Kyle Asay

LaunchDarkly

Third-line leader responsible for three sales organizations:

- Global commercial and mid-market sales
- North America Enterprise Acquisition 
- Global SDR

First three months:

- Increased outbound pipeline created by 142%
- Increased outbound pipeline won by 67%

First 6 months: 

- Decreased Time to First Sale from 65 to 33 days (49% improvement)
- Increased Ramped Seller Productivity (revenue per rep) by 45%
- Increased revenue for my segments (US/EMEA/APAC) by 40%
- Drove SDR transformation leading to record-breaking Q4
- Increased PG ARR per AE by 114%

Responsibility increased to cover North America Enterprise Acquisition after impact shown in first two quarters.

Awarded “VP of the Year” and President’s Club for FY25 after completely turning around team morale, culture, while significantly increasing revenue per rep and increasing ASP by 2x. 

Q2 FY25: 73% quota (joined halfway through quarter, assessed org and determined priorities)
Q3 FY25: 85% quota (turned over 50% of team, began rebuild)
Q4 FY25: 91% quota (new reps ramped quickly, rebuild continued)
Q1 FY26: 114% quota (fun to see things working) 
Q2 FY26: 129% quota 
Q3 FY26: 109% quota

VP, Global Growth Sales

MongoDB

Second-line leader responsible for new business sales for the commercial, mid-market, and lower enterprise segments in North America. 

FY25:

- Q1 129% revenue target
- Increased New Logo quantity while increasing quality (6x increase in acquired customers over $1m TAM) 

FY24:
 
- 163% revenue target 
- Increased Employee Engagement from 59% to 84% 
- Rebuilt struggling org (went down to 8 ramped reps) back up to a team of ~40 while simultaneously going from lowest to highest rep productivity globally
- Accomplished the above with fewer than 2 inbounds per AE per year and only one SDR covering my entire org

RVP, North America Acquisition

Second-line leader responsible for new customer acquisition for the Midwest, Northeast, and Canada regions.

RVP, High Tech Acquisition - Midwest, Northeast, and Canada

Qualtrics

Responsibility increased to oversee all SAAS revenue for all Midwest accounts up to $2 billion in annual revenue as well as all SMB revenue in North America.

Second-line leader working with a phenomenal leadership team that oversees 60+  fantastic Account Executives.

2021 President's Club winner.

Proudest accomplishments of tenure were:

1) Lowest attrition of any sales leader across the company
2) Helping ten individuals achieve their goals of promoting into leadership roles

Regional Vice President of Sales, Corporate Midwest

Building out our new Chicago office. Second line leader responsible for all Customer Experience, Product Experience, and Brand Experience revenue for Midwest accounts up to $1 billion in annual revenue. Qualified for my 4th straight President's Club. All of my eligible direct reports (Sales Directors) also qualified for President’s Club.

Regional Vice President of Sales, Midwest CX

Asked to take on second-line leadership responsibilities to begin building our new Midwest Market Unit for our CX, PX, and BX product lines.

Director, Corporate Sales

I was the #1 CX Sales Manager for FY 2019 (out of 15+). In addition to being the top performing team as measured by revenue over quota, our group also led out in percentage of reps attaining quota as well as employee engagement. President's Club winner.

Senior Manager, Corporate Sales

I was the #1 CX Team Lead for FY 2018 out of 20+ in my cohort. The highlight of this year / role was Q4 when 100% of the reps on my team exceeded quota which gave us momentum into our record breaking 2019. President's Club winner.

Manager, Corporate Sales

- 2017 #1 Account Executive (out of 200+ AEs worldwide)
-  Averaged 157% of quota across five quarters
- President's Club
- I finished the personal quota chapter of my career story at a cumulative 140% quota attainment ($2.15 million in new business bookings on a $1.5 million quota)

Senior Account Executive

Missed quota for a couple of years (got close a couple of times). 

Suspended for one day without pay (long story).

Learned a ton, worked hard, results started to come and I earned my first AE promotion.

Account Executive

Promoted to AE after three months of being a part-time SDR because the company was growing very fast and they were desperate for headcount. 

Would have been a lot more successful as an early AE had I actually learned to generate pipeline.

Sales Development

VP at MongoDB | SalesIntroverts.com | Sellers promote faster with my frameworks

I begrudgingly started my career in sales as an SDR at Qualtrics. After realizing there was no way out, I decided I might as well get good at it and qualified for five consecutive President’s Clubs as an AE, front-line leader, and second-line leader. 

After an incredible 8.5 years at Qualtrics, I was recruited to MongoDB, where I ended my tenure leading their North America acquisition sales organization for commercial, midmarket, and lower enterprise segments. 

After nearly two years of rebuilding and scaling that organization I was offered a role I couldn't pass up to run global midmarket sales for LaunchDarkly. 

When I'm not refreshing my forecast and asking for deal updates from my teams at LaunchDarkly, I'm building frameworks to help other sellers replicate (and exceed) my success. 

You can join well over 10,000 sellers learning from those frameworks at SalesIntroverts.com.

Responsible for global midmarket sales and BDR functions for net new acquisition and customer growth.

The best sales content I’ve read in a long time comes from a buyer sharing how they buy. Today, I'm highlighting my favorite parts along with a little bit of my own commentary.

Let's dive into the highlights, and I'll link the full post at the end.

Highlight one:

“Every vendor tells me their product is revolutionary. You know what’s also revolutionary? Getting fired because your “revolutionary” product bricked the payment system during Black Friday. I’ve seen it happen. It wasn’t the vendor who lost their job.”

Key takeaway:

Sellers all sound the same. Every vendor has “innovation.” Every vendor has “industry awards.” Every vendor has “cutting-edge AI.”

But while we are blabbering on about how great we are, our prospect is wondering: “Where is this most likely to go wrong? And, if it goes wrong, how devastating would it be to me and my team?”

Highlight two:

“The vendor who won my biggest contract didn’t have the best product. They had:

• A reference from a CISO I trusted
• An implementation plan that didn’t require overtime from my burned-out team
• A CEO who personally committed to our success
• Proof they’d done this exact deployment 50 times before

Their competitor had better tech and was 30% cheaper. They also had a 12-month implementation timeline and no relevant references.

Easy decision.”

Key takeaway:

This one is scary. Imagine a forecast call where you tell your boss “my champion told me we have better tech and we are 30% cheaper.”

Sounds like an easy win.

Now, you know that your “champion” could be telling their boss: “This other vendor is more expensive and doesn’t have all the functionality. But it’s the safer bet.”

Your easy win quickly becomes a shocking loss.

Highlight three:

“You tell me features. Tell me what fires you put out and whose job you saved.

You show ROI spreadsheets. Show me CISOs who didn’t get fired after deploying your product.

You push for the enterprise deal. Let me pilot first. Let me look like a hero internally before I bet my career.”

Key takeaway:

You already know features don’t sell - you need to sell “value.” But are you selling the value your prospect cares about?

For most buyers "value" is a combination of “the safest bet to work + most likely to make me look good.”

Highlight four:

“Let’s have an honest conversation. If you keep selling products while we’re buying career insurance, we’re all wasting time.”

Key takeaway:

The job market sucks. Many people (including buyers) are in survival mode.

Are you selling an unrealistic dream? Or, are you selling “career insurance?”

If you are selling the dream, you may find yourself losing to the rep selling insurance.

You can read the full post here: https://lnkd.in/gkPTXFeC

VP Global Growth Sales at LaunchDarkly | Founder of salesintroverts.com

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.

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.

Harry Sims is the best SDR I've ever seen.

He's quite literally the 10x SDR I've been preaching about. 

The numbers speak for themselves:

When it comes to pipeline $ and sourced closed won revenue on our team, he's 5x the 2nd best SDR and close to 10x the average. 

His secret? 

Obviously he's obsessive about his craft but that's "fluffy" and not helpful for you all.

Is he working harder? Maybe. But not 10x harder.

He has the same Signals, same AI research, Same Call Transcripts, CRM Notes as every single SDR. 

Everybody has the same data. 

A lot of people think that the problem with outbound is data. 

Data isn't the issue. Most orgs have all the data they need. 

The hardest part about outbound is extrapolating insights from that data and adding meaningful context to it. 

If Harry gets a website visitor signal, he isn't think about that person in isolation and just popping them into a web visitor sequence. 

​✅ He's already mapped the buying committee
✅ Understands the macro of what is happening at that account
✅ Has talked to multiple people at the org to get the deep insights that don't live in a database 
✅ He's thinking about adding an insight to the data he's aggregated that the prospect has not already thought about

That’s the kind of insight AI can’t replicate... it's what breaks through the noise. 

I'm going to be diving deeper into this topic with the legendary 🏄🏼‍♂️ Scott Leese on a webinar this Wednesday at 11am PT / 2pm ET. 

Here's the link to register: https://luma.com/tiy64fji

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.

Just landed in Dallas with Harry Sims for my fav conference of the year. 

Sam Nelson's Pipeline Conference.

600+ of the best SDR leaders on the planet. Sam really knows how to curate an event and does it right... every single time!

Who is out here? 

Let's connect ASAP. Going to be a great 3 days. 

Also... it's my first time in Dallas. 

What are a few must dos?

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.

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)

Brand partnership • GTM Leader | LinkedIn Top Voice | Advisor

MASSIVE end to Q3 for us!!!! 

Momentum is on our side. I've said this before and I think it's only ringing more true as time goes on:

The Signal / Data Orchestration space for GTM is extremely crowded. 

Only a few vendors will make it out better off coming out of 2025. A few have already dropped (more to come). 

Common Room is accelerating our growth as we push further into 8-figures of ARR and we will continue to be the top player in this space.

Q3 by the numbers:

- Most revenue closed in a single quarter (beating our last milestone by 7 figures+ ) 
- Most pipeline created in a single quarter (and most meetings booked in a single week, using Common Room of course).
- Highest ACV deal in company history for a net new logo
- Most 6-figure deals signed in a single quarter

SDR Team: 

We doubled our SDR team going into Q3 and we saw some members of the team absolutely shine. Shoutout to: 

Sara Hanegby our brilliant SDR manager that has levelled up the team to a level I didn't even think possible in 2 short months. 

SDRs: Harry Sims, Ardavan, Kade, Clare, Ben, Sarah & Nesanthan for ending off the month with >100% attainment. 

Product

5 major product releases:

- RoomieAI Spark: AI agent to pull together person-level research so reps know which prospects to prioritize, why they matter right now, and what to say next. We also push this directly to reps in their SEP or Slack for quick action.

- Premium phone enrichment: 2-3x better phone number coverage across NA and EMEA in Common Room, powered by FullEnrich.

- Smartlead integration: Unlimited mailboxes, unlimited warmups, and unparalleled email deliverability directly from Common Room, powered by Smartlead.

- Signal trends: Turn any trending metric into a visualization, filter, real-time alert, or input for scoring to prioritize prospects who are heating up and reach out with relevance at the right time.

- Chrome Extension: Common Room’s AI intelligence and actions in Salesforce, HubSpot, and LinkedIn.... enrich prospects on the fly and access signals, scores, one-click sequencing, and AI-personalized messaging on the go.


LET'S GOOOOOOO Q4!!!!

Sales Development Leader @ Common Room | Outbound Systems + SDR Coaching | “James Clear (Atomic Habits) of Outbound”

GTM @ Common Room | Fish in puddles, not the ocean.

GTM @ Common Room | Product Manager turned BDR | Solutions | Reforge ’22

SDR at Common Room | 18 yr old

Business Development @ Common Room | Driving Sales and Lead Generation

Professional interrupter of busy people @ Common Room

Helping GTM teams uncover buyer intent and spark the right conversations

GTM @ Common Room

FullEnrich

Smartlead

Happy Thanksgiving to all of our American friends down south! 

Grateful for you all. 

Enjoy the long weekend :)

WHAT SDR LEADERS ARE IN AUSTIN TOMORROW?

We got an absolutely epic workshop lined up at the Cloudflare office in the evening for SDR Leaders on Coaching with Data set up by Anastasia and ATX SDR Leaders. 

Tito Bohrt is going to kick us off (the guy knows his data, just had a good chat with him today).

This is a hands-on session for both 1st and 2nd line leaders. We have 54 leaders attending so far!!!

We'll brainstorm around real scenarios and business challenges we all face in these roles... excited to provide some of my learnings as well. 

Already seeing some epic and familiar faces on the list... Andrew Mewborn, 💡Dave Breshears, Erica Zaretsky, Tina Henderson 👀 

👉 Register here... it's free: https://luma.com/18oogvz9

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

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.

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

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