Florin Tatulea

Common Room

Building outbound & pipeline generation systems with the very platform we are selling. 

Year 1: 500%+ pipeline growth

Head of Sales Development

Sales Flo

Building meaningful pipeline for GTM brands by engaging their audience through content creation across 80,000+ followers on LinkedIn, Substack & X. 

salesflo.substack.com
x.com/FlorinTatulea

I also do Sales Workshops and GTM Advising for some of the best B2B companies in the world: Shopify, LivePerson, Zendesk, Docebo, and Vendr.

Founder

pclub.io

Best Selling Course - Copywriting, Cold Email and Sequencing: https://go.pclub.io/florin

Course Author

Barley

Acquired by Workleap

Helping People/HR teams make smarter compensation decisions to stay competitive:

-Global Salary Benchmarking Data 
-Comp Planning Workflows & Reporting 
-Pay Equity Analysis 
-Total Rewards Communication

Director of Sales

Plato 

Acquired by Coda

Built the BDR/SDR function from scratch. 

Plato helps Engineering & Product teams build their skillset by providing access to the top mentors in the world from orgs like Google, Meta, Netflix, Spotify etc.

Director, Sales Development

Loopio

Acquired by PE

First sales hire at Loopio and part of an elite sales team as an SDR, AE & SDR Leader that grew revenues by 65x in 6 years leading to a high 9-Figure valuation.

As an SDR Leader, I helped scale the Inbound & Outbound function to a team of ~25 across Commercial, Mid-Market & Enterprise segments.

Senior Manager, Sales Development

Manager, Sales Development

Closed 100+ deals across Commercial, Mid-Market & Enterprise segments.

Notable deals include: Square, Ceridian, Mcdonalds (Dynamic Yield), Databricks, TripActions, Carbon Black, Bentley, Gainsight, Grammarly + many more.

Senior Account Executive

Team Lead, Sales Development

Founding SDR

PenPal Technologies

Business Development Manager

Banking Associate

STS Capital Partners

STS Capital Partners is an international investment banking firm specializing in mergers, acquisitions, divestitures, strategic consulting and advisory services for mid-market businesses. 

Worked on five $10MM - $100MM transactions within the real estate, airport logistics, IT & security and healthcare industries.

Analyst Intern, M&A

Sales Leader | LinkedIn Top Voice 2023 | GTM Advisor | Focusing on Seed → Series B

I'm a passionate leader that lives and breathes all things sales.

I was lucky enough to be the first sales hire at Loopio and have had the opportunity to be a part of and contribute to the exponential growth that had led us to a sales team of ~50 strong. In my 6.5 years at Loopio we grew revenue by 65x. 

I am now doing it all over again at Common Room

Whether it's been as an SDR, AE, Manager or Director, I'm constantly looking for ways to reinvent myself and my team.

I'm a people-first leader that understands that leading a team is not about me. It's about lifting others up and seeing them succeed. My success is simply a bi-product of my team's success. 

As a sales leader, I'm curious about scaling sales teams, generating pipeline, increasing win rates and lowering ramp times in a remote world.

As an individual, I'm passionate about copywriting, sequence/cadence building, leveraging social selling and the future of sales technology.

There are two metrics that not enough SDR teams are tracking.

It’s crazy to think about, but the reality is that most SDR teams are still largely ONLY tracked on volume, meetings and pipeline.

Don’t get me wrong ALL of those are still important. 

But you MUST be tracking SDR efficiency to really unlock and ultimately improve an outbound program.

Two metrics that are still extremely overlooked and tell you A LOT about your reps and business:

→ Contacts touched per qualified opp (S2)

Most teams (including ours) are not going wide enough into accounts...depending on who your ICP is. 

As an example: we sell to 4 Personas…. Sales, SDR, Marketing & Rev Ops.

Yet in our growth segment, our average contacts touched per account is 3. That needs to be fixed.

→ Penetration Rate: How many accounts to S2?

It quite literally tells you how many accounts you need to touch or assign to your reps in order to hit your number.

Let’s say you have an S2 quota of 24 per quarter. If each rep has 300 accounts and your avg. penetration rate is 6%, all else the same… your avg. rep will be hitting 18. 

You either need to increase the accounts they own/touch or need to figure out how to increase efficiency.

Otherwise you don't even stand a chance.

This is a great way to counter a top-down approach to quotas that are often unrealistic.

GTM Leader | LinkedIn Top Voice | Advisor

It's been pretty hilarious to see what some of the younger SDRs on our team that are more "AI-Native" use ChatGPT for. 

I had an SDR the other day making an argument for an opportunity that he believed should be marked as "qualified". 

He ran the full Gong transcript through GPT, input our qualification criteria and sent me a 3-page report explaining how it was in fact qualified. 

Fair enough Mr. SDR. Fair enough 🤣 🤣 🤣 

(It was still a no). 

Jking. 

I thought it was funny. Not something I would have thought of myself.

Shoutout to all the cold callers out there 😭 😭 😭 

We ran FullEnrich across our own contact database recently…  the results speak for themselves:

30% coverage in USA -> 80% coverage!!!

10% coverage in EMEA - 70% coverage

How?

They run a waterfall against 30 providers.

For the last decade, mobile numbers have been a constant battle for me. 

People are SLEEPING on FullEnrich.  

I met Benjamin Douablin earlier this year… after seeing the quality of what they built, we knew we had to integrate FullEnrich data into Common Room. 

Our customers now have access to premium phone number data as well.

One of my main goals for this year is partnering with a smaller number of brands that I actually use and find value in every day. 

FullEnrich is one of them. 

Fantastic product.

Brand partnership • GTM Leader | LinkedIn Top Voice | Advisor

There are two types of sales reps going into Thanksgiving week:

1. You convince yourself that it's the holidays and you let your foot off the gas

2. You bust your ass for the next 3 days, before a well deserved 4-day weekend and set yourself up for success come December. 

Which one are you? 

...If you are going to work. Why not be the second? 

Otherwise, just take the week off.

SDRs & AEs - here are 5 things that will help you finish strong in Q4 going into the Thanksgiving/Holiday Season (it's coming fast..)

1. Stop telling yourself that everybody is off and that you won’t book meetings.

There is always going to be an excuse any time of year. Talk to your prospects or somebody else will.
 
2. Understand that budgets for 2026 are being made right now. Executives are actively thinking about spend + what solutions they need to hit their 2026 goals as we speak.

3. Closed Lost/Not Now reports in your CRM are going to be your best friend right now. Make a list of everyone who told you that “next year” was a better time to talk. HIT THEM UP NOW!

We've actually completely automated this play in Common Room. We built a workflow that automatically finds and enriches every contact that's been on a Gong call with us in the last year and use our RoomieAI agent to go through the calls and write emails based on the context of the transcript. 

We've found 3600 contacts we can hit up. 

4. Your biggest objection right now is going to be "Not Now / Let’s talk in the new year"

ADDRESS THE OBJECTION UP FRONT BEFORE YOUR PROSPECT DOES:

Here is a template:

“I can appreciate that the holidays are coming up and things are going to be crazy.

Would you be opposed to taking a peek at how we can help with X, before everything gets crazy with the holidays / Q1?

From there, if it’s not something that makes sense, I won't waste either of our time in the new year."

5. Plan - There are 4 full non-holiday weeks left until end of year. Figure out your daily game plan. What do you need to do every day to hit your goals? 

Focus there.

LinkedIn’s inbox is still stuck in 2015. 

What’s up with that?

I literally don’t think it’s changed since I started posting on LinkedIn that year.

It’s the wild west and makes it incredibly difficult to prospect properly as a salesperson. 

A few frustrations of mine: 

1. There is no way to label or tag conversations
2. I don’t have a way to set automatic reminders for follow up
3. There is no clear way for me to know who actually accepted my connection requests when I drop people into a sequence
4. Also… why can’t I send a voice note from my laptop?
5. Answering a basic question about my network like “how many VP, Sales am I connected with” is more difficult than it should be. 

Mitchell and team just built my fav tool of the year. 

Kondo: Superhuman for LinkedIn DMs

It does every SINGLE one of those 5 things, in one of the most clean UIs I’ve had the pleasure of working in. 

I’m never going back.

If you use LinkedIn to prospect. Do yourself a favor and try it out. TRUST ME. 

They have an awesome “Black Friday” promo ending in 2 days...

2 months for free 👉 https://lnkd.in/dsYeYi8v

Report back and let me know what you think. 

#kondopartner

Here’s an insane hack to rank your brand #1 in ChatGPT that’s worth millions of $$$ in pipeline.

Steal this exact play if you sell to the Forbes ☁️ Cloud 100.

It requires some orchestration between the Growth and SDR team and was a play that Josh Lind and Matteo Tittarelli ⚡️(legends!) help us build:

Background: 

 ✅ The Forbes Cloud 100 are key target accounts for us… and also for our top prospects and customers.

 ✅ One of the value props of our RoomieAI agents is that it can generate full contextual account plans in seconds based on your internal data (i.e. CRM, Call Transcripts, Signals) and external data. 

—--

The idea: 

-Generate account plans for the Forbes Cloud 100 list and turn that output into SEO and GEO (generative engine optimized) pages for LLMs to rank. 

-Reps are using LLMs and searching for things like “[strategic account] + business model” as they conduct account research. 

-This allowed us to highlight the value prop of our product in a unique way and also drove LLM-based search traffic to our website. 

-----

The Execution of the Play: 

1. Generate 100 account plans for each company using our RoomieAI agent

2. Created 100 landing pages for each account plan and used an AirOps workflow to expand and format the account plans into LLM optimized pages that brought in traffic. 

AirOps is particularly good to rank in ChatGPT/Perplexity etc, where most search traffic is going.

3. Use our website de-anonymization functionality to identify key stakeholders on these pages and have our SDR team hit them up with tailored messaging.

4. Repurpose the account plan pages and send them as value adds to accounts that likely have the Cloud 100 as key accounts.

AirOps made a free tool that shows you exactly how often ChatGPT, Claude, and Perplexity mention your brand vs competitors.

Comment "RANK" and I'll send you the link to run your AI Search Audit.

(Takes 30 seconds and it’s FREE)

Engineer (GTM/AI) @ Common Room

B2B positioning, websites, launches & content | Duolingo streak keeper 🇯🇵

AirOps

Vibe coding is HOT.

It quietly wipes out 80+ hours of manual RevOps work every month. But most people are thinking about it the wrong way…

There’s a massive opportunity for GTM & Ops leaders to change how they operate.

The general narrative around vibe coding platforms is that they’re meant for coders and entrepreneurs to kick off new businesses…

At least that’s how I interpreted it.

BUT after digging deeper, I came across a ton of use cases to vibe code your own internal solutions, the ones that remove the painful, repetitive, 80-hour problems your team keeps dealing with every month.

Here are 3 examples:

--> Territory planning & account router

Apply your own custom rules (industry, ARR band, geo, partner involvement)
to generate territory splits and account assignments automatically.

--> Lead routing & SLA monitoring

Build a small app that connects to your CRM via API and: 

-Applies your routing logic (segment, intent, previous owner)
-Flags SLA risks in real time and alerts in Slack
-Produces a live dashboard with time-to-first-touch, SLA breach counts, and chronic slow responders

--> Pipeline hygiene & forecast assistant

-Pulls open opportunities
-Flags issues (no next step, stale stages, pushed close dates, missing contacts)
-Uses your rules + LLM scoring to highlight risk

Do I believe you can “vibe code” a new BI tool, CRM, or forecasting platform?

No.

But for targeted use cases, especially for orgs without unlimited budgets and insane complexity... it’s a fantastic way to eliminate massive manual effort.

Want the breakdown of how to do this?

👉 Comment “VIBING” and I’ll send it to you.

Happy Thanksgiving to all of our American friends down south! 

Grateful for you all. 

Enjoy the long weekend :)

Here’s a question that I think most of these outbound AI agencies with the “I’ve booked 1000 meetings in the last week with this AI workflow” would be hesitant to answer: 

1. How many of the meetings you booked for your clients showed?
2. How many were qualified? 
3. How many were closed won?

A booked meeting doesn't mean anything in itself. 

Don't always believe the hype.

The data speaks for itself. 

We found images in emails work 3x better. Here’s why…

We recently ran an A/B test and found that images in cold emails outperform plain emails (when done right).

“An image is worth a thousand words” 

Obviously it depends what the image is about. For us, relevant memes work extremely well at breaking through the noise (it’s not something AI has done well at scale yet).

The problem has been that traditionally this would hurt your email deliverability. 

That’s why we always saved the links and assets for the follow up email after you hit the inbox. 

The rules of the game have changed though. 

Maildoso recently launched Custom Domain Tracking that allows you to safely add links straight from your FIRST email without hurting deliverability. 

This means you can finally:

-Embed direct booking links
-Drop videos right away
-Add images to paint a better picture 

Check it out for yourself: maildoso.com

X is soon releasing “Hiring” and “Jobs”. 

As a matter of fact, it’s already here: 

Is LinkedIn cooked? 

Doubt it. 

It’s one thing to have job posts up. 

LinkedIn is still the best database for real-time information on where people work. 

That data is invaluable and there are network effects that make it difficult to switch. 

Many have tried to replace it. Only time will tell. 

What do you all think?

graphical user interface, text, application, chat or text message, Teams

Anthony Natoli

LinkedIn

I work and partner with LinkedIn’s fastest growing tech companies, Enterprises and global brands as part of the New Business Marketing Solutions team.

Accomplishments thus far:

Responsible for 8+ figures of revenue generated since being off ramp in January 2024:

FY25: 112% to goal (8 figure quota)
FY24: 103% to goal (multi 7 figure quota)

Won a 1 million dollar customer in Q2 2025

QA Wolf

Recruited to QA Wolf, a Series A Startup, to rebuild their entire outbound GTM motion for the SDR team.

Hired & lead a team of 7 rockstar SDRs.

Accomplishments prior to leaving:

→ Hired new team members, re-wrote outbound playbook and re-built tech stack infrastructure 
→ Built out lead-routing, qualification and SFDC account mapping & ownership
→ Increased meeting booked to SAO conversion rate from 30% to 80%
→ The team drove $2m in SAO qualified pipeline over 2 quarters 
→ Personally sourced $250k in pipeline

This helped QA Wolf hit their 2023 annual ARR goal, leading to a Series B round in 2024.

In addition to leading a team of SDRs, I reported directly to the co-founder / head of growth and worked cross-functionality with RevOps, Marketing, and Sales Leadership to optimize SAO & Pipeline production and efficiency.

Lattice

Accomplishments before leaving for my first ever pursuit & opportunity into leadership:

→ FY23 Ramp: 102% quota attainment

Enterprise Account Executive

Outreach

Accomplishments before leaving:

→ FY22: 105% attainment | Closed 6 net-new logos in 9-months of ramp 
→ FY22: AVC $90k | $540k closed/won ARR
→ Built $1.2m in AE sourced pipeline in 9-months of ramp

New Logo Account Executive focused on companies with 500-10,000 employees

Demandbase

Promoted from AE to Sr AE after 1 year to work with Demandbase’s most innovative and strategic mid-market prospects & customers including Sprinklr, Braze, Accolade, Docebo, Fullstory, Checkout.com, D2L, Movable Inc, Axway, and many more.

→ Q1 2021 323% quota attainment 
→ Top rep globally for Q1

→ FY20 144% quota attainment | $2.5m in ARR closed/won
→ Top Mid-Market Rep in attainment & revenue globally 
→ FY20 Presidents Club

Senior Account Executive | Mid-Market

-FY18 130% Pipeline Attainment  
-Sourced over $2,000,000 in Closed/Won Opportunities
-Mid-market record for most meetings turned to pipeline in 1 month (22)
-Top SDR for Mid-Market Segment & rookie of the year
-Supported two AEs in our most strategic Mid-Market segment, San Francisco, CA
-Promoted to AE after 9 months in the role

Senior Sales Development Representative

Ethos Lending LLC

Full Cycle AE

150% quota attainment FY17 
125% quota attainment FY16

Presidents club FY16 & FY17

Business Development Representative

Senior Account Executive @ LinkedIn | AntNat Coaching | I post about sales, growth mindset and personal development based on my real-life experience

Senior Account Executive at LinkedIn | 10+ years in SaaS | In my role at LinkedIn, I work with high-growth tech companies, enterprises, and global brands to help them grow revenue.--~6 years ago, I almost quit sales...During the last week of Q4 in December 2019, I lost 3 deals in a single day and put up a 0 in my first Q4 as a SaaS AE. This was only a few weeks after I had hit a personal rock bottom, too. Just at the age of 26.Instead of throwing in the towel, I doubled down on feedback, learning, self development and skill building. 3 months later, I closed my first 6 figure ACV deal and never looked back. That same year (2020), I made President's Club and closed over $2.5m in ARR.Since then, my journey has lead me to where I am now.. As a result of my experiences, I now also share content that helps SDRs and AEs build and close more pipeline without sacrificing their personal development and mindset; all based on lessons from my real life experience.TLDR:  I am a normal guy with big goals who has been through some hard stuff and adversity. My mission is to use my real-life experience to help others crush it in sales &amp; life.In my free time, you will find me with my family, hanging down by the Jersey Shore, running, lifting, working out, hanging w/ my dogs, enjoying New York Sports, golf, trying new coffee shops and restaurants, and traveling.All content, thoughts and opinions are my own.For brand sponsorship opps please email anthony@natolisnuggets.com

Strategic Account Executive

Building a personal brand on LinkedIn changed my life. And no I’m not being dramatic. 

Here’s why you should consider it.. 4.5 years later and from 2k connections to nearly 60k:

-It helped me build thousands of connections, brand deal opps, network opportunities, & referrals
-It’s helped me tell my personal story and impact thousands
-It helped me land my current role! 

Most importantly, some of my content has helped others land new roles, hit their quota, earn more money and change their habits/behaviors, etc to live a better life. How damn cool?

& so much more.

All of this helped change the trajectory of my career & life.

The most common objections people tell themselves:

1. I don’t have the time
2. People will judge me

For “I don’t have the time” - I call BS. Show me your screen time and I bet we can find 30 minutes a day to post or comment. More tactical examples to help with this below.

For “people will judge me” - welcome to the club. Anything worth doing in life will A.) Put you out of your comfort zone and B.) Draw attention from people who are just sitting on the sidelines. That’s ok. Life is too short to take criticism from those not on the same path

Tactical:
-You don’t need to post every single day to start
-Stop scrolling TikTok/IG for 30 minutes and post instead
-Find content inspiration from others in your network. Reframe into your own story
-Tell YOUR story. Everyone has a journey to share
-Start with sharing lessons from your real life experience
-Share customer wins and how you are helping them
-Post content you genuinely enjoy
-Use DMs to actually connect with people you see posting on LinkedIn
-Comment your POV on posts! Another way to get into the mix! One of my comments had 50k impressions last week.

There’s a lot more here to share but I wanted to keep it simple.

At the very least, you build yourself career insurance, meet some great people and get your work out into the world. Who knows, you might end up landing some new clients, build that business or land that next dream role you’ve been wanting.

Happy Friday!

Senior Account Executive @ LinkedIn | Sharing lessons from my real-life experience to help sales reps win in sales & life | Sales Professional, Creator & Speaker

Soft skills in sales are what separate top performers. Here are 19 soft skills that you rarely will learn in a traditional sales training that can make all the difference:

→ Knowing how to get to friction fast
→ Balancing confidence with humility
→ Project Managing & Uncovering risk
→ Knowing what questions to ask & when
→ Listening for what’s not being said directly
→ Reading power dynamics inside an account
→ Knowing when to push vs when to pull back
→ Knowing how to influence & test champions
→ Navigating internal politics to get deal support
→ Remaining patient while still driving momentum
→ Turning complex problems into simple language
→ Conflict management when stakeholders disagree
→ Building trust without over-explaining or overselling
→ Framing conversations so customers feel ownership
→ Managing your own emotions and ego when you lose
→ Emotional regulation when deals slip or urgency drops
→ Executive presence on calls without being performative
→ Having good energy & not needy so prospects open up
→ Asking uncomfortable questions without sounding combative

Here's how you learn soft skills:
-Sometimes they come naturally to people (intangibles)
-9 out of 10 times you need to put in the reps and learn from losses
-Overcoming hard things in your personal life or past helps you build EQ
-Having a fun, interesting and joyful life out of work helps you remain centered

For me personally, I learned these things from getting burned in deals (learning the hard way) and overcoming hard things in life.

I try to learn from losses the best I can and constantly seek feedback.

I no longer put 'deals' on a pedestal or let them impact my self-worth. This works for me because it drives the energy in which I operate. This is how you 'detach'.

What did I miss?

Sunday: 

-Football
-Lots of coffee 
-Little bit of work
-Diner for breakfast 
-Recovery / rest day 
-HomeGoods, TJMaxx, PetCo

Feeling like Frank The Tank in this scene of Old School. 

Ready for a short week and Thanksgiving with the family. 

New puppy comes home next week. 

Excited for week 2 of my new running journey. 

Lots of good momentum at work with clients. 

Feeling grateful for everything. 

Let’s go.

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Florin Tatulea

Anthony Natoli

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The Battle

Florin Tatulea

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