Sam Jacobs

Founder & CEO

I build elite, modern GTM operators - CROs, CMOs, CCOs, and Revenue Operations leaders - who drive growth at the world’s fastest-growing B2B companies, including Salesforce, Hubspot, Stripe, Oracle, Snowflake, Clay, Klaviyo, Xero, Upside, Owner.com, Otter.ai, and Square

That’s the mission behind Pavilion, the leading global community of over 10,000 high-performance go-to-market executives. We exist to help ambitious professionals unlock and realize their full potential—not just as employees, but as leaders, thinkers, and builders.  

Pavilion is a paid membership for GTM leaders at every level. We provide tactical support, advanced education - incorporating financial literacy, advanced AI-powered GTM motions, and modern leadership tools - career acceleration, and a powerful peer network to help Members perform better in their roles and grow into the next. We operate in every major global hub and represent a new way of thinking about career development—community-powered, principle-led, and relentlessly practical.

This all started with a belief: that greatness exists within all of us. Sometimes it just needs the right mechanism to bring it forth.

To learn more, visit: www.joinpavilion.com

I also co-host the Topline Podcast with AJ Bruno and Asad Zaman.

And I wrote a bestselling book, Kind Folks Finish First, about building with kindness at the center.

Host, Sales Hacker Podcast

Host of The Sales Hacker Podcast featuring interviews and discussion with leading sales practitioners from high growth companies around the world.  

Learn more here: https://www.saleshacker.com/podcast-announcement/

I thought AI SDRs were a gimmick.  I no longer think that.  I do think that if you have a team of poorly trained people sending thousands of crappy emails, having a bot replace them won't do very much.

But, I can also recognize that an agent sending thousands of emails is cheaper than a team of humans sending thousands of emails.

And I also appreciate instant follow-up.

We've long discussed the exponential half-life of lead value as response time increases.  

Following up within 1 minute is 10x more valuable than an hour which is 10x more valuable than a day.

So there is definitely a place for AI SDRs.

But I think benchmarks and standards are important.  

That's why I partnered with Otter.ai to put together a new guide for B2B sales leaders on how to unlock the potential of AI SDRs.

What you’ll learn:

- Benchmarks that matter: See how AI SDRs outperform traditional reps with 10x outreach, 3x faster replies, and 50% lower cost per meeting.

- Key advantages: AI SDRs persistently follow up and boost meeting conversion rates from 15% to over 25%.

- Common pitfalls: Learn what to watch out for from over-automation to data accuracy and how to balance AI efficiency with human insight.

- Measurement framework: Know which KPIs every sales leader should track, including qualified meetings, cost per meeting, response time, and lead quality.

- Ethical and operational best practices: Maintain transparency, protect data, and know when to hand the conversation back to your rep.

AI SDRs are booking twice as many qualified meetings at half the cost. 

This guide shows you how to get there faster: https://lnkd.in/ezn6i-Vy

Data in the table below provided by Otter.

#sponsored

CEO @ Pavilion | Co-Host of Topline Podcast | WSJ Best Selling Author of "Kind Folks Finish First"

There's a pipeline crisis happening right now in B2B tech. Which means there's a growth crisis.  

And while this website is full of a lot of very talented people who can get a lot of likes and engagement on social media posts, 

Communities are where the real operators are spending time.

Real operators don't have endless hours building their brand on social media.  They're too busy running their teams to try and master the ever changing algorithm.  

But they do have time to talk to each other, share ideas and best practices, and try and find strategies that unlock growth.

This was one of my favorite such conversations this past week in Pavilion.  

And the best part was 15 different CROs, GTM operators, and true practitioners leaning in to share real stories from the front lines.  

The way we're going to navigate our new persistent state of uncertainty is through a community of diverse vetted expert opinions in constant dialogue.  

There is no single framework that will save you.

Nor one single thought leader (including me).

It's going to be about you and your engagement with a group of fellow practitioners.  

We've built the very best GTM community in tech over the past 10 years and I'd be honored if you joined us and contributed to the conversation.  

Click here: https://lnkd.in/gtYxeg7J

We're heading for a crash.  Unit economics was the unlock that drove 20 years of software growth.  Once people understood the basic math, we could confidently invest in GROWTH.  But when a new generation of AI founders don't understand that math, everything breaks.

BACKGROUND

Unit economics describe the relationship between:

- How you much you spend to get a customer
- How much they pay you back
- What it costs you to service them
- How long they stick around

The basic assumptions are:

- It's expensive to change someone's mind (CAC)
- Once they change it, they stick around for awhile (Retention, GRR)
- It costs little to service them (Gross Margin, Cost of Service)

So ... 

- Even if it's expensive to acquire a customer
- Because they stay for a long time and it's cheap to keep them
- You can spend more than you make today knowing they'll be around for a long time and pay you back

THE AI HYSTERIA BREAKS THE MATH

Fast forward to today.

- Is it still expensive to acquire a customer?  YES and it's getting more expensive all the time

- Is it still cheap to service them? NO most AI companies have manufacturing-like gross margins. Replit has negative gross margins.  Meaning they lose money every time they make a sale.  So AI companies don't look like traditional software.

- Do they stick around a long time? Probably NOT.  If you can grow that quickly on Experimental Revenue you have no idea if those people are going to stay.  And you need them to stay MUCH longer because your margins are so terrible. 

The entire equation is broken.

Once the equation breaks, you eventually hit a wall, run out of money, and shut down your company.

As long as investors will underwrite bad math, you're safe.

The minute the winds change direction, you're screwed.

So what do you?

Don't listen to me, I'm just over here trying to teach people to how to build long term businesses.  I'm probably doing it wrong :)

But if you do want to survive the chaos, DM me and we can talk about the little community I'm building to empower GTM operators of the future to flourish in a new world of persistent uncertainty.

Latent Talent LLC

Latent Talent, LLC is a boutique healthcare recruiting firm dedicated to creating lasting connections between top-tier healthcare professionals and leading healthcare organizations. As a small, tight-knit company, we offer a highly personalized and hands-on approach, allowing us to build strong relationships with both clients and candidates. The firm excels in sourcing and placing highly skilled professionals across the healthcare sector, including:

Clinical Staff
Executive Leadership
& Administrative positions

Latent Talent, LLC is committed to understanding the unique needs of each client and delivering tailored solutions that drive success. We take the time to deeply understand the needs, culture, and goals of each healthcare organization, as well as the aspirations, and expertise of each candidate. 
Latent Talent prioritizes relationships in a way that larger firms simply cannot.  We consistently deliver better outcomes for our clients and their candidates.

Vice President

FareHarbor

Account Executive

Tillman Digital Cities

We fund, install, and future proof in-building wireless connectivity solutions in our Network as a Service - "NaaS" - model.
DAS, D-RAN, Private 5G+ networks for any commercial application 100,000 sq. ft. +.

Senior Director

LatentView Analytics

Sourcing and consulting with fortune 500 retailers to solve business problems, promote initiatives, and deliver on projects as a thought leader as well as "boots on the ground" as an execution partner for projects already in motion.  Areas of focus focus are: supply chain, marketing, inventory management, demand forecasting/planning, HR, operations, and loyalty. 
►Closed first contract to Global Retailer 60 days from start. 
►Developed and coordinated lead generation efforts for 5 selected focus accounts resulting in 14 meetings with stakeholders through first 100 days.  
►3 new fortune 500 retail logo's engaged in first 100 days.

Business Development Manager

iControl Data Solutions

Assumed responsibility for revenue operations of new data product from first dollar generated to $1.1MM+ ARR for B2B data solution serving the food & beverage industry.
►Recruited, hired, and trained Business Development Representative, advancing collaborative effort to create 6 sales videos for prospective clients tying data solutions to various market changes, resulting in 4 deals within 3 months.
►Developed 2 new product versions and client success playbook in cooperation with Product team to drive alignment with client needs and goals based on organized feedback strategy implemented by Client Success; delivered $250K+ booked ARR in 2 months.
►Led Insights team of 6 to achieve recognition for top performance in Q1 2022 by rolling out new ABM marketing strategy, lowering barriers to entry for smaller customers, and implementing dedicated Client Success Manager, resulting in 564% revenue to goal for insights product in Q1 2022.

Business Unit General Manager - Insights 

Balanced priorities between sourcing, nurturing, and closing opportunities while concurrently launching big data & analytics solution for alcohol industry clientele; recognized as top-performing AE from multiple KPIs, such as ARR, new opportunity generation, and retention (100% through month 22 from launch).
►Generated $1MM+ ARR in first 16 months as solo AE by sourcing and closing 8 contracts, including 2 top targets.
►Converted every trial client into +1-year paid-in-full subscription with $218K average ARR and 0 clawbacks or refunds by understanding customer needs and demonstrating compelling value proposition.
►Pivoted prospective customer from beta evaluation to 3-month trial, which led to annual extension, 3-year contract worth $6MM, and referral to another department with different use case, yielding equally valuable contract.
►Coordinated with C-suite, Product, Finance, Client Success, and Marketing teams to develop new version of early-stage SaaS product based on client feedback.

Epic River

Consulted with banks and credit unions nationwide with $250MM to $90B assets to garner participation in new SaaS lending program as first banking AE, self-generating leads from first call to contract and working referrals/warm leads from Marketing.
►Set lead-to-contract record of 25 working days on first bank onboarded and delivered 234% to goal by streamlining contract language and requirements/onboarding process, providing comprehensive staff training for partner banks and hospitals, and shifting value proposition focus to revenue for our partner banks. 
►Conceptualized and implemented state banking marketing strategy by sponsoring state banker annual conventions leading to over 50 Ideal Client Profile (ICP) leads in first month and reducing cost per client acquisition (CCA) by 60%.
►Helped reduce average time from first call to contract from 120+ days to less than 45 days by spearheading process improvements and training others on best practices.
►Negotiated with Healthcare team to promote partnerships between bank prospects and hospitals, resulting in guaranteed loan product and revenue for banks and additional payment options for healthcare providers, typically reducing unpaid patient balances by 18% in first year.

Account Executive 

Madwire®

Led by example, earning numerous performance awards for consistently outperforming expectations while driving sales of SaaS/SaSH-based digital, print, and video marketing and advertising solutions.
►Averaged 10 sales/month in 2017 ($1MM+ in contracted new business), including single 6-month contract valued at nearly $200K, by narrowing target industries from hundreds to 5 industries for managed marketing and design plans.
►Doubled team size to 20 and led team to hit performance metrics in 10 out of 12 months in 2017 while achieving 90%+ employee retention through collaborative team rebranding, accountability process, and incentive program.

Senior Sales Director

Helped research, design, and implement marketing and advertising campaigns for diverse clients operating in eCommerce, medical, retail, legal, and service industries.
►Transformed lowest-performing team of ~40 consultants selling managed marketing programs, tools, and services to #1 in company for revenue generation, employee retention, and client success. Boosted team revenue from $400K ARR to $1.2MM ARR and raised LTV per client by 50%.  
►Implemented and led coaching and culture initiative alongside senior leadership, which was adopted enterprise-wide.
►Incentivized individuals to proactively improve processes while fostering a trusting, high-performance, accountable team that surpassed ARR goal by 40%+.

Marketing Consultant

Allstate Financial Services, LLC

Onboarded and trained Sales staff and managers, sourced new clients, and expanded portfolio of existing clients while managing sales operations of 3 large Allstate agencies in Denver.
►Finished 2013 with $3.4MM in financial products and services, helping team achieve 3rd overall in Colorado market for total sales volume. 
►Managed staff of 13-15 between agencies, including hiring, training, and coaching at my agency and contracting with other agencies as sales trainer/consultant.

Sales Executive

I've been a revenue team leader and people connector, throughout my career. The challenge of finding the right puzzle pieces (and removing the wrong ones) to solve client needs continues to excite me. I enjoy finding common ground – the human element – to create lasting connections and solidify mutually beneficial relationships. My colleagues view me as an intrinsically motivated and competitive professional who never shies away from a challenge. My scrappy and resourceful nature has enabled me to successfully pioneer new products that others feared, co-create unique selling tools, and deliver on objectives, even when resources have been thin. 

I’ve had the privilege of working on many exciting managed services projects. For example, I helped put a new data solution  into profitability for the first time by  transforming a global alcohol brand from considering a beta test to signing a multi-year contract. I’m always on the lookout for new ways to apply or enhance products to generate new revenue streams and create more value for both our customers and our company. 

KEY SKILLS:

✰ Data and Analytics
✰ SaaS & Managed Services Sales
✰ Lead/Demand Generation
✰ Negotiating/Closing Deals
✰ Enterprise Revenue Generation
✰ Coaching & Mentoring

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