Closed the company's first six-figure deals and turned outbound from an afterthought into a real revenue channel.
Spotio had never closed a six-figure deal, and outbound was a minor, under-invested part of the business. Average deal size was small, and the company had no track record proving it could win larger accounts.
I personally sourced and negotiated the company's first two six-figure deals, proving the product and pitch could win at a level Spotio hadn't reached before. In parallel, I built out an outbound motion — growing it from a small fraction of the business into a meaningful, repeatable revenue channel — and grew average deal size several times over in the process.
As promoted Sales Team Lead, I led two AEs and two SDRs with daily coaching and career development, while continuing to exceed quota every quarter as an individual contributor.
The first six-figure deals became a repeatable pattern rather than a one-time win, outbound became a real revenue channel instead of an afterthought, and the customers we brought on saw measurable productivity gains, lower turnover, and revenue lift from the product.
Spotio didn't have a reputation for winning big deals yet — that's exactly the position a lot of post-PMF companies are in. This case shows the same deal-size and channel-building pattern applied earlier, with no existing proof point to lean on.