sls
The Sales-Led (SLS) GTM Pod
Outbound + ABM is the primary motion. AEs drive ACV. SEs validate technical fit. CSMs ensure deployment + expansion. Stack invests in pipeline + deal intelligence + conversation intelligence.
📊 Series B-C, $5-30M ARR, SLS motion, $30K+ ACV👥 3-8 SDRs, 4-12 AEs, 2 SEs, 3-6 CSMs, 1-2 RevOps💰 ~$14,000/mo
Our take
Sales-led motion at $30K+ ACV justifies the heavier stack. Salesforce is unavoidable at this scale. Outreach (or Salesloft) for cadence. Gong for conversation intelligence — coaching ROI is real here. ZoomInfo or Cognism for data depth (Apollo not enough yet). Walnut or Reprise for SE leverage. Gainsight for CSM. The stack hits $14K/mo for a 20-person GTM — high but ratios make sense at ACV $30K+. Cut Mutiny / 6sense for now; add at Series C-D when ABM motion matures.
The stack
| Tool | Role | Function | $/mo |
|---|---|---|---|
| Salesforce Sales Cloud + Agentforce | all | CRM core + Agentforce | $3,500 |
| Outreach | sdr | Multichannel cadences + deal management | $2,500 |
| Gong | ae | Conversation intelligence + coaching | $2,800 |
| ZoomInfo | sdr | B2B data + intent | $1,800 |
| Walnut | se | Interactive demos | $700 |
| Gainsight | csm | Customer success platform | $1,500 |
| Clari | revops | Forecasting + pipeline intelligence | $800 |
| Anthropic Claude API | revops | AI agents — brief generation, handoff automation | $400 |
| Total estimate | $14,000/mo | ||