How to Triple Revenue in 5 Years Without Burning Out, with Martin Herbst

Why do some recruitment business leaders triple their revenue while others plateau despite working twice as hard? My guest, Martin Herbst, discovered the answer the hard way. After hitting rock bottom with burnout, he rebuilt his leadership philosophy from the ground up — and within five years, JobAdder tripled its revenue and client base.

Martin is the CEO of JobAdder, one of the world’s leading recruitment technology platforms. Under his leadership, the company has achieved record growth while helping recruiters work smarter without losing the human touch.

In this episode, Martin opens up about his personal experience with burnout and shares how he transformed that crisis into a leadership breakthrough. You’ll learn how he built a healthier, more effective approach to scaling a recruitment business one that’s rooted in purpose, values, and vision rather than constant hustle.

He also breaks down the exact leadership frameworks that helped JobAdder grow sustainably: how to align your team around a clear long-term strategy, why empathy drives innovation, and how to balance big-picture vision with daily execution.

Beyond leadership, Martin dives into how technology and AI are reshaping recruitment. He explains where automation genuinely creates value for recruiters, how to avoid the “AI hype trap,” and why human connection will always be the most powerful differentiator in this business.

If you’ve ever struggled with overwhelm, exhaustion, or inconsistent growth, this conversation is a must-listen. Martin’s story is proof that scaling your business doesn’t require sacrificing your health or your values.

In this episode, you’ll discover:

• How burnout became the catalyst for a breakthrough

• The daily habits that keep stress and anxiety in check

• Why swimming is Martin’s secret weapon for clarity and focus

• The strategy process behind JobAdder’s 5-year growth story

• Why most recruitment leaders underinvest in long-term planning

• How to use vision and values as your ultimate growth levers

• The fundamental role of AI in recruitment (and where it adds true value)

• Why the best BD technology is still the telephone

Episode highlights:
[6:44] The burnout story: high anxiety and insomnia that led to stepping away completely
[11:17] Morning and evening borders: the simple habits that prevent burnout from creeping back
[19:32] How JobAdder tripled revenue in five years, and why it wasn’t about working harder
[23:31] Why most recruitment agency owners underinvest in strategy and long-term vision
[32:29] Why recruitment might be the profession most immune to AI disruption
[48:36] Why automation has created diminishing returns in outreach
[53:59] The #1 business development tool that still outperforms AI

Martin’s story is both a cautionary tale and an inspiring roadmap for recruiters who want to build high-performing, values-driven businesses that last.

Guest Bio:
Martin Herbst is the CEO of JobAdder, a global recruitment software company headquartered in Sydney, Australia. Under his leadership, JobAdder has tripled its revenue and client base in five years. Before joining JobAdder in 2020, Martin spent nearly seven years at eBay running their classifieds business in Australia (Gumtree). He also worked at eBay in San Francisco and at the Wall Street Journal online in digital media strategy. Originally from the United States, Martin now lives in Australia.

Connect with Martin:
LinkedIn: Martin Herbst on LinkedIn
Website: JobAdder.com

Connect with Mark:
Get your free 30-minute strategy session: recruitmentcoach.com/strategy-session
Mark on LinkedIn: linkedin.com/in/markwhitby
Follow on Instagram: @RecruitmentCoach