitive product category
Requirement for strong communication, commercial ownership, and B2B sales capability
Competitive hiring market for specialized commercial talent
Need for a structured hiring process with clear evaluation criteria
Solution
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 the responsibilities, expectations, and success criteria for the Business Development Manager position. The focus was on pipeline development, commercial communication, solution positioning, and the ability to build relationships in a market where trust and product understanding are essential.
We then launched a targeted sourcing pipeline across business development, B2B software sales, and security-adjacent commercial talent pools. Structured interview workflows and calibrated scorecards helped standardize candidate evaluation, while weekly hiring operations improved stakeholder 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.
Role calibration sessions with tailored hiring criteria for the Business Development Manager role
Targeted sourcing across business development, software sales, and security-related talent pools
Structured interview workflows for communication, commercial ability, and role-fit evaluation
Weekly hiring operations to improve speed and transparency
End-to-end recruitment management from sourcing to offer stage
Results
The structured recruitment process helped Certus Software strengthen its commercial capabilities 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 Manager who could contribute directly to pipeline growth and market expansion. This reduced hiring friction, improved confidence in candidate selection, and supported a stronger commercial foundation for scaling in the data security market.
The result was a more efficient hiring workflow and better support for long-term business development goals.
2 hires successfully completed
33 percent faster time to hire
Improved first-round pass rates through stronger role calibration
Better candidate fit for a key commercial role
Stronger support for market expansion and pipeline development
Roles successfully filled:
This case demonstrates how structured recruitment can help data security companies hire commercial talent more effectively.
By aligning hiring with product complexity, market realities, and business growth priorities, Certus Software was able to strengthen its team with the right business development expertise and improve hiring efficiency for a critical role.
OnHires helped us make our hiring process more focused and efficient. Their team understood the commercial profile we needed and delivered strong candidates who matched both our market and our growth goals.
Founder
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