Florin Tatulea

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.

Director of Sales

Last month, after 20 months of building at Common Room, I took some time away from being a full time operator. 

It’s been an absolutely EPIC journey. 

In a relatively short timeframe that I’ve been there: 

-We 4x’d ARR 
-4x’d the size of the SDR team
-Sourced 7-Figures in outbound revenue
-20x’d monthly outbound pipeline $ and built the outbound engine from scratch
-Re-architected our internal Common Room instance. This involved “GTM Engineering” the brain behind our outbound program using our AI agents
-Recruited and worked with the best operators I’ve ever had the chance to work with in my career. 
-Opened career paths and had our first rounds of SDR to AE promotions (this is a really important one for me)

The program is now in fantastic hands with Sara Hanegby . 
 
There aren’t enough words to say how grateful I am for everybody on this journey. You know who you are!! 

On the side, I’ve also been running my own 6-figure media company. 

I’ve given my career my all over the last decade and needed to slow down to focus on some other aspects of my life. 

It’s why I’ve been quiet on here the last month as I've stepped away from the tech echo chamber.

But… I am baaaack!!! 

I have some really exciting projects in the works and I’m looking forward to doing some advisory work and helping the start-up ecosystem over the next few months. 

If you are a company < $20M ARR and are thinking about scaling your outbound program I’ve figured out quite a few things over the last 12 years in B2B SaaS: 

1. I've built outbound from scratch at 4 companies and 3 have already been acquired.

2. I’ve designed and scaled sales programs, selling into SMB to large enterprise (Fortune 100 companies). 

3. I’ve cracked the code selling into Sales, Marketing, Rev Ops, Engineering & HR Leadership and have built systems that work across industries.

Im also excited to work with orgs on the content and thought leadership side. If you are selling to GTM leadership, I’ve built a curated audience of ~90,000 across LinkedIn, Substack & X. 

I’m only a DM away. 

It’s the most exciting time EVER to be building. 

LETS GOO!

GTM Leader | LinkedIn Top Voice | Advisor

I just took a look at the new Nooks launch.

Users of Outreach and Salesloft are going to want to take a look after what I saw with the their new AI Sequencer.

I believe they are going to seriously shake up the legacy sequencing space. 

Not a lot of people know this, but I was one of the first 10 customers of Nooks when the company was still just Dan, Rohan & Nikhil and a virtual sales floor.

As a multi-time customer, not even I could have predicted the level of execution that their team was going to put forth.

Apart from building a quality product FAST, Nooks did something (intentional or not) that is going to give them a massive competitive advantage over the next couple of years.

They owned the action/execution layer FIRST, and have now built the Data Foundation layer (Account Research, Signals, etc.) around it.

Most GTM tech orgs in the market today are doing the exact opposite.

They built the data foundations and are now trying to build an execution layer.

Why is this important?

Because the action layer is where the rep lives. If you own the action layer and do it well, it’s VERY sticky.

Reps will kick and scream if you take it away from them. Re-training tens or hundreds of reps on a new system of action is a nightmare for enablement.

Trust me, I’ve lived through the kicking and screaming.

Selling GTM tech, everybody was constantly asking us… “Can you integrate with Nooks? That’s where our reps live.”

Right now there is a full-blown race to see who will own the full “Sales OS”.

Today, Nooks made this race a lot more interesting by launching their new Agent Workspace for Intelligent Outbound.

They just added:

1. Signals (Combining live web intent with your CRM and past calls)
2. Autonomous Account Research Agents (Running in the background 24/7)
3. List Building Capabilities
4. An Omnichannel Sequencer (Executing across Email, Phone, SMS, and Social)

Imagine autonomous agents that monitor web intent in the background, cross-reference it with your CRM, draft hyper-personalized emails, and then drop the warmest leads into a power hour calling block.  Because it's actually an action layer, the feedback loop makes it smarter with each engagement. 

You can argue that they have a real chance at being the MAJOR player in the consolidation of the GTM tech stack.

They also have a massive moat of call data (50% of our own outbound meetings came from cold calls)... which a lot of other data platforms simply do not have.

​​GTM Leaders: what are your thoughts on this space? Let's debate below

(PS - go check out the massive Nooks launch ). 

#NooksPartner

SDR teams are toast. 

In fact...

SDR teams are so screwed that OpenAI and Anthropic are hiring SDR teams aggressively. 

The thing is, outbound is not a game of AI and automation. 

AI is a tool. 

Outbound is a game of: 

Precision

Timing

Deep industry expertise

Human relationships

It's why orgs like Ramp recently shut off their autonomous outbound program. 

It's why the people that make these LLMs realize that humans are still necessary. 

At least for now :)

If you prospect on LinkedIn, you should watch this. 

This is something I’ve always struggled with that I’ve now found a solution for.

If you use sequencing platforms like Outreach, Salesloft and Gong Engage you’ll know that after you do the manual steps of sending connect requests, LinkedIn activity just gets lost to the void.

There is no easy way to systematically filter for:

1. New LinkedIn connections who are actually in your ICP vs general networking contacts

2. Prospects who have accepted your request but you never actually bothered to send a DM to

This has made systematic outreach that’s coordinated more difficult.

This is no longer a problem as I’ve started to use Kondo: Superhuman for LinkedIn DMs. 

I can now:

→ Filter for connections and bulk tag them as prospects

→ Search for specific personas very easily with a fuzzy search that actually works

→ Open a custom of these personas posts on LinkedIn to build more tailored outreach

SOOO much easier. 

They have a great promo running right now if you sign up by the end of the week (Feb 28):

2 months free with this code:  https://lnkd.in/gFETw84Z

You are welcome :) 

#KondoPartner

2026 is the year to double down on cold calling.

Last year, 50% of all of our qualified opps came from cold calling. 

Keep it simple.

First, get yourself a proper data provider for cold calls so you actually get connects. 

FullEnrich has been an absolute CHEAT code for us with their 20-provider waterfall. 

They now also have amazing search functionality directly in the platform so you can build proper lists. 

Then, I break this down into 3 parts (here's an example):

1️⃣ Permission Based Opener

Hey this is {NAME}, I was actually just on the customer tab on your website at
{ACCOUNT}, and had a question. Do you have a sec?

2️⃣ Menu of Pain (most important part)

Noticed you are selling to accounts like {ACCOUNT}. Typically when I talk to SDR leaders at commercial open source companies, they’re focused on one of these three things:

1. Your SDRs see tons of developer engagement but struggle to identify which users are actually ready for a sales conversation.

2. Your team relies on community signals, but it’s hard to surface and action on real buying intent.

3. SDRs waste time digging through GitHub, Slack, forums, and LinkedIn instead of working on the right leads.

3️⃣ Open Ended Question

How are you making sure your SDRs are focusing on in-market leads?

-----

I like the menu of pain, because if done correctly and the messaging is tight, at least one of the 3 challenges is something they are likely thinking about.

This then opens the conversation.

3 days left this week. Let's get it 🫡

#FullEnrichPartner

No alternative text description for this image

How do you feel about this take GTM leaders? 

To me it comes across as a take from somebody who doesn’t fully understand GTM. 

Sure, there are a lot of incredible things AI can do to automate TAM building, lead scoring, account research, funnel optimization etc. 

But GTM is also still one of the professions that is still deeply human. 

I doubt this person has spent a lot of time making cold calls, on demos, meeting clients in person etc. 

If you believe this, you essentially believe that robots will be selling to each other only in the near future. 

No offense to you Jay Sahnan. I respect the opinion and it’s a good discussion 🙏🏻

graphical user interface, text, application

We talk about “GTM Engineering” and “Revenue Orchestration” but how does it apply to outbound? 

Here’s how you tactically execute a strategy at scale using signal data. 

Now we have the ability to capture 100+ signals at a time, transform the data and tell us which leads are the lowest hanging fruit.

That’s a HUGE amount of context for sales reps to have in one place and it means that we can now get HYPER-specific with our messaging and sequences.

Each signal that is important to your organization should have its own purpose, messaging, and sequence built out.

Step 1: Write down all the signals that you currently have access to at your organization. 

There are standard signals everybody can use (I.e. web visits) but also very specific signals to your org (I.e. software outages for an outage tracking product) 

Step 2a: Map out where each signal implies a lead is in the buyer journey

Look at the image below. You can see that a signal and therefore message has to adapt to where somebody is in the BUYER JOURNEY.

Step 2b: Create a lead-scoring system that takes into account which signals (or combination of signals) tend to imply that an individual and account is ready to buy or at least talk to sales. 

This usually happens when they are in the “Solution Aware” and “Product Aware” stage.

Step 2c: Cross reference these leads with your account level- ICP criteria. 

Not all leads that exhibit buying behavior work at accounts that are good fits for your business. (THIS IS CRUCIAL). 

Step 3: Create messaging (i.e. email campaigns, outbound sequences etc.) for each signal.

You can get even more complex here and create messaging or sequences for combinations of signals.

Step 4: Set up alerts and workflows so that if a lead provides a certain signal or hits a certain threshold they get put into the respective “campaign”.

There are many platforms to do this in… Common Room, Clay etc. 

THREE OTHER THINGS TO CONSIDER:

1. Top of funnel leads that aren’t ready to talk to sales go in automated sequences that are more focused on education (this can either be done by marketing or SDRs)

2. Mid-to-Bottom of funnel leads are sent to the sales team and are put into the appropriate sequences (emails + call scripts + LinkedIn message templates are already built out by the team). It is up to the SDRs/AEs here to do additional research and tie your product's value to your prospect’s strategic priorities.

3. Consider the size of the account and the number of owners on the buying committee. Start multithreading into the various decision makers/economic buyers who will influence your deal so you establish momentum early.

(h/t FletchPMM  for the great visual)

#sales #outbound

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Obtained a GPA above 3.5 for the entire academic year 2011-2012

Dean`s List

E3 Business Case Competition

Top Ranked Junior Tennis Player - Canada  

Talk Master Certification 

Competed against 20 business schools across the U.S. including Wharton, Stern, Berkeley and Sloan. 
This competition asked students to choose a stock to either long or short, with the only requirement of it having a 30 day SMA of over $200m in market cap. Our team, being the only international presence in the competition,  chose to pitch Iridium (IRDM), a satellite communications company, and have received a final judgement score of 24/30 based on Stock Selection, Presentation, and Q&A. 

Georgetown Stock Pitch Competition

Cold Email Conversion Machine by Florin Tatulea

Prospecting from the Trenches | Florin Tatulea | Substack

Working with Local Food Plus, a not-for-profit aiming to drive a sustainable food model to the benefit of local farmers and retailers in Ontario

There is a very simple but important question that most sales reps miss when they are selling to GTM leaders . 

And I say this from experience as somebody that buys software. 

Put simply: 

“Is your team hitting their number…What % of attainment is your team at?” 

The harsh reality is that unless you are a SVP/EVP/C-Level exec with long term incentives, the average GTM leader doesn’t really care to change much if things are working well. It’s a massive uphill battle to sell to a leader that is crushing. 

Even most VP, Sales are just trying to survive next quarter. 

It’s very difficult to sell somebody the “future” if they are at 110% of quota as a team and in accelerators. 

Saves you a lot of time as a rep. 

Just what I’ve seen over the last decade. 

Thoughts?

Saad Khan

B2B Sales & Marketing Intern

Sales Director @Aligned | GTM Consultant

I sell the way I buy. 

Human and high performing sales leader - or at-least, I try to be.

Director of Sales And Business Development

250% Increase in Pipeline 
140% increase in Qualified Pipeline 

Soo… Claude replaced your entire SDR team, eh? Thats cute 😏

On a side note - salaries are booming up 

#sales #khantent #management

Claude acting different after Anthropic’s $30B raise.. 


#sales #khantent #management

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

Been testing something new for a few of the startups I work with, and it’s solving a super basic but painful problem in outbound: the data layer. (bear with me, this isn’t “just another data tool”)

Prospeo.io V2, and they’ve evolved into a fully searchable B2B lead + company database. It sits right at the start of your sales funnel, and the contact data can plug straight into your signal + scoring strategy. Now that's juicy! 

I yap about signals a lot, so the filters got me excited tbh. And the team is obsessing on 1 thing and 1 thing only: GOOD DATA.

Here are a few highlights that impressed me:

1️⃣ Smarter List-Building that matches my workflows

With a 300M contact + company database, I can combine standard firmographics and advanced “buying signals” (buying intent, tech stack, key hires, department growth, etc.) to find in-market accounts. Prospeo V2 even refreshes its entire database continuously on a 7-day cycle, so you’re never working with stale data. 

I use a signal-stacking strategy at pretty much any org I work at (or in consulting projects), and this lets me build lists that actually match how my brain thinks about outbound.

2️⃣ Triple-Verified Emails

I asked the team what makes their emails so much better. They gave it to me straight: every address goes through three layers of validation. 

Prospeo runs SMTP checks, uses real send-outcome data to catch “valid” emails that still bounce/misbehave, and a BounceBan engine that flags high-risk addresses (catch-alls, spam traps, honeypots) before they ever hit your sequence.

The result: clean emails that won’t torpedo your domain reputation. Also worth noting: their email data is ranked no.1 on Clay’s waterfall enrichment (that says something, no?)

3️⃣ Triple-Checked Mobiles

Mobiles get the same treatment. Prospeo treats phone data as “reachability,” not just existence.

They validate numbers at the carrier level, match them to the actual person, and even use a call-tested database (numbers that repeatedly fail get removed). Also, also worth noting, their mobile dataset consists of ~80% crowdsourced numbers, sourced directly from real email signatures and CRM data.

👇 Check the video if you want to see it in action. 
The team is super passionate about what they’re building, they’ve treated me with care as a partner, and I’m keeping an eye on this space for more Prospeo workflows!

Everyone keeps saying “we have more signals than ever.” Cool. But let me ask you something from one sales leader to another.. 

If I dropped 500 “intent signals” in your lap right now… could your team turn that into qualified pipeline in 30 days?

Or would it become another dashboard nobody checks? (promise been there and seen that at some orgs i've worked with - reps treat it as noise!)

Signals don’t build pipeline. Signal discipline and a strategy for execution and understanding context does. 

Most teams:
- Track site visitors
- Track product signups
- Track engagement
- Maybe layer in AI summaries

But they don’t stack signals. They don’t define thresholds. They don’t align routing. They don’t tighten SLAs. AND They for sure as hell don't know how to operationalize product usage data, whether from customers or from free users. Its stuck in post-hog or bit-query somewhere and sales leaders don't know how to even ask for it let alone operationalize it. ITS BLOODY GOLD! 

And then they wonder why response rates are still 4–6%.

We’re kicking off something new to talk about this properly. GTM Heroes Live - a monthly, no-BS roundtable.

No slides. No vendor pitches. Just real operators sharing what’s actually converting.

First topic: Signals on signals on signals. What’s next?

I’ll be joining Will Taylor and @Jacki Leahy 🪄 to break down:
- What a real signal stack looks like in 2026
- Where most teams overcomplicate execution
- How to prioritize the right accounts without bloating your tech stack
- How to actually stack signals and data points to come up with messages that your buyers will literally pay you to send them. 

If you run BD, RevOps, or Revenue - this is the conversation you want in the room.

📅 Feb 26 | 1pm PT / 4pm ET 🔗 https://lnkd.in/g68PzaeZ

#sales #khantent #management

How every AI comment gater bro about to be when they hit post on their “Claude’s Sonnet 4.6 just replaced my 200k Ae and linkeidn outbound” post…



#sales #khantent #marketing

Currently testing the Jarvis (Iron-Man reference) for sellers! What you see doesn't even scratch the surface of what this thing does - just a teaser. More to follow... 

#sales #khantent

Linkedin Weekend Update is BACK and its a little unhinged. Jackson Tarrant 👨‍✈️had me on as a special guess and I want to apologize for offending Clay ahead of time. 

Tune in if you care about unhinged subject lines,  SFDC's acquisition strategy strategy and Hockey! 

p.s Can AI edit messy hair yet? 

#sales #khantent #marketing

Here is how I leveraged product usage data to scale qualified pipeline by 461%, win rates by 30% and replaced my sales team.. 

Okay that was bait I didn’t replace my sellers I made them better! The best sales leaders and orgs you look up to still don't understand the power of product-led growth/product-led sales.

I’ve overseen upwards of 461% increase in qualified pipeline at one org in a quarter and 28-35% win rates at another by operationalizing product usage data, tracking power IC’ users, sales assisting them and then getting access to their sales leaders by sharing data on how they are outperforming others on the team to help leadership priorities.  

If you are a PLG, Trial Led org, have interactive product tours on your website then this play is a must for you. This first party data is gold. Quick caveat though - most sales leaders don't know this PLG usage data data exists, they don't ask for it or are not given access to it. Usage data raw data in bit-query, post-hog and tableau and sometimes you need eng help to manipulate it. Marketing normally has access to metrics on who is engaging with interactive tours. Anyways, the politics of your org are none of my concern so if you can get it - GOLD! 

Here is the simple framework: 

Step 1: Separate by ATL and BTL 

Step 2: Filter by ICP and Org Size

Step 3: Check CRM for existing opportunities/dupes and check if they belong to a closed lost account/previous engagement (Gong Engage)

Step 4: Check Tableau, Looker or POSTHog: 
Multiple Sign-up’s from same org
ATL and BTL sign-up’s from the same org 
The more engaged a product user - the better data and triggers we get to convert. E.g: Track usage on Tableau and Looker 

Step 5: Run a sales assist with these users. What is a sales assist? A sales assist call is simply understanding what prompted interest, learning pain points to prospect leadership, getting a more engaged user so they can sell us internally and opportunity to offer extra credits for a leadership intro. Every sales team has a top rep leadership listens to. If cold emails don't convert then ATL and BTL plays can be the solution

Step 6 - Use a tool like FullEnrich  and their search functionality to nail down who the sales leaders are if the rep is not giving you their contact info.

Step 7- share your findings with the leader

Step 8 - Meeting Booked!

If you’re building ATL and BTL lists then try a free search using FULL-Enrich search. See if you can nail down that person of power and book the meeting! (Link in the to test free Fullenrich search in comments) 

#sales #khantent #management

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