New episode of Outbound Kitchen is up.
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Florin Tatulea, GTM Engineer in Residence at ZoomInfo, Loopio’s first sales hire, who built the outbound engine at Common Room.
We covered the headcount math that over-hires outbound teams, how to size your real serviceable market before you hire, what to look for in your first SDRs, and what AI actually changes about the team you build. One number sets it up: of the 30,000 accounts that looked addressable, only about 6,000 were real.
We discuss
The top-down headcount math that quietly over-hires outbound teams
TAM vs SAM, and why the real number was 6,000 accounts, not 30,000
Why you don’t need an SDR before $1M ARR or product-market fit
Hiring two SDRs at once to separate the person from the process
The four things Florin looks for in a first SDR, and how he vets curiosity
Building the team like a sports team, with complementary skill sets
What AI and GTM engineering actually change about the team you build
Why Anthropic, OpenAI, and Clay are still hiring SDRs
Referenced:
Hyperbound (AI roleplay)
Here are my biggest takeaways from the conversation
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