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

Apollo.io

0 ➜ $1M Mission: Achieved ✅

Brought in to relaunch Apollo’s failed “Project Apollo Automated” as a founding GTM L6 (Level 6) hire. No processes, no playbooks, no clients. Just a blank page and a mandate: build an AI driven outbound services business inside Apollo.

Worked cross functionally with Product, Marketing and RevOps to build entire GTM system, owned sales end to end all while architecting Labs’ GTM motion.

𝐑𝐄𝐕𝐄𝐍𝐔𝐄 𝐈𝐌𝐏𝐀𝐂𝐓:
• Sourced & closed $258K in new ARR across 4 Mid-Market deals (20% close rate)
• 32 meetings booked → 20 SQLs → 4 closed deals
• Generated $2.5M+ in pipeline with an average 90% meeting held rate, pure cold outbound
• Contributed to Goodpath’s // Rillet ERP's outbound motion — raising $18M // $25M Series A

⚙️𝐆𝐓𝐌 𝐄𝐍𝐆𝐈𝐍𝐄𝐄𝐑𝐈𝐍𝐆:⚙️
• Deployed 25+ Apollo’s first ever AI Outbound Engine (auto-enroll, research, reply detection) 100% AI-powered campaigns booking 30+ meetings in 2.5 weeks resulting in over 50K for Apollo’s core team SaaS offering 
• Integrated Power-Ups into Orum — boosted SDR conversion by 22%
• Standardized Labs-to-Salesforce opp handoffs via automated workflows and Slack notifications 

𝐂𝐑𝐎𝐒𝐒-𝐅𝐔𝐍𝐂𝐓𝐈𝐎𝐍𝐀𝐋 𝐈𝐌𝐏𝐀𝐂𝐓:
• Worked with Product to refine Apollo's AI SDR Workflow & Data Waterfall Enrichment features prior to public release to reduce user friction 
• Revamped email deliverability after Maildoso collapse; enabled warmup + inbox provisioning
• Partnered with AI Prompt-Mode team → 2.26% WAU lift on Power-Up users across 250K+ active users under 2 weeks 

𝐋𝐄𝐆𝐀𝐂𝐘:
• Built Labs’ core infrastructure — billing, onboarding, deliverability, enablement
• Helped scale team from 2 → 10 headcount
• Represented 25%+ of Labs’ total ARR prior to transition

Despite early wins, Apollo Labs fell short of the board’s $10M ARR goal, landing at $1M. Leadership shifted direction: SDRs were absorbed into Marketing, Labs pivoted into Agency Partnerships, and the initiative was sunset.

apollo.io

Founding GTM, Apollo Labs Division

Swif

*poached by Apollo.io*

Joined Swif when it was underwater at ~35K ARR.

Short on runway and near perishing, after churning past through 3 GTM hires that failed to scale the motion I was the final "golden ticket” hire brought in by the CEO to turn the ship around.

Mission: build pipeline, close deals, take Swif from 0 → $1M and raise $3M in Seed round funding followed by Series A with a 5 year 40M in ARR work plan aka The Strategy Slide adopted by Ralph Barsi.

Worked side-by-side with the founder, had a seat on investor calls, and played a critical role in Swif’s acceptance into Pegasus Accelerator (<1% acceptance rate), helping raise additional funds while holding a 15K annual budget.

𝐇𝐢𝐠𝐡𝐥𝐢𝐠𝐡𝐭𝐬: 🏆 
➜ Grew ARR 200%+ and hit triple-digit milestones for the first time in company history from 35K to 110K 
➜ Reduced sales cycle by 79.2% and drove 30%+ close rate with a 5-stage GTM system: Sales Qualified, Demo, Proposal, Vendor of Choice, Negotiation 
➜ Generated $250K+ in outbound pipeline from scratch (Clay/Apollo-powered)
➜ Increased ACV 250%+ by breaking into Mid-Market + expanding sales motion
➜ Unlocked a 10% lift in PLG revenue by restricting premium features
➜ Defined ICPs, buyer personas, and strategic targeting playbooks

𝐓𝐚𝐫𝐠𝐞𝐭 𝐈𝐂𝐏:
Early-stage SaaS (49–99 FTEs), security-conscious, no SOC2, no internal IT/InfoSec, strong logos.

𝐍𝐞𝐰 𝐋𝐨𝐠𝐨𝐬 𝐂𝐥𝐨𝐬𝐞𝐝:
Patreon, TrustRadius, Salt Labs (acq. by Chime), xUnlocked (UK), Dots (YC), Mysa, Artisan, Cheetah Agency, My Visa Source, and more.

𝐑𝐞𝐧𝐞𝐰𝐚𝐥𝐬:
Symbl.ai, JoinImmediate

𝐌𝐢𝐝-𝐌𝐚𝐫𝐤𝐞𝐭:
Intel 471, Colossyan, Emerald Cloud Lab, Portside, Imply, BillionToOne

𝐂𝐡𝐚𝐧𝐧𝐞𝐥 & 𝐑𝐞𝐬𝐞𝐥𝐥𝐞𝐫𝐬:
Graypoint Security, Compyl, startupdefense.io, getDefense.io, Levy, CCIT

𝐓𝐞𝐜𝐡 𝐒𝐭𝐚𝐜𝐤: Aligned, Common Room, HeyReach, Clay

Ultimately, I was poached by Apollo.io — but my fingerprints are still on Swif’s GTM engine today.

swif.ai

Head of Sales (Founding GTM) 

CIENCE

*impacted by layoff*

CIENCE is a global leader in outbound sales and GTM services, supporting 1,200+ clients from pre-seed startups to the Fortune 500. 

Brought on to grow a $1M book of business by 35% — and exceeded plan QoQ.

Owned full-cycle renewals, upsells, and strategic GTM guidance across 75+ client projects, helping companies like Uber, Visa, Amazon, and Overstory generate millions in pipeline.

➜ FY22Q3 - 80% to plan on quota attainment (ramp)
➜ FY22Q4 - 120% to plan on quota attainment 
➜ FY23Q1 - 140% to plan on quota attainment

Revenue Impact:
 • Closed $450K+ in renewal/expansion revenue (15–25K ACV, 90-day cycle)
 • Hit 120–140% to plan MoM with 60% average retention (vs. 30% benchmark)
 • #1 Top Revenue Driver in March 2023 — $150K closed in a single month (6 renewals + 1 upsell)
 • Personally wrote copy that saved ~$50K in at-risk revenue

Sales Motion & GTM Execution:
 • Sold CIENCE GO (B2B Contact DB + Web Visitor Intent + Topic Targeting)
 • Quantified ROI, created custom renewal decks, ran discovery, demos, and negotiated close
 • Spearheaded Overstory’s outbound — renewed them twice; helped secure $14M Series A led by B Capital

Cross-Functional Collaboration:
 • Managed 25+ SDRs across accounts as strategic lead
 • Worked closely with:
  – Data Research (ICP validation)
  – Campaign Strategists (email copy)
  – Caller Leads (talk tracks, openers)
  – Deliverability Team (warmup + inbox health)
 • Helped onboard and mentor new AMs; collaborated on peer accounts to drive saves & upsells

Recognition:
 Only AM invited to appear on CIENCE’s official podcast to share past (UpKeep) strategy and success stories.

www.cience.com

Mid-Market Account Manager

UpKeep

Joined with a verbal fast-track AE promotion plan. Despite leadership turnover, I led from the front, rewriting outbound strategy in a broken system and driving results.

Promoted after 5 months to partner with UpKeep’s first Strategic AE and target our Dream 100.

Pipeline Impact:
• Generated $1.2M+ in pipeline from Fortune 500 & legacy industrial accounts
• 120%+ MoM quota attainment on avg
• Sourced McDonald’s USA within 2 weeks (est. $500K ARR opportunity)
• Booked meetings with Coca-Cola, American Sugar, GAF Corp., and more

Outbound Innovation:
• Built Strategic Prospecting Playbook from scratch (custom flows, value-mapped messaging)
• Launched “Sweet or Sour?” campaign w/ CMO for McDonald's — creative GIF outreach led to booking decision-maker
• Introduced “Link Chart Analysis” framework to unlock hidden DMs in complex orgs

Cross-Functional Wins:
• Partnered with CRM Admin to score target accounts
• Worked with Enablement to improve onboarding flow for new BDRs
• Acted as force multiplier on GTM experiments, helping retool vertical motions from the ground up

UpKeep is a Series B CMMS SaaS startup in the $15M ARR range, helping facilities teams streamline maintenance ops.

www.upkeep.com

Strategic Business Development Rep - Key Accounts

Quota-Crushing Results: 🏆 
• 300% to plan in Q4 Healthcare Sprint — 6 SAOs booked vs. 2 target
• 1st in class to generate SAO-to-close — contributed $8K in closed ARR
• Nov ’21: #1 BDR of 10 reps (Top SAO + highest PQO output)
• Dec ’21: 33 PQOs booked — 220% to plan

Outbound Motion Transformation:
• Created “RRR” framework (Research, Retention, Recall) — adopted by team
• Launched “BETA” drip sequence (no CTA, all value) — 12 PQOs in 2 weeks
• Partnered w/ Marketing, CX, and RevOps to unify outbound with customer journey data

Sales Activity Benchmarks:
• Avg. 75% meeting → SAO conversion rate
• Avg. 6.15% Dial-to-Connect
• 166% to plan on all KPIs
• Ran 3 concurrent SalesLoft cadences daily to maximize coverage

Enterprise Business Development Rep

BetterGrowth

BetterGrowth is a GTM consultancy supporting fast-growing SaaS startups in scaling pipeline, revenue, and retention across pre- and post-sales teams.

I was initially hired as an IC with a $320K quota (20K ACV, 30-day cycle), but quickly transitioned into a hybrid role leading Outbound-as-a-Service execution for clients — marking my first official SDR leadership experience.

Go-To-Market Execution:
• Built outbound programs from scratch — from persona dev to sequencing and channel mix
• Personally wrote cold email campaigns adopted across multiple client accounts
• Launched foundational GTM tech stack for SDR team (CRM, enrichment, outbound tools)

Team Leadership & Enablement:
• Led 2 in-house SDRs and trained them on cold outreach, objection handling, and pipeline hygiene
• Surpassed 120%+ MoM booking targets across 3+ client projects, driving multiple renewals
• Delivered weekly performance reviews and outbound breakdowns for stakeholder alignment

Pipeline Highlights:
• Booked enterprise meetings for BetterGrowth’s own services, including Qualtrics and Bill.com
• Ran ABM campaigns tailored to vertical-specific GTM motions
• Built repeatable outbound playbooks that became baseline for new client onboarding

This role planted the seeds of my long-term passion for SDR enablement, campaign strategy, and GTM innovation.

www.bettergrowth.com

Director of Sales 

Tenbound

Early stage B2B SaaS journey begins 🙂

Tenbound is the leading research and advisory firm focused exclusively on Sales Development. I was brought in as a full-cycle Account Executive and the only GTM owner, wearing multiple hats across sales, marketing, and partnerships.

Built GTM From the Ground Up:
• Created Tenbound’s outbound engine from scratch using Scrab.in, PersistIQ, and custom workflows
• Partnered with early-stage RevTech startups (e.g., QuotaPath, RightBound.io) to test + optimize top-of-funnel strategies
• Personally booked, managed, and closed deals with enterprise accounts including CaptivateIQ, Drift and Vidyard

Content as a Sales Channel:
• Interviewed SDR leaders and published blogs to create warm entry points
• Collaborated on Tenbound’s podcast series to drive inbound engagement
• Generated over $250K in pipeline for the Sales Development Conference (ACVs $15K–$40K)

COVID Pivot & Grit:
• When in-person events shut down, I pivoted to virtual — salvaging and closing $25K in last-minute conference deals
• Sent personal Amazon gifts to revive deals gone dark, including closing CaptivateIQ just before the lockdown

RevTech-Driven GTM Execution:
• Combined tools, data, and insights from the broader RevTech ecosystem to create smarter outbound campaigns
• Owned forecasting, pipeline management, and end-to-end deal execution across all stages

This role lit the fire for my passion in outbound sales and RevOps — a hands-on crash course in personal grit, creative selling, and GTM craftsmanship.

www.tenbound.com

Account Executive

BirchStreet Systems

Promoted to Enterprise Account Executive with a $2.6M annual quota in the Southeast Regional Territory after generating over $5M in pipeline as an SDR. 

➜ Worked side by side with BirchStreet's Solution Engineer to present tailored demos 
➜ Sold directly to VP's, Directors and C-Level of Finance, Procurement 
➜ Notable logos include: The Lore Group, HOS Management, and The Drayton Hotel

www.birchstreetsystems.com

Funded by a private equity firm by the name of Serent Capital, I was brought on as Birchstreet’s first ever outside SDR hire to help build out BirchStreet's new outbound program reporting directly to the SVP of Product & Marketing.

➜ Generated over 5M+ in the pipeline 
➜ Supported over 6+ Territory Sales Executives 
➜ Avg. 166%+ to plan on daily KPI activities

Sales Development Representative

T-Mobile

T-Mobile is the world's leading wireless for everyday consumers and business professionals.  I was brought on store #9551 located in Fountain Valley, CA to help drive revenue and uplift the team from being a bottom-performing to high-performing team.

➜ 3X MVP Back to Back Performance for (June, July & August 2017) averaging 143% to Plan MoM
➜ Awarded March Madness Leader, #1 in District (Orange County West Region) finishing 221% to Plan, Total Drive Revenue of $35,981.31 (March 2018) 1/200 reps 
➜ Achieved Gross Activations at 150% to plan (May 2018)
➜ T-Mobile-4-Business-B2B Sales Metric at 160% to plan (Sept. 2017)
➜ T-Mobile Internet-of-Things (IoT)  266% to plan (Sept. 2017)

www.t-mobile.com

Sr. Sales Leader

➜ #1 in District in Gross Activations YTD 2014, #2 in Accessories Revenue per unit $81.32
➜ #2 in District (2/400 Reps) September Bash 306% to Plan (Sept. 2014)
➜ Aggressively achieving over 100% activation quota Month-over-Month; finished 192% YTD 2014

Retail Sales Associate

Sr. Sales Development Manager at Apollo Labs | Apollo.io | Where Thinkers Think 🧠

Accomplished B2B SaaS Sales Professional with 7+ years of experience and a proven record of driving business growth across startups and scaleups alike.

I’m a full-stack AE with a hint of RevOps DNA who thrives at the intersection of AI, outbound creativity, and sales execution. 

From full-cycle sales to pipeline generation, I’ve mastered every stage of the funnel—top, middle, and bottom. I specialize in turning chaos into clarity and outbound into closed/won deals.

Metrics, Pain, and Impact is the name of the game.

𝐖𝐡𝐚𝐭 𝐈’𝐯𝐞 𝐃𝐨𝐧𝐞:
➜ Scaled Apollo Labs (Apollo.io, Series D SaaS Unicorn 🦄) from 2 to 10 reps and $0 to $1M ARR in under 10 months directly influencing Apollo’s broader $150M ARR milestone:
╰┈➤ Generated $2.5M+ in pipeline at 80K+ ACV with a 90% meeting held rate, closed over $250K in ARR and helped:
▫️ Rillet ERP successfully raise $25M in Series A as of May '25 
▫️ Goodpath, $18M Series A Sept ‘25 🚀 
➜ At Swif.ai (YC S20), grew revenue by 200%, flipped the business from burn to profit, and secured six figures funding through Pegasus Angel Accelerator
➜ At CIENCE, grew a $1M book of business by 35%, closed $450K+, and helped Overstory secure $14M Series A (B Capital)

𝐇𝐨𝐰 𝐈 𝐒𝐡𝐨𝐰 𝐔𝐩:
A Builder at heart and an Operator in the process with a Closer in mindset. I'm a Systems thinker with a playbook-first mentality. Whether it’s outbound AI workflows, mid-funnel demos, or navigating multi-threaded deals—I engineer momentum and close with clarity through a series of masterful deal project management that moves the needle. 

𝐇𝐨𝐰 𝐈 𝐆𝐢𝐯𝐞 𝐁𝐚𝐜𝐤:
Made to win, I am the host of The 1UP Revenue Podcast (formerly 1UP Sales Dev); a podcast for the underdogs in B2B SaaS and Community Leader of SDU (www.salesdevunite.com), a GTM resource page on how to break into tech.

⸻

𝐁𝐥𝐞𝐬𝐬𝐞𝐝 𝐁𝐞𝐲𝐨𝐧𝐝 𝐌𝐞𝐚𝐬𝐮𝐫𝐞:
All glory to God.
Jesus Christ of Nazareth is my Lord and Savior. Every win, every door opened, is by His grace.

“𝙵𝚘𝚛 𝙸 𝚔𝚗𝚘𝚠 𝚝𝚑𝚎 𝐩𝐥𝐚𝐧𝐬 𝙸 𝚑𝚊𝚟𝚎 𝚏𝚘𝚛 𝚢𝚘𝚞,' 𝚍𝚎𝚌𝚕𝚊𝚛𝚎𝚜 𝚝𝚑𝚎 𝙻𝚘𝚛𝚍, '𝚙𝚕𝚊𝚗𝚜 𝚝𝚘 𝐩𝐫𝐨𝐬𝐩𝐞𝐫 𝚢𝚘𝚞 𝚊𝚗𝚍 𝐧𝐨𝐭 𝚝𝚘 𝚑𝚊𝚛𝚖 𝚢𝚘𝚞, 𝚙𝚕𝚊𝚗𝚜 𝚝𝚘 𝚐𝚒𝚟𝚎 𝚢𝚘𝚞 𝚊 𝐡𝐨𝐩𝐞 𝚊𝚗𝚍 𝚊 𝐟𝐮𝐭𝐮𝐫𝐞.”

𝙹𝚎𝚛𝚎𝚖𝚒𝚊𝚑 𝟐𝟗:𝟷𝟷

MEDDPICC | GAP | Challenger | GTM Engineering | AI Workflows | Storytelling | Deal Creation | Deal Management | Clay | Apollo | AI Prompt Engineering | Growth Operations

Jax Lieu 🦢

slow is smooth and Smooth is Fast.

After months of learning, reflection, and reps on reps, I’m proud to share that I’ve officially completed Chief Revenue School.

A comprehensive revenue leadership program covering GTM strategy, RevOps, pipeline management, sales execution, forecasting, and customer lifecycle optimization, taught by two of the best operators in the game:

Adem Manderovic (Sales) + George Coudounaris (Marketing)

𝐓𝐇𝐑𝐄𝐄 𝐋𝐄𝐀𝐑𝐍𝐈𝐍𝐆 𝐎𝐔𝐓𝐂𝐎𝐌𝐄𝐒:

1.) 𝐂𝐚𝐭𝐚𝐥𝐨𝐠𝐮𝐢𝐧𝐠 𝐭𝐡𝐞 𝐌𝐚𝐫𝐤𝐞𝐭

The 𝐠𝐫𝐨𝐰𝐭𝐡 𝐚𝐭 𝐚𝐥𝐥 𝐜𝐨𝐬𝐭𝐬 𝐦𝐨𝐝𝐞𝐥 𝐢𝐬 𝐝𝐞𝐚𝐝. Literally. 

The "here's your book of targeted accounts (thousand(s)), go and get it Tiger!" is now obsolete. 

It's the same reason QuotaPath made a survey on why 𝟗𝟏%+ reps are set to miss quota FY25. (link below) 

Instead, with CRO School, it is outreach to learn:

➜ who are they with?
➜ what do they like? 
➜ what don't they like?

╰┈➤ how much do they pay, and what would they like to see change?

In MEDDPICC, we'd often stop at the surface question when it comes to Competition. 

Now, one must go even deeper (to then later leverage for outreach) followed by the main kicker.

You ready..?

𝐏𝐞𝐫𝐦𝐢𝐬𝐬𝐢𝐨𝐧 to Reach back.

sheesh.

2.) 𝐃𝐢𝐬𝐭𝐫𝐢𝐛𝐮𝐭𝐢𝐨𝐧 

Once catalogued, Marketing is now armed with what's known as the 𝟓 𝐬𝐭𝐚𝐠𝐞𝐬 𝐨𝐟 𝐚𝐰𝐚𝐫𝐞𝐧𝐞𝐬𝐬.

This includes 𝐔𝐧𝐚𝐰𝐚𝐫𝐞, 𝐏𝐫𝐨𝐛𝐥𝐞𝐦 𝐀𝐰𝐚𝐫𝐞, 𝐒𝐨𝐥𝐮𝐭𝐢𝐨𝐧 𝐀𝐰𝐚𝐫𝐞, 𝐏𝐫𝐨𝐝𝐮𝐜𝐭 𝐀𝐰𝐚𝐫𝐞, and 𝐌𝐨𝐬𝐭 𝐀𝐰𝐚𝐫𝐞.

Each stage(s) guides Marketing to determine what kind of content they should be distributing, where, in terms of channels, and most importantly, When. 

This is a year-round+ play.

3.) 𝐇𝐚𝐧𝐝𝐬𝐡𝐚𝐤𝐞 𝐨𝐯𝐞𝐫 𝐇𝐚𝐧𝐝𝐨𝐟𝐟 𝐰𝐢𝐭𝐡 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫 𝐒𝐮𝐜𝐜𝐞𝐬𝐬

Last but not Least, the CX <> Sales handshake.

We've all been there.  Sales closes a deal, pops a champagne, and "tosses it" over the fence.

Now, Sales works closely with CX prior to even closing the deal.

Playbook (high-level) is as follows:

➜ sales & cx confirms success criteria, metrics, stakeholders involved + use case

➜ cx reaffirms strategic priorities + what was promised on the kickoff call

➜ cx then later recaps the Executive Vision and begins to map the CX execution path aka delivering on the Promise Land

By doing so, this will help expand Net Retention Revenue (𝐍𝐑𝐑)

Accelerate Time to First Value (𝐓𝐓𝐅𝐕)

Reduce Churn and ultimately create long ,Happy Raving Fans. 

A big thank you for both George and Adem for taking me in on this cohort.

It's always been a dream of mine to one day become CRO, and boy did this just take me one step closer.

Upwards, Onwards.

What a time to be alive!

#FutureRevenueLeaders

2x Founding GTM | 4x Funding Assist | 0 ➜ 1M #official | GTM AI Prompt Engineer & Amateur Boxer

anddddd the Results, are In! 

Few months back, yours truly(Jax 😌) was the “new guy”.

Struggling to learn outdated legacy + fragmented tools, he was frustrated.

Time after time, rep after rep, role after role.

Happy to share this "𝐍𝐞𝐰 𝐆𝐮𝐲" has now become "𝐓𝐡𝐞 𝐆𝐮𝐲".

Finishing strong at:

➜ 𝟏𝟐𝟎% to plan XFM quota
➜ #1 Store rep for most IoT sold
➜ #1 Store Top Rigo Bucks Earner $325 
➜ #2 MVP Weekend Warrior Silver Award Winner
➜ Top 3 in the region with the most XFM sold in a day 

All while maintaining a whopping 𝟖𝟕.𝟓% tNPS (Customer Experience) rating vs 70% benchmark.

Total payout?

𝟐𝐊 with incentives.

𝐓𝐇𝐑𝐄𝐄 𝐖𝐈𝐍𝐍𝐈𝐍𝐆 𝐀𝐓𝐓𝐑𝐈𝐁𝐔𝐓𝐄𝐒:

1.) 𝐏𝐫𝐨𝐛𝐥𝐞𝐦 𝐨𝐯𝐞𝐫 𝐏𝐫𝐨𝐝𝐮𝐜𝐭

╰┈➤ hats off to my good friend Salman Mohiuddin

Comcast XFM has a lot of solution(s), and I mean A LOT.  What helped streamline my ramp was focusing on the problems we help solve vs the product offering itself, otherwise known as feature dumping.

500 megs vs 1GB + and beyond, how much internet do you 𝘢𝘤𝘵𝘶𝘢𝘭𝘭𝘺 need, and why..?

Questions are the answers, from there comes the proposal, aka Bundle Bundle!

2.) 𝐓𝐢𝐦𝐞 𝐌𝐚𝐧𝐚𝐠𝐞𝐦𝐞𝐧𝐭

╰┈➤ Deal with vs Delegate

At a high-volume store, you can't give everyone your time.  

You 𝐣𝐮𝐬𝐭 can't.  

and here's the 𝐡𝐚𝐫𝐝 𝐭𝐫𝐮𝐭𝐡, just about any problems you have; ~𝟗𝟎%+ of the time the store can actually help solve.

The question is: Is spending X time worth helping, and if so; what is the 𝐎𝐩𝐩𝐨𝐫𝐭𝐮𝐧𝐢𝐭𝐲 𝐂𝐨𝐬𝐭, aka pending customers in que?

There's a 𝐫𝐞𝐚𝐬𝐨𝐧 customer support teams exist.

Do what you do best, and delegate the rest. 

3.) 𝐂𝐚𝐭𝐚𝐥𝐨𝐠𝐢𝐧𝐠 𝐭𝐡𝐞 𝐌𝐚𝐫𝐤𝐞𝐭

╰┈➤ Last but not least, big shout to Adem Manderovic and George Coudounaris, who took me in for the CRO School Cohort. 

Some of the biggest takeaways were shifting the mind from "what can I sell to this person" to "what do you currently have, what would you like to see change, and would it be all right if I reach back out?"

From there, they enter the CRM powered by the one and only Airtable through a series of conditional logic.

First Touch, Last Touched, Next Touch.

Columns on columns, it's a set of databases to reach back with hyper-personalization at scale (video coming soon 🙂 ).

Rinse, Repeat.

Outcome? 

7+ closed/won returning customers along with referrals + more in the pipe.

Same hustle, same person, same grit.

Still here, knocking out quota; just on a different ship (hiatus). 

To all the job seekers out there, if I can do it; so can you.

Stay positive.  Stay blessed.

Upwards, Onwards.

𝙵𝚘𝚛 𝙸 𝚔𝚗𝚘𝚠 𝚝𝚑𝚎 𝐩𝐥𝐚𝐧𝐬 𝙸 𝚑𝚊𝚟𝚎 𝚏𝚘𝚛 𝚢𝚘𝚞,” 𝚍𝚎𝚌𝚕𝚊𝚛𝚎𝚜 𝚝𝚑𝚎 𝙻𝚘𝚛𝚍, “𝐩𝐥𝐚𝐧𝐬 𝚝𝚘 𝐩𝐫𝐨𝐬𝐩𝐞𝐫 𝚢𝚘𝚞 𝚊𝚗𝚍 𝐧𝐨𝐭 𝚝𝚘 𝐡𝐚𝐫𝐦 𝚢𝚘𝚞, 𝐩𝐥𝐚𝐧𝐬 𝚝𝚘 𝚐𝚒𝚟𝚎 𝚢𝚘𝚞  𝐡𝐨𝐩𝐞 𝚊𝚗𝚍 𝚊 𝐟𝐮𝐭𝐮𝐫𝐞.

-𝙹𝚎𝚛𝚎𝚖𝚒𝚊𝚑 𝟸𝟿:𝟷𝟷

#BLESSED

life will always be a fight.

sometimes you 𝐖𝐢𝐧

sometimes you 𝐋𝐨𝐬𝐞

This can be losing a job.

Losing your health.

Losing your spouse.

at the end of the day, the best (and only) thing to do is push forward.

Train hard, work hard.

Glory be to God ☝️ 


“𝚆𝚑𝚎𝚗 𝚢𝚘𝚞 𝚙𝚊𝚜𝚜 𝚝𝚑𝚛𝚘𝚞𝚐𝚑 𝚝𝚑𝚎 𝚠𝚊𝚝𝚎𝚛𝚜, 𝙸 𝚠𝚒𝚕𝚕 𝚋𝚎 𝚠𝚒𝚝𝚑 𝚢𝚘𝚞; 𝚊𝚗𝚍 𝚝𝚑𝚛𝚘𝚞𝚐𝚑 𝚝𝚑𝚎 𝚛𝚒𝚟𝚎𝚛𝚜, 𝚝𝚑𝚎𝚢 𝚜𝚑𝚊𝚕𝚕 𝒏𝒐𝒕 𝚘𝚟𝚎𝚛𝚠𝚑𝚎𝚕𝚖 𝚢𝚘𝚞; 𝚠𝚑𝚎𝚗 𝚢𝚘𝚞 𝚠𝚊𝚕𝚔 𝚝𝚑𝚛𝚘𝚞𝚐𝚑 𝚏𝚒𝚛𝚎 𝚢𝚘𝚞 𝚜𝚑𝚊𝚕𝚕 𝒏𝒐𝒕 𝚋𝚎 𝚋𝚞𝚛𝚗𝚎𝚍, 𝚊𝚗𝚍 𝚝𝚑𝚎 𝚏𝚕𝚊𝚖𝚎 𝚜𝚑𝚊𝚕𝚕 𝒏𝒐𝒕 𝚌𝚘𝚗𝚜𝚞𝚖𝚎 𝚢𝚘𝚞.” ‭‭

-𝙸𝚜𝚊𝚒𝚊𝚑‬ ‭𝟺𝟹‬:‭𝟸‬ ‭𝙴𝚂𝚅‬‬

#blessed

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The Battle

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