22-person Series A SaaS company. Two AEs, zero SDRs. Founders were doing prospecting between meetings. Sales cycle was lumpy because pipeline kept going dry.
Hired Sam (SDR) at the Growth tier. Connected to HubSpot, Apollo, Clay, and LinkedIn Sales Navigator. Built ICP rules with the AEs. Sam sources, enriches, sequences, and books — AEs do discovery and close.
Booked meetings up 3.1× in 90 days. Pipeline value up 2.4×. AE ramp time for a new hire cut roughly in half — because the pipeline is now consistent. The 2026 plan was to hire two SDRs at ~$75K each; that hire is now deferred indefinitely.
They use a fractional VP Sales coach. Sam doesn't compete with the coach — Sam executes; the coach strategizes. HubSpot is their CRM forever.
Sam can be sending personalized outreach within 48 hours. CASL- and CAN-SPAM-compliant by default.
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