How to Find a Head of Sales in Poland? Recruiting a Sales Leader [2026]
Recruiting a Head of Sales through a direct search agency costs 16–22% of the candidate’s annual gross salary. The first profiles are sent to the client within 10–14 business days. Fast Forward Solutions specializes in recruiting sales managers by directly reaching out to passive candidates.
Why is it difficult to find a Head of Sales?
Hiring a Head of Sales is one of the most challenging recruitment processes on the market—not because there aren’t any qualified candidates, but because they aren’t looking for a job. The best sales managers are already employed, delivering results, and aren’t browsing job boards. A posting on LinkedIn or pracuj.pl reaches them, at best, by chance.
Market data shows that 70–80% of candidates for sales management positions are passive candidates—people who must be actively identified and persuaded to interview. That is why effective recruitment for the Head of Sales role relies on the Direct Searchmethod, in which a headhunter directly reaches out to specific individuals.
An additional challenge: the Head of Sales role combines sales expertise with team management skills. A candidate who excels at sales is not always capable of building and leading a department. Assessing this distinction requires the recruiter to have experience in the sales field.
When should you use a recruitment agency?
Not every Head of Sales recruitment process requires an agency. Here are some clear decision-making criteria:
Are you looking for your first sales leader?
You're building a sales department from scratch and don't know who the top performers in the market are. The agency knows the available candidates and their track record.
You don't have time for sourcing
An independent direct search for a managerial position takes 4–8 weeks of intensive work. The agency handles this alongside your business operations.
The previous recruitment effort was unsuccessful
You hired someone through a job posting, but they didn't work out. An agency with a guarantee minimizes this risk and screens candidates more thoroughly than a standard process.
You need discretion
You are replacing the current sales director and do not want the market or your team to know about it. The agency is handling the process confidentially.
You have a strong network of personal contacts
If you’re familiar with the job market in your industry and have 2–3 specific candidates to consider, hiring in-house makes sense.
Do you have an in-house HR team with sales experience?
Your HR recruiter has already been actively sourcing sales managers and is familiar with Direct Search tools. In that case, consider using a shortlist instead of the full process.
Which recruitment model is best suited for the role of Head of Sales?
Head of Sales is a managerial position—not a C-level role, but not a typical specialist role either. The choice of model depends on your situation:
| Model | Cost | Time | For whom? |
|---|---|---|---|
| Direct Search FFS | 16–22% | 4–6 weeks | Head of Sales, Sales Manager, Senior Key Account Manager — Focus on passive candidates |
| Executive Search | 20–35% | 6–12 weeks | VP of Sales, CCO, C-level Sales Director — Full Recruitment Process |
| Independent Admissions (Announcement) | Internal cost | 8–16 weeks | Junior and specialist roles — where candidates are actively looking for work |
Direct Search is the right approach for the Head of Sales role. It’s a proactive method for identifying and reaching candidates who don’t apply to job postings—employed managers with a proven track record. Fast Forward Solutions conducts Direct Search projects for sales managers in the following sectors: tech, SaaS, B2B, FMCG, and professional services. If you’re looking for someone at the C-level—read how to hire a sales director in Poland.
What does the recruitment process for a Head of Sales look like when handled by an agency?
A transparent, step-by-step process—no surprises:
Brief and scorecard
We define the candidate profile: hard skills, management style, industries, and expected results within 12 months. We establish the salary range and scope of responsibilities. Without a solid brief, there can be no successful recruitment. Our Executive Search glossary explains the key terms and methodology.
Sourcing — Market Mapping
We identify passive candidates by searching LinkedIn, industry networks, our own contact database, and references. We target individuals with specific experience in your industry or a similar sales model.
Outreach and initial conversations
The headhunter contacts selected candidates directly, presents the opportunity (while maintaining client confidentiality if required), and conducts an initial interview. First profiles sent to the client: 10–14 business days.
Shortlist and evaluation
We present 3–5 vetted candidates with comprehensive reports. Each profile includes an assessment of their skills, their motivation for a career change, their salary expectations, and the recruiter’s recommendation. We arrange interviews with your team.
Decision, Offer, and Closing
We provide guidance on negotiating salary and offer terms. We help candidates manage the process of leaving their current job. Guarantee valid for 6–12 months from the date of hire.
Red flags to watch out for when choosing a recruitment agency
Not every agency that claims to offer "Direct Search" actually does. What to watch out for:
Warning signs
- The agency starts by sending you a database of resumes instead of a brief and a discussion about the profile
- He doesn't give a specific date for the first profiles—he says "a few weeks"
- It does not offer a warranty, or the warranty is less than 3 months
- He doesn't ask about the scorecard or how you'll measure success in this role after 12 months
- Her "Direct Search" is essentially reposting job listings on job boards
- There are no documented sales projects in your industry
- He agrees to everything without asking any tough questions about the role or the organization
Frequently Asked Questions
Are you looking for a Head of Sales or a sales manager?
Tell us who you need. Free consultation; initial profiles within 10–14 business days.
Schedule a consultation →Data: Fast Forward Solutions, May 2026. Fees are expressed as a percentage of the candidate’s annual gross salary. These figures are approximate and may vary depending on the specific role and industry.