VC-backed scale-ups in the UK and US trust us to build teams of offshore AEs
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Account Executives are a critical part of your revenue engine - but high onshore salaries often mean teams stay lean. As a result, AEs end up spending too much time on non-sales work, or focusing only on the largest market segments, while neglecting smaller, but still strategic, opportunities.
MDT gives you access to high-performing AEs in South Africa - for up to half the cost of onshore hires. This means you can build out a bigger team, with greater capacity to cover more of the market and divide complex and simple deals between your onshore and offshore teams.
- Together, we define what a strong AE looks like for your team
- Align on the profile, priorities, and must-have qualities
- Define a clear hiring roadmap
- We curate a shortlist of the top 0.1% of South African AEs
- You interview and make final hiring decisions exactly as you would for an onshore hire
- We handle vetting, references, contracts, and onboarding
- You manage priorities and day-to-day direction
- We take care of HR, payroll, and compliance
- Your offshore AEs work from our incredible Cape Town office
Top-performing, onshore AEs are expensive - which often means scale-ups keep teams small. As a result, existing AEs have to stay focused on the biggest or most complex deals that drive revenue, while simpler opportunities, smaller segments, and day-to-day pipeline management get less attention than they should. In many cases, AEs are also pulled into admin and internal coordination that takes time away from selling.
We build offshore teams in South Africa, which offers native-level English, strong alignment with UK working hours, and flexibility to support US teams - alongside a strong pool of commercially sharp AEs. By hiring offshore, you can build out your AE team more cost-effectively, expand coverage across more segments, and reduce costs by up to 50% - freeing up budget for other high-impact hires.
Of course - but we encourage clients to keep an open mind. While we have a strong pool of AEs highly proficient in popular sales development tools like Salesforce and HubSpot, we prioritise those with skills like resilience, communication, and commercial awareness over tool knowledge. Requiring a specific CRM will rule out a lot of strong candidates. CRM skills are largely transferable, and the skills that make a great sales team member don't live in the software. We'll always flag CRM experience where it exists, but we'd rather find you a great seller than a great tool-user.
All hires are covered by The MDT Guarantee - which means that if a hire doesn't work out, we'll find an alternative option ASAP. We only hire from the top 0.1% of South African AEs, but if someone isn't closing deals and hitting targets, we work with you to understand whether it's a performance issue or a process issue, and if it's the former, we act quickly to address it.
No - your hires are managed day-to-day by your team. You own the onboarding, the playbook, the sequences, and the ICP. We're responsible for people ops: employment, HR, retention, and on-the-ground support.
Licences are on you - your team uses your stack. We can procure hardware (laptops, headsets) on your behalf if needed, but your offshore hires work inside your systems.
Once we begin the process, we typically deliver a curated shortlist of high-quality candidates within two weeks. From there, timelines depend on your interview process.
Yes, absolutely. If you want to put your Account Executives hire on a commission or bonus structure, we can support that. Once the commission or bonus has been paid to us, we pass it through in full on the hire’s next pay run. We charge a small additional fee on top to cover payroll taxes and forex.
It’s also worth noting that OTE structures in South Africa are typically more weighted toward base salary than in the UK or US. As a broad rule of thumb, the base-to-commission/bonus structure in the UK and US for Account Executives is often closer to 50/50, while in South Africa it is more commonly around 80/20.
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