About
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Industry
Sales / CRM Software
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Funding
$80 Million
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Investment Stage
Series A
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Investors
Sequoia Capital, General Catalyst, Google Ventures
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Employees
51-200
“We needed to quickly build our founding SDR team, and Betts matched our urgency from day one. They came into the kickoff with candidates already in mind, helped us define the profile we needed, and had our first offer accepted within a week. They operated as a true extension of our team and consistently delivered high-quality candidates at the pace we needed to hit the ground running.”
Using Betts, Rox was able to:
- Secure the first accepted offer within five business days of kickoff
- Achieve a 3:1 interview-to-hire ratio
- Save more than 60 hours on initial candidate screening
- Build its founding SDR team in less than four weeks
- Gain immediate access to Betts' network of 50,000+ junior sales professionals
The Challenge
When Rox’s new people leader joined the company, building a founding class of Sales Development Representatives as quickly as possible was the immediate priority. With the company hitting a critical phase of growth, the team needed junior reps who could hit the ground running and set the standard for the company’s culture, work ethic, and performance from day one.
The search presented two competing challenges. Rox required candidates who were willing to work from the office five days a week, which narrowed the talent pool at a time when most sales professionals preferred hybrid or remote work. Rox also didn’t yet know which candidate backgrounds would yield the best fit, requiring evaluation across a range of profiles without the network or bandwidth to do so quickly on their own.
The Solution
Before the official kickoff meeting took place, Betts invested time understanding Rox’s growth goals and the type of organization it wanted to build. Rather than beginning the search from scratch, recruiters arrived at kickoff with an active pipeline of candidates, received feedback, and ultimately submitted the first candidate later that same day. By combining advance preparation with its exclusive network of go-to-market candidates, Betts saved weeks typically spent building an initial pipeline.
Betts maintained consistent communication with Rox, using feedback from each conversation to continually refine its search. The teams also worked together to identify the SDR profile that aligned with Rox’s environment, ultimately focusing on recent graduates or industry changers with previous athletic or internship experience, along with a compelling “why sales” story. This consultative approach helped Rox identify candidates with the long-term potential to grow into the sales culture it wanted to build, rather than inheriting habits or selling styles developed elsewhere.
Through Betts’ specialized network, recruiters had pre-established relationships with each of the candidates they presented to Rox, giving the team immediate insight into their backgrounds, workplace preferences, and competing offers. This allowed Rox to move from candidate introduction to hiring decision with exceptional speed, averaging five business days per hire. Across two rounds of hiring, Betts helped Rox build its founding SDR team, going from kickoff to first offer in five business days each time the search went live.
