Built outbound sequences and messaging that were rolled out across the full AE team and kept working after handoff.
I joined Clearbit as an early sales hire during a period of rapid headcount growth. There was no standardized way for a new AE to generate their own pipeline — every rep was largely figuring out outbound on their own, which meant ramp time varied wildly and results were inconsistent across the team.
I built and tested outbound sequences and messaging in market, refining what actually got responses from Clearbit's buyers before documenting it as a repeatable playbook. That playbook was adopted across the full AE team to sustain pipeline generation as headcount kept growing.
I also helped build a new "Growth" segment from scratch — the processes and plans to bring a previously outsourced market in-house — and was selected for multiple beta AE teams to pressure-test new packages, products, and processes ahead of full go-to-market rollout.
I ranked #1 by new logos on a 22-person team and was promoted to Team Lead, where I coached BDRs and AEs directly in a 1:1 alignment model and mentored new AE hires. The outbound playbook I built continued to be used by the team after I moved into leadership. Clearbit was acquired by HubSpot in January 2024.
A lot of "sales process" advice produces something that only works while the original person is running it. This is the opposite: a playbook built once, tested in market, documented, and handed to a full team — the exact model behind Teysha's Build and Handoff phases.