Scale sales without scaling risk
Discover how our fractional sales squads help B2B companies expand faster, with lower overhead and executive-level expertise from day one.
The Problem We Solve
The risks of scaling sales the traditional way
1.
High costs
Building an in-house sales team drains time and budget—fast.
2.
Slow market entry
Expanding into new regions takes months without the right connections.
3.
Hiring bottlenecks
Experienced sales talent is scarce, especially for short-term goals.
4.
No flexibility
Traditional models don’t adapt to shifting markets or evolving strategies.
Enterprise sales impact, without the risk
We’ve closed major deals with APAC’s biggest enterprise accounts.
First Light brings that firepower to software and technology companies through a fractional sales squad built to help you test or scale the region without gambling on a full time hire.
We don’t just advise, we own the pipeline with you.
This isn’t outsourced lead gen, and it’s not executive consulting by the hour -
It’s outsourced ownership of your sales pipeline, from first touch to deal close.
We deliver better return on sales cost than a traditional hire with more quality output in less time.
Our Horizon ABM methodology combines enterprise sales discipline with the latest in AI, data, and automation to keep your outbound sharp, fast, and focused.
Before you hire in-region, speak to us about a smarter, faster, and more cost efficient way to win the enterprise logos and move your revenue needle.
How does it work?
First Light Sales Squad
You already outsource legal, tax, or even software development. It’s time to apply the same thinking to your sales presence in APAC.
First Light delivers a fractional sales squad fronted by senior enterprise sellers and supported by specialists across outbound, data, strategy, and ABM execution.
It’s the sales capability you need to land major accounts, without the risk or delays of traditional hiring. If you’re entering or restructuring APAC, your success will come down to landing and expanding a handful of top enterprise logos. That’s what First Light is built for.
Our sales led ABM model is shaped by real deal experience inside the region’s most complex buying environments: from Telstra to HSBC, Commonwealth Bank to Singtel. We know how these organisations buy, stall, and move.
Whether you're new to the region or rethinking your team, First Light gives you the speed, reach, and experience to get moving fast.
MORE OUTPUT, BETTER VALUE
A First Light Sales Squad delivers more sales activity, and higher quality output, than a single full-time hire, often at the same or lower cost.
Instead of five days from one seller, you get a multi-role team executing seven days a week across outreach, qualification, and closing.
We maximise efficiency through an ABM framework that keeps the BDR focused on pipeline generation and the AE focused on deal progression.
FLEXIBILITY TO SCALE
Easily ramp up, scale back, or rebalance based on territory, product line, or market response
First Light gives you the flexibility to scale sales up or down—fast. Whether you need more BDR power, AE coverage, or partner support, we adapt without the delay or cost of hiring. Our squads shift with your strategy, delivering faster impact and leaner execution across markets.
DEEP ENTERPRISE EXPERIENCE
We know the large accounts, the influencers, and the deal cycles. We’ve been here before
Winning in APAC means knowing the region’s biggest accounts, complex deal cycles, and key influencers. We’ve sold into these organizations—and we track the signals that matter: market shifts, legislation, and executive moves. From failed projects to fresh opportunities, we know where to aim and when to act.
HORIZON ABM METHODOLOGY
Our proprietary framework combines strategy, messaging, targeting, and execution for complex B2B deals
First Light Horizon ABM aligns outreach and enterprise sales into one streamlined system—combining proven models like ABM and MEDDPICC with lean, execution-first delivery tailored for APAC. We bridge the gap between early engagement and deal execution, ensuring consistent messaging, smarter handoffs, and a more predictable, high-impact pipeline.
GRANULAR VISIBILITY IN REAL TIME
Track what’s happening, where, and why — with transparent reporting and shared dashboards
We don’t just track meetings—we listen, tag, and surface what the market really thinks. First Light delivers real-time sales insights, not CRM noise, capturing every key motion in your GTM strategy so you get clarity, not clutter.
CULTURE AND SALES DNA
Ambitious, innovative, and sales-driven. We bring the right energy and culture from day one
We build small, focused teams that stay aligned to your KPIs—not stuck in meetings or internal noise. Our squads are driven by growth, not politics—zeroing in on what matters in enterprise sales: decision-makers, funding, pain points, and momentum. For companies expanding into new regions, we bring urgency, clarity, and the sales culture needed to drive results.
More output, better output - better value
A First Light Sales Squad delivers more sales activity, and higher quality output, than a single full-time hire, often at the same or lower cost.
Instead of five days from one seller, you get a multi-role team executing seven days a week across outreach, qualification, and closing.
We maximise efficiency through an ABM framework that keeps the BDR focused on pipeline generation and the AE focused on deal progression.
Every squad is shaped to your strategy, designed to generate qualified meetings and enterprise conversations that move your revenue line.
Culture and sales DNA
In a small, high output team, there’s nowhere to hide. We keep the squad focused on your KPIs, not buried in internal meetings or caught up in company politics. Our team stays motivated by career progression, learning and development across client projects, not repetitive tasks in a static system. We don’t get pulled into product dogma or internal distractions. We stay outward looking, focused on what matters in enterprise sales: decision makers, funding, outreach, customer pain, business cases, competitors, and the forces driving change.
For growing companies, building the right sales culture, and spreading it across regions, is tough. And for sellers working alone in a new market, the job can be isolating and ineffective. We bring urgency, focus, and momentum to your regional effort so it delivers meaningful growth.
Testing the Waters: Supporting Salmon UK’s Entry into the Australian Market
When Salmon UK—a provider of embedded SaaS insurance platforms—considered expanding into Australia, they turned to First Light to assess the opportunity before committing to a regional presence.
We:
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Built a focused target list of local insurers
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Ran a structured outreach campaign to secure meetings for Salmon executives, both in-person and remote
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Conducted partnership and competitive landscape analysis
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Prepared a board-level market entry report outlining commercial potential
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Continued nurturing leads throughout the decision-making process
Our work helped the client make a confident, data-driven decision on market entry—de-risking their first steps into APAC.
Establishing an APAC Beachhead for a European Fintech in Wealth Advisory
A European private equity–backed fintech with ~200 employees engaged First Light to support its global expansion—targeting Wealth Managers, Private Banks, and UHNW Family Offices.
We led the company’s entry into the Australian market by:
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Building a local sales team and establishing a physical office
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Creating a qualified prospect list and running outbound campaigns
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Securing key strategic partnerships with data providers and a Big Four consultancy
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Signing the firm’s first Australian clients
This end-to-end market entry support gave the client a credible presence in APAC and a pipeline to match—de-risking expansion while accelerating time-to-revenue.
