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.

elate

elate empowers people to live with grace, joy and dignity. Our mission is to help older and vulnerable people live healthier and happier lives at home. 

Our app is designed for care providers, care recipients, and their families and friends. It offers a seamless way to manage care, stay connected, and stay informed. From scheduling appointments and managing medication schedules to tracking progress and communicating with other care team members, our app makes it easy to stay organised and on top of things. 

It also allows older and vulnerable individuals to stay connected with loved ones, even when they can't be there in person. And for family and friends, our app provides peace of mind by allowing them to check in on their loved ones and receive updates on their care. 

www.elateuk.com

Chief Executive Officer

Cross Digital Ltd

The integral role of design as a culture in our organisation and from the start of any project provides a human-centred approach, tools, and expertise to help us better understand our clients’ users' behaviours. 

We translate that insight into new ideas and feedback-led iterations to the website, system, app or prototype. Fast and frequent testing of ideas and route-to-market discussions with user groups and experts build confidence in the value proposition and make your target market more likely to adopt solutions.

We deliver valuable digital services, including apps, websites, sales, fulfilment, customer relationship systems and other systems. 

www.cross-digital.co.uk

Managing Director

Data Protection Department

DP Dept Data Protection Byte-Sized was established in 2017 in response to the increase in demand for data protection compliance work to meet GDPR requirements for SME’s. The business is supported by a Data Protection lawyer who will continue to provide support and regular updates to help you keep pace with the changing legal landscape in the countdown to May 2018.

What is GDPR?
On 25 May 2018 most processing of personal data by organisations will have to comply with the General Data Protection Regulation (GDPR).

Data Protection legislation has been enshrined in UK law for over 20 years, it‘s not new. However, the Data Protection changes in GDPR now mean there will be harsh penalties for non-compliance.

Associate

BBOXX

UK-Africa Project - Lancaster, UK

- Evaluating the business and market opportunity for BBOXX products and services into new African markets. 

- Developing marketing entry strategies and commercial business models for niche west African markets.


UK-China Project - Guangzhou, China

- Evaluation of current supply chains.

- Critical analysis of expected growth patterns.

- Establishing a business model that encompasses expected growth; reduces potential problems; and provides innovative solutions to overcome expected challenges.

Business Consultant

Stopford Energy & Environment

UK-China - Lancaster, United Kingdom

- Comprehensive Waste to Energy research project. 

- Assessing the viability of plasma gasification technology for the generation of energy from waste in China, with an emphasis on the region of Guangdong. 

- Researching the policy review of all contributing drivers that influence the development of plasma gasification projects.


UK-China - Guangzhou, China

Partnership and Collaboration between Stopford Energy & Environment and CN Homeland http://en.cnhomeland.com/about.html

- Critical review Energy, Environment and the 12th 5 Year Plan.

- In-depth research with key stake holders, government officials and policy makers. 

- Developing a comprehensive business plan and business model for this niche type of waste management scheme.

Research and Development Consultant

Lancaster University

MSc International Innovation
The two-year Masters in International Innovation offered me a ground-breaking curriculum which combines rigorous academic studies with company projects and cultural immersion. It offers ambitious students the opportunity to spend a minimum of six months in China, working on high-impact collaborative projects with companies based in China and in the UK.

Modules
Introduction to Entrepreneurship
Corporate Entrepreneurship
Internationalisation and New Technologies
New Venture Creation
Strategic Management
Design Driven Innovation
Chinese Language and Culture for Business 
Research Methods 
Research Methods II
UK Project
UK Dissertation
China Project
China Dissertation

Masters Entrepreneurship Student

LONDON SHANGHAI VENTURE PARTNERS LTD

Toby was responsible for delivering projects against agreed scope, budget, schedule and customer
expectations.

Responsibilities Included:

- Working within a team internationally, ensuring a full business plan is achieved.

- Holding international business meetings to overcome cultural and language barriers in order to achieve a successful sales and marketing strategy.

- Providing alternative sales and marketing strategies based on detailed primary and secondary market research.

- Delegating research strategies for international marketing assistants.

- Working out full sales forecasts in order to manage investors’ expectations.

- Providing four year growth plan and possible exit strategy.

- Working closely with distribution companies and drinks companies in the UK and partners in China to ensure our customer needs are met.

Project Manager

Knight, Kavanagh & Page

Toby worked independently conducting site visits and telephone research; a key unit supporting
project delivery.

Responsibilities Included:

- Site visits and detailed appraisals of open spaces, play provisions, green grid/networks, conservation sites, indoor sports facilities, playing pitches and community facilities.

- In situ consultation with local groups (individual interviews, focus groups and related community consultation.)

- Identifying key issues of individual site visit consultations and liaising with management in order to find appropriate recommendations for clients.

Research Consultant

Tribe Marketing Ltd

Toby worked as part of a core team for a leading marketing agency in central London creating
memorable consumer experiences and engagement by organising events.

Responsibilities Included:

- Hands-on, day to day involvement in the process of providing clients with a full service offering including strategic planning, campaign creative and design, to full logistical solutions.

- Quotes and budget control as well as producing full logistical journey plans.

- Develop relationships with suppliers & production houses.

- Negotiate competitive pricing and service levels.

- Booking and liaising with venues for events.

- Creating and managing social media campaigns via Facebook, Twitter and YouTube.

- Diary management including booking teleconferences, internal/customers/supplier meetings through Outlook.

- Ensure deadlines are met, projects are on schedule and manage clients’ expectations accordingly.

- High volume travel bookings including accommodation and ground transfers.

- Extensive project management experience as well as implementing events.

- Processing purchase orders and finance paperwork using in-house processes.

Account Executive

Appco Group

Toby worked as part of core team as an entry level sales person exceeding weekly targets and
accomplishing promotion.

Responsibilities included:

- Planning and conducting direct marketing activities.

- Generating and qualifying leads as well as scheduling sales activity.

- Prepare sales actions plans and strategies and implementing them as well as supporting field based sales teams.

- Monitoring competitors, market conditions and product development.

Sales Consultant

Elate’s mission is to empower people to live with grace, joy, and dignity by designing and delivering valuable solutions in the care sector, including our purpose-built care management and rota systems. 

As co-founder and CEO of Elate, my role is to lead and  support an inspired, talented and consciousness team towards Elate’s mission and achieve the business goals. 

If you are interested in working with us, please get in touch. 

taplio

The Battle

Sam Jacobs

Toby Venning

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taplio

The Battle

Sam Jacobs

Toby Venning

Followers

Posts

Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Sam Jacobs's LinkedIn Performance

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