Nemlia develops sensor-based care technology designed to help care teams respond more effectively when residents need support.
Its solution connects devices such as motion sensors, door sensors and call buttons with an intuitive digital platform. Care teams receive relevant notifications based on individual residents and care workflows, helping them respond at the right moment.
For its growth in Denmark, Nemlia was looking for a Technical Sales Manager based in the Copenhagen area.
The challenge? The role required much more than general sales experience.
The right candidate needed to understand a technical product, communicate its practical value to care-sector and public-sector customers and successfully manage the long decision-making processes that often come with municipal sales.
Why this hire was important
Selling technology into the care and public sectors requires a different approach from many conventional sales environments.
Decision-making processes can involve multiple stakeholders, longer evaluation periods and a strong need to demonstrate the practical value of a solution.
For Nemlia, this meant the new Sales Manager needed to do more than generate new business.
The successful candidate would be responsible for building relationships with municipalities and care providers, understanding their operational challenges and explaining how Nemlia’s technology could support their care processes.
At the same time, the role required patience and consistency.
Opportunities in the public sector may develop over longer periods, making the ability to maintain momentum and build trust throughout the sales process particularly important.
Securing the right person was therefore a key step in strengthening Nemlia’s commercial presence in Denmark.
The Challenge
This search required a very specific combination of sales experience, technical understanding and customer knowledge.
The ideal candidate needed to:
Bring relevant technology sales experience
Understand or quickly learn a technical, sensor-based solution
Have experience with public-sector or similarly complex customers
Communicate technical capabilities in terms of practical customer value
Build strong relationships with municipalities and care-sector stakeholders
Manage opportunities through longer sales cycles
Be based in or around Copenhagen
Finding candidates with strong sales experience alone was not enough. The role required someone who could understand the technology behind Nemlia’s solution while also communicating its value in a clear and practical way.
At the same time, public-sector sales often require a different commercial mindset from fast-moving transactional sales.
Success depends on building long-term relationships, understanding multiple stakeholders and maintaining engagement throughout extended decision-making processes.
This made the relevant candidate pool significantly narrower.
Our Approach
For this search, we relied exclusively on direct outreach. Rather than advertising the position broadly, we focused on identifying professionals whose backgrounds matched the specific requirements of the role.
Our search concentrated on candidates with relevant technology sales experience, public-sector sales exposure or a combination of both.
The goal was not simply to find experienced salespeople.
We wanted to identify professionals who could understand Nemlia’s technical solution, explain its practical value to customers and build relationships through complex buying processes.
✅ Highly targeted Active Sourcing
We directly approached professionals in the Copenhagen area with backgrounds in technology sales and public-sector sales.
This allowed us to focus on candidates whose previous experience was already relevant to the type of customers Nemlia wanted to reach.
Instead of generating a large applicant pool, the search concentrated on a smaller number of professionals who could realistically meet the technical and commercial requirements of the position.
✅ Focus on consultative technical sales
A particularly important part of the search was identifying candidates who could connect technical functionality with customer outcomes.
Nemlia’s solution combines sensors, digital notifications and care workflows.
The successful Sales Manager therefore needed to understand enough of the technology to explain how it could support real care environments without relying on purely technical language.
We focused on professionals who could translate complex product capabilities into clear customer value.
✅ Experience with longer sales cycles
Selling into municipalities and other public-sector organizations often requires patience and structured relationship management.
We therefore looked closely at candidates’ ability to maintain momentum across longer decision-making processes. This was important because the role required someone who could develop opportunities over time rather than relying only on short-term sales activity.
First relevant candidates introduced within two weeks
Despite the specific combination of requirements, we introduced the first relevant candidates to Nemlia within just two weeks.
By focusing entirely on targeted Active Sourcing, we were able to concentrate the search on professionals with the right mix of technical sales experience, public-sector understanding and local market relevance.
The search ultimately resulted in the successful recruitment of a Sales Manager for Denmark.
The Result: Immediate sales capacity for Nemlia in Denmark
Nemlia successfully hired a Sales Manager who could support the company’s commercial development in Denmark. An additional advantage was that the successful candidate was able to start immediately after signing the contract.
This meant Nemlia did not have to wait through a lengthy notice period before adding new sales capacity.
The new hire could begin customer outreach and business development straight away.
For Nemlia, the successful placement strengthened its ability to build relationships with municipalities and care providers, develop new opportunities and guide prospects through complex buying processes.
The hire also supports the company’s broader goal of bringing its care technology to more organizations across Denmark.
The successfully placed candidate described the recruitment process positively:
“All good and signed. Will start on Tuesday. […] thanks for a very pleasant process.”
Conclusion: Recruiting technical sales talent for complex markets
Recruiting sales professionals for technology companies becomes more challenging when the role combines technical understanding with complex customer environments.
When customers include municipalities, care organizations or other public-sector stakeholders, successful sales professionals need more than strong commercial skills.
They need to understand the product, communicate its practical value and build relationships over longer decision-making cycles.
For Nemlia, this combination was central to the search. By focusing exclusively on targeted Active Sourcing, we were able to identify relevant candidates and introduce the first profiles within two weeks.
The successful hire strengthened Nemlia’s commercial capacity in Denmark and was able to start immediately, allowing the company to begin expanding its customer outreach without delay.
Looking to hire technical sales talent in Europe?
Whether you are looking for Technical Sales Managers, public-sector sales professionals or commercial talent capable of selling complex technology solutions, we can help you identify and approach the right candidates.
Get in touch with CareerBee to discuss your hiring project.
