Permanent Recruitment Case Study: Regional Sales Director - Asia Pacific

Job title of Permanent Recruitment: Regional Sales Director - Asia-Pacific

Recruitment Type: Contingent and Non-Exclusive to Faststream Recruitment

Business Type: AI-powered Maritime Safety and Navigation Software Company

Location: Singapore with Asia-Pacific Remit

Key Stakeholders: Chief Commercial Officer (CCO) and Head of Human Resources

Faststream Recruitment Representative:Robert Warner, Associate Director - Asia-Pacific, Faststream Recruitment

A seed-stage AI maritime software start-up approached Faststream, intending to hire its first commercial team member in the Asia-Pacific. Backed by recent funding, the business was focused on expanding into new global markets, with a vision to revolutionise safety and navigation in shipping through AI-powered solutions.

The client had no established presence in Asia and was looking to hire a Regional Sales Director based in Singapore who would be responsible for driving business across the entire APAC region. This individual would take over a small portfolio of accounts and be tasked with growing new business with ship owners, combining solution selling expertise with strategic account management.

The role required someone with exceptional commercial ability, a strong grasp of regional cultural nuances, and the autonomy to operate independently.

The Challenge

The client faced multiple challenges from the outset:

They were new to the APAC market and had a limited understanding of the local talent landscape.
Their brand had little recognition in Singapore, and they weren’t yet seen as an employer of choice in the region.
They needed guidance to refine the profile, debating whether to prioritise experience in AI/SaaS or focus on maritime domain expertise.
The hire needed to be self-motivated and comfortable working in a start-up environment, managing time zones and driving growth without close supervision.
With the role briefed in November and a start date target of January, timing was also a factor.

Despite working with two agencies concurrently, the client struggled to define exactly what they were looking for and required a partner who could offer insight as well as candidates.

The Solution

Faststream, led by Robert Warner, took a consultative approach to the assignment, guiding the client through the market, the available talent pool, and what was realistically achievable within their budget.

Our Recruitment Process included:

A detailed discovery phase with the Chief Commercial Officer and Head of HR to align on the skillset, personality traits, and level of maritime vs. tech exposure required.
A targeted search strategy, mapping relevant talent across maritime software, AI tech, and APAC-based maritime sales leaders.
Use of PPA (Personal Profile Analysis) to assess behavioural fit, particularly around independence, drive, and decision-making.
Creation of a refined shortlist with clear reasoning for each candidate based on potential and cultural alignment.
Seamless coordination of interviews and feedback, sticking to pre-agreed timelines despite the seasonal slowdown.
Offer negotiation and full preboarding support to ensure a smooth transition and onboarding in January.

Throughout, Faststream delivered regular market feedback, helping the client sharpen their understanding of what “good” looked like and, ultimately, what would work for their growing business.

The Results

Faststream successfully delivered a high-impact Regional Sales Director who enabled the client to launch their commercial operations in Asia Pacific on schedule.

Despite the search being conducted on a contingent, non-exclusive basis, Faststream was the agency that secured the hire, thanks to a consultative approach, market insight, and clear communication. Robert Warner helped the client refine their brief, understand the APAC talent landscape, and identify what was achievable within budget.

The successful candidate was onboarded in January as planned. With a strong mix of maritime sales experience and a tech-savvy mindset, they quickly took ownership of existing accounts, began generating new business, and established the company’s presence across the region.

The hire has made an immediate and measurable impact:

Successfully transitioned into a standalone leadership role, operating across multiple time zones with minimal support
Built early momentum in a new market, proving the value of the company’s offering to regional ship owners
Enhanced the client’s brand reputation in APAC, acting as a credible and professional face of the business
Set the foundations for future growth in the region, with further expansion now under consideration

Faststream’s ability to guide the client, navigate ambiguity, and deliver the right person ultimately turned a challenging brief into a launchpad for success.