Charles Tenot

CEO @lemlist & lempire. I share what I learn as the CEO of a profitable SaaS growing to $40M to $100M+. Follow me to learn from the journey.

I'm a business generalist who loves tech & running high-performing businesses.

Happy to meet Sales professionals
If you're:
- An SDR or Sales Rep
- A Sales Manager, Head of Sales, or Head of Sales Development
- A VP Sales or CRO

And you work at a B2B company between 50 and 1000 employees,

I’d love to connect for 30 minutes to chat about outbound strategy, share ideas, and learn from each other.

Don’t hesitate to drop an email on charles@lempire.co

COO / General Manager

Growing lempire from 20M$ to 100M$ while generating 35%+ EBITDA

lempire products: lemlist, lemwarm, Taplio, Tweet Hunter, lemcal - more to come

Outbound is about to change forever.

Today we’re launching the most important feature we’ve ever built.

It’s called Signals.

And I believe it’s going to become a new industry standard.

Because here’s the truth: 

People don’t hate sales reps.

They hate being interrupted for the wrong reason.

But when timing and targeting are perfect...

Sales doesn’t feel like spam. It feels like help.

It feels like:
→ An expert spotting a problem you missed
→ A guide bringing a solution you didn’t know existed

That’s what we’re making possible with Signals.

It tracks buying intent across your accounts.
Or it finds the right ones for you, automatically.

Right now we detect 3 key intents:
→ Website visits
→ Hiring activity
→ LinkedIn engagement

And we’re adding 4 more in the next few weeks.

This is just the beginning.

Our long-term vision is simple:

Make intent-based outreach insanely simple
And partner with the best data providers for every signal

So now in lemlist you get:
→ 450M lead database
→ Email & phone enrichment (80% / 60% find rate)
→ LinkedIn, email, phone, WhatsApp, soon SMS
→ Deliverability tools built-in
→ AI outbound coach
→ And now... real-time signal tracking

We’re building the most complete outbound platform for small & mid-size teams.

CEO @lemlist | Building the sales operating system teams actually want to use

Here’s a real outbound email that helped an SDR book a meeting with the CPO of a $40M ARR business (us) 👇

Every line was about us.
→ It referenced a product we just acquired.
→ It made a strong connection between that move... and their product.
Overall, it didn’t feel like outreach. It felt like someone already in the loop.

Here’s why it worked:
→ The SDR shows deep industry expertise.
→ They understood our product roadmap and what matters to US
→ The email is sharp, clear, remaining short but with the right level of details.
→ They wrote the email like a real person, not a bot

No fluff, no gimmicks.

Just sharp thinking and human writing.

Most teams do the opposite:
They automate what should feel handcrafted.
That’s why reply rates are so low.

You can of course have templated micro-campaigns (50-150 leads size) for lower tier leads, but for top tier, you should go 100% human.

This is what the best teams do, they go smaller and deeper:
Fewer prospects.
More relevance.
Higher conversion.

Because ultimately it's better to achieve 10% reply rate on 20 leads (2 meetings) than 0.05% on 2000 (1 meeting)

JSESSIONID

Grow | LinkedIn

li_at

Talks about #tech, #sales, #growth, #startup, and #revenueoperations

Really excited to share that from today, lemlist is SOC 2 Type II certified 🔥

Until 2024, we had never lost a deal because we weren’t

Then in Feb 2025, we lost our first 50+ seats deal

Just because we weren’t certified

Then another one; then a third

That’s when we said ok, let’s do it

It took us around 4 months

In the meantime, we signed a few deals with an exit clause if we didn’t provide the report by a given date.
That gave us just enough time to complete it

We already sent the report to 10+ prospects who had been waiting for it

Excited to see what it brings

One more step on our way to becoming the go-to sales engagement tool for 5-100 sales teams

Big congrats to the team for pulling this off 👏

"Clay might be the most impressive company of the last 5 years".
I said that to Bill over dinner last week. He asked me why.

There are a few reasons:

1️⃣ Resilience
They struggled for years before the so-called overnight success.
Just like Notion.
This is incredible to see Founders fight for their vision for years to ultimately being proven right.

2️⃣ Customer obsession
From day one, they knew they had something.
But they spent years meeting hundreds of growth people before cracking it.
They ended up with one of the deepest market understandings I’ve seen.
And made the most advanced growth techniques accessible to anyone.

3️⃣ GTM playbook
They turned partners into a growth engine.
Thousands of them, at scale. And they grew with them.
Their GTM model will be studied in business schools.

4️⃣ Category creation
When Gainsight created CX tools...
Clay created GTM Engineers.

5️⃣ Corporate decisions
They already gave a $20M secondary option to employees.
Very cool signal to reward people who committed early.

6️⃣ Brand
This one is more subjective, but I really think they nailed it.
The name, the visual identity.
It all feels fresh, clean, and modern, and it sticks.


---
Really excited to welcome Varun Anand, one of Clay’s co-founder, at our office tomorrow.

He is clearly one of the leading minds on where GTM is heading.

With the amazing Bill Stathopoulos from SalesCaptain, we will be talking GTM trends for 2026.

Join us (link in comments), limited spots

We found a way to boost email deliverability by 40%.
And it's now available to all our users 👇

In 2025, deliverability is the #1 blocker for email outreach.

You can write the best copy in the world...but if your emails land in spam, it’s game over.

At lemlist, we track deliverability data from hundreds of thousands of inboxes. 

We optimize every part of the platform to make sure your emails reach the inbox.

And now we’re rolling out something that makes a big difference.

It's called "ESP matching".

Here’s how it works:

Instead of sending an email from your Gmail account to someone using Outlook (or vice versa)...
lemlist automatically detects your prospect’s email provider

Then sends your email from the best-matching inbox on your domain

Simple change but big impact.

We tested it internally. 
Then our partners tested it across dozens of campaigns
+40% improvement in deliverability

This isn’t a hack, it’s just how email systems work

ESP matching is live now for all lemlist users 😍

Just landed in Paris from Tekpon AI Summit and in 1 hour, I’m going live with Taplio.

I’ll break down everything I’ve learned growing to 34K followers.

→ How I come up with ideas
→ How I organize my content
→ What drives the most engagement
→ What I’d do differently if I had to start from 0
→ How Taplio actually helps me
→ Even the stuff I don’t do (but probably should)

Already 1000+ signed up.

Why not you?

No alternative text description for this image

Ramp, one of the best outbound teams in the world, just shut down their AI SDR program.

That says a lot about where outbound is going.

In the past, this program was driving up to 30% of their pipeline.

But they mentioned 2 things changed:

1/ New tools came out and made what Ramp had... available to everyone
So the edge disappeared.
More teams doing the same thing = fewer results.
Outbound is continuously evolving which is what makes it interesting and creative.

2/ Their Sales team got really good
Ramp now has 500+ reps who are great at storytelling.
So they moved from machines doing the job... to humans doing it better.

Here’s how I read this 👇

→ Innovation is everything in outbound
The more people use the same playbook, the less it works.

→ Good Sales still beats AI
If your reps are junior or don’t understand the market, AI can help.
But when they’re well trained and sharp... humans win.

→ The future of AI is decentralized
AI won’t run outbound.
Sales won’t run tools.
GTM teams will build simple internal tools powered by AI.
And Sales will fine-tune them and use them (hopefully)

→ Quality > Quantity
Ramp did volume for a while and it worked.
But now they’re going all in on: better targeting, better story, multi-channel.

This has been our vision at lemlist. 
Really exciting to see leading companies with similar findings.

Last minute plans are always the best.

Paris was not even supposed to be part of Varun Anand's Europe tour for Clay.

Thanks to SalesCaptain and TC9, it was added at the last minute.
And it turned out to be an amazing event, my favorite of 2025.

The energy was 🔥

A room filled with insanely talented GTM engineers building best in class systems to make outbound always more precise and targeted.

Varun said that he believes France has some of the top talents in Growth in the world.

He gave the example of our Growth Twins, Edouard and Louis, who are, he said, building GTM engines for Pigment comparable to what exists at Stripe or OpenAI.

My vision for 2026 is unchanged:

We need to keep improving GTM systems to make Sales more targeted and more valuable for buyers.

Spam is the enemy.

GTM Engineers should focus on building small and very targeted lead lists.

Or even better, focus on scoring and helping sales teams prioritize by giving them tools that make all the context available quickly so they can make better decisions on what to do next.

This is why Clay and lemlist work so well together and why so many customers use both.
→ Clay helps source, score and prioritize leads
 → lemlist helps engage across all channels including email, LinkedIn, phone, WhatsApp and SMS, which maximizes the chances to get buyer attention

Thanks to everyone involved yesterday and to everyone who joined.

--

cc Julia Guenier, Bill Stathopoulos, Jérémy Grandillon, Theo Kanellopoulos, Frank Sondors 🥓 Valentin W., Pierre-Baptiste Landoin

The real reason we bought Claap is 𝐍𝐎𝐓 because it's an invisible note-taker that fills your CRM automatically... It's much more evil 😈

Context is to AI what fuel is to a car.
Or what records are to a CRM.

No context = useless AI.

When you ask for public info like Einstein's birthday, ChatGPT nails it.

But when you ask:
→ When is this prospect planning to buy?
→ Who's the decision-maker in this account?
→ What competitor am I facing in this deal?

ChatGPT doesn’t know.

Because it wasn’t trained on that kind of private context.

That context lives in:
→ Sales calls and meetings (captured by Claap)
→ Emails and LinkedIn messages (soon captured by Claap)
→ CRM notes and fields (captured via Integrations)

Sure, you could connect all these sources yourself.
But good luck building a data architecture that scales across your entire GTM stack.

That’s not plug-and-play. That’s enterprise-level messy.

And even if you do it, there’s another problem:

Generic AI isn’t built for Sales.

It works by looking at "semantic proximity", fancy way to say: finding similar words.

So when you ask for "Competitors", it might surface "Rivals" or even "Enemies"
...instead of your actual competitor in that deal.

That’s why vertical AI beats general-purpose tools.

To make AI work in GTM, the entire chain needs to be built for GTM, not just the prompting layer.

That’s where we’re heading. 

Claap will become the AI context center for lemlist products.

What do you think of this plan? 😈

We did 40% off for Black Friday last year. But, we won't be doing it again this year for a few reasons.

Every year, PLG SaaS tools rush into Black Friday (or Cyber Monday) like it's a must.

We did it for 2 years. It worked "on paper".

But now we're done with it.

There are a few reasons:

1- Time-shift revenue vs. actual revenue

Yes, we got a spike in conversions.

But it just pushed people to convert earlier. 
After the deal... conversion dropped for a while.

This means we just time-shifted revenue.

2- It kills focus.

The team spent days prepping offers, landing pages, emails.

We'd rather have:
• Product & Tech improving the tool
• Marketing working on stuff that brings actual value to Sales teams

3- It impacts Brand perception

It sends the wrong brand message.

We're not a random tool you can find for cheap, and don't want to be.

We're a team of 50+ engineers based in Europe, building something great.

We want to build trust, not urgency.

4- It doesn't really help customers make better buying decisions

Buying software is not a 24h impulsive decision.

It's a choice that should help you for months, ideally years.

But a Black Friday offer puts pressure.

People buy because of the price, not because of the fit.

And that leads to the wrong kind of customers.

Most of the discounted users churned within a year.

---
We're not here to be the cheapest.

We're here to be the most helpful.

To deliver recurring value, over the long term, with an unparalleled product.

---

So this year, no Black Friday. 
No FOMO.
Just focus.

🙌

I was shared over 50 AI use cases by world-class GTM teams.
Only 10% are actually driving positive ROI.


Every team wants to add AI to their GTM stack.

But the "why" and "how" should come before the "what" ; and that part is often forgotten.

AI looks amazing in demos. It creates that "wow" effect.

But when it comes to turning prospects into customers... it often falls flat.

That said, a few use cases are actually working. 
And they all have one thing in common:

They help teams handle large volumes of unstructured data.

Here are use cases I’ve seen deliver results across top GTM orgs:

→ Data cleaning & smart filters
Use Clay, lemlist tables, or even a Gsheet linked to LLMs to streamline data cleansing or enrich your records.

→ Research automation
Clay (Claygents), Firecrawl, and similar tools can automate prep work and save hours.

→ CRM hygiene
Auto-fill CRM fields with tools like Claap to save reps time—and finally get data quality you can trust.

→ Prospect scoring
When you're handling high volumes, AI can score leads by combining structured and unstructured data.

→ Deal & account scoring
Top GTM teams do regular deal and account scoring using all touchpoints—calls, emails, signals—and AI helps scale that.

→ Lookalike identification
If you're still mapping your ICP, AI can help find similar customers so you focus on who’s likely to close next.
Some more advanced use cases are also showing serious ROI:

→ ElevenLabs (cc Jonathan Chemouny) built a voice agent using their own tech to guide inbound leads through their buying journey.

→ HubSpot and Pipedrive are testing AI sales agents to answer product questions.
 It sits between website and sales and from internal feedbacks I could get, it gives pretty interesting results.

I’m sharing more about this today at the Tekpon AI Summit.

I'll walk through what I learned from 20+ GTM leaders at Ramp, Revolut, Paddle, Alan, Pennylane, and more.

And over the next few weeks, I’ll keep posting examples here.

Please help 👇
What AI use cases have you seen deliver ROI ; or fall short?

DM me if you're working in a 5+ people sales team and want to chat use cases.

---
PS: this pic is from the event: great session with Bill Stathopoulos from SalesCaptain and Frank Sondors 🥓 from Salesforge 🔥

GTM Europe at ElevenLabs

Tekpon

CEO, SalesCaptain | Clay London Club Lead 👑 | Top lemlist Partner 📬 | Investor | GTM Advisor for $10M+ B2B SaaS

SalesCaptain

I Make You Bring Home More Bacon | CEO @Forge | Unlimited LinkedIn & Mailbox Senders + AI SDR | Always Hiring AI Agents & A Players

Salesforge.ai 🔥

You don't need to send 1,000+ emails a month to close $1M in outbound sales.

Actually... the best reps I know send very few messages.

But each one is tailored with care.

Let’s do the math:
→ $1M target with a $40K ACV = 25 deals
→ Let’s say you close 1 in 4 = 100 qualified meetings
→ A good personalized outbound can get 5% reply rate
→ That means you need 2,000 leads
→ That’s just 9 accounts per day

Don’t tell me you can’t do that.

Every day:
→ Pick 9 accounts
→ Do your research
→ Write quality messages
→ Book one meeting every 2 days

Sales is not a spam game. It’s a discipline game.

The lazy shortcut is blasting 10,000 emails.

The smart way is caring enough to make 9 count.

Only 20 sales reps got me to reply in 2 years. Tom Greenwood from Paddle is one of them.

He came to our office and broke down his entire approach on camera.

Tom is an Enterprise BDR at Paddle.

He consistently overachieves his quotas. Every quarter.

I wanted to understand what makes him successful.

Because I get hundreds of cold emails every month.
And I ignore almost all of them.
So I asked him.

Here's what he shared with me:
→ Discipline.
→ Enjoy the process.
→ Monitor results.
→ Multi-channel.
→ Multi threading.
→ Hyper personalization with a human touch.

He shared a fun story where his sound didn't work when recording a batch of video and it actually generated great results.

This illustrates well that in our AI-world, people still buy from people and flaws makes outreach look more human.

Tom recognizes outbound has become harder since he started 2.5 years ago.

But when you are creative and continuously improve you can still be very successful.
You can still source large enterprise deals.

Paddle is a living example, they are now over 100M and one of the leading merchant of record globally.

---

I recorded our full conversation, hope you'll like it.

Now my question for you: 

➡️ Who is the next BDR or Business Development Leader I should invite to Paris?

Tell me and I'll interview them to share more tips on how to be successful in outbound in 2026.

---
By the way, if you want an all in one solution to manage billing, payment processing, revenue recognition, taxes, chargebacks, fraud and more, Paddle is a one stop shop for that.

Reach out to Tom so he can have at least a few inbound leads 🤜 🤛

One of our most successful 2025 features is a pure trojan horse. 
And most companies can steal this GTM strategy to accelerate growth.


When it comes to outbound, companies have 3 options:

1/ Work with a spreadsheet and forget 90% of follow ups

2/ Use their CRM, e.g. an "all-in-one" approach (Hubspot, Salesforce Engage)

3/  Go for the "best-of-breed" and use a tool like lemlist or Outreach

All-in-one tools are convenient but not really best-in-class in terms of features.

On the other hand, best-of-breed tools are the most powerful and give better results. 

But they have one big flaw, they require the team to adopt another tool.

And in 2025, teams want less tools, not more.

So what we did is simple: we decided not to position "against" the CRM.

We embraced it.

We embedded lemlist inside Hubspot and Salesforce.

All key jobs to be done... 100% available in the CRM:
→ Enroll leads in a sequence
→ Pause or remove from campaigns
→ Edit the campaign
→ Find phone, email, LinkedIn
→ Engage via email, phone, LinkedIn, WhatsApp
→ (soon) Find new prospects in target companies

No tab switching. No training needed. No resistance from reps.

We have still people using lemlist in lemlist.

Because our overall strategy is simple:
1️⃣ Build lemlist to be the reference for people who do outbound most of their days (SDRs)
2️⃣ Build lemlist "from CRM" for those who want to only use 1 tool
3️⃣ Build lemlist "for builders", via API, for those who want to build more custom use cases

---
It’s not the first time this strategy worked.

At Botify, we launched in the US selling SEO software.

We positioned it as complementary to the suite people already used.

That’s how we grew from $0 to $10M ARR in under 2 years.

---

If your market is crowded, don't fight for space.

Find the cracks.

Me in 2020: "Sh** the candidate rejected us, what did we do wrong?"

Also me, in 2025: "Good news, they understood our culture and said no."

And that's actually a win

Because a good culture is not about pleasing everyone.

It's not a one-size-fits-all.  It's a filter.

If you're trying to be for everyone, you end up being for no one.

I’m not saying losing candidates is good.

But losing the wrong candidates can be.

There are bad reasons to lose someone:
→ You were too slow
→ You failed to explain the role properly
→ Hiring manager didn't inspire
→ You didn’t show what’s exciting
→ You lowballed the offer

But here’s a good reason:
→ They felt it wasn’t the right culture or role for them

That’s alignment.
And that’s exactly what you want.

You’re not just hiring skill. You’re building a team that wants to be there.

Last week, I saved 2+ days as a CEO by using a vibe coding tool.

I’m convinced these tools will change how teams collaborate long before they ever replace Software Engineers.

Here are 2 moments where it made a real difference in my CEO role:

1. Pricing Iterations

Normally I’d open Notion or FigmaJam. 
Build a doc no one reads.
Instead, I used Lovable.
I built 5 versions of our pricing page. Using our real UI. In minutes.
Then shared with the team. Got async feedback. Clear and fast.

2. BI Dashboards

I needed specs for 2026 performance dashboards.
The usual way is a long doc, a meeting. 
People misunderstand half of it.

This time, I made a working prototype.
With fake data. Real filters. Actual charts.

The exec team played with it. Commented inside. I updated the prototype.

We had the final version 24h later.

Another example: when we shipped the Calling feature at lemlist, Maël Ezzabdi skipped the doc too.

He used a vibe coding tool to build a live prototype.
The team instantly got the vision. Built v1 in weeks.

So no, I don’t think AI tools will replace engineers anytime soon.
Actually, hiring Software Engineers has never been harder.

But I’m convinced they’ll change how we work together.

One visual beats 100 words.

Curious if others are seeing the same shift?

CPO @lemlist - On a mission to help ambitious businesses become big names!

Most CEOs spend too much time with investors, but that's not how you create value for your business. 
Here’s what I believe a "perfect" CEO week looks like in a 100-300 people company 👇

I’ve been thinking a lot about how to use my time better.

What creates real value? What’s just noise?

Here’s what I’ve learned the hard way:

What doesn’t work:

→ Spending hours with investors. It’s mostly about optics. A 3-month doc + reaching out when needed is often enough.

→ Jumping into shiny new topics already owned by the team. You’ll probably slow them down more than help.

→ Sharing new ideas and articles every day. I’ve been guilty of this. It’s distracting. Focus beats stimulation.

What works:

→ 5 customer calls per week. Mix of long-term users, new wins, and churned ones. Especially those who fit your ICP.

→ 5 employee 1:1s per week. Not just your execs. Anyone. Just listen and understand what’s working and what’s not.

→ 5–10 hours of deep work on big bets. Future products. Strategic questions. The stuff no one else can do.

→ Use your own product or go through the full buying journey. Spot the frictions.

→ Work with your managers like a coach. 
Not status updates. Real problem-solving. Building trust.

 → Talk with other CEOs and advisors. 
Helps you zoom out and see things differently.

 → Take care of yourself. 
Walk. Exercise. Most good ideas won’t come from checking Slack.

→ Stay in touch with the market. A few newsletters. A few creators. Just enough to stay sharp. Not too much to lose focus.

Really happy to share that we hit a 9.1 eNPS score (+72)

This is another +0.2 improvement from 8.9 earlier this year.

It might not look like much... but to me, it means a lot.

I’m a competitive person. I love chasing growth.

But I’ve learned you don’t fully control success.

You do control the environment you build.
The people you hire.
The ones you keep.
The ones you promote.

So for me, this is the biggest win.
Seeing the team happy and thriving.

Now let’s make sure we keep that level of engagement as we scale.

We're still hiring:
→ Product designer with strong convictions
→ Experienced Software Engineers (🇫🇷 speaker)
→ Sales reps (anywhere 🌍)
→ Product / Content Marketers (sales mindset is a must)

Reach out if that sounds like you.

Hovi

Simplifying digital trust for the online world.

Co-Founder

Markster

Building the all-in-one revenue OS for digital SMBs. Raised $100,000 from 500 Global.

500 Global

500 Eurasia accelerator batch 7, Georgia. Markster - the revenue OS for small businesses providing digital services.

Entrepreneur

Plug and Play Tech Center

Plug & Play accelerator in Lithuania, 2nd cohort. Working on the idea of all-in-one sales OS solution for digital SMBs.

IVA AI

On a mission to help enterprises cut their client query handling costs by 97%.

Antler

Antler Nordics 5th cohort as entrepreneur in residence. Further developing IVA AI service solution automating B2B customer support handling through the use of AI.

Entrepreneur in Residence

Startup Wise Guys

Joining the maiden cohort of the newly launched co-founder program as entrepreneur in residence further developing my business idea and networking with likeminded aspirational individuals across the world.

PACTUM

- Responsible for reducing annual costs in PO requisitions by 5% generating >1M EUR in savings in the first two weeks
- Coordinate AI negotiation solution implementation for a $5 bln+ enterprise clients
- Reporting directly to the company's board on project progress and results
- Researching and analyzing internal reporting data to evaluate new ways of procurement optimization through AI negotiations

Enterprise Program Manager (EU market)

Starship Technologies

- Managing a company division responsible for the use and application of internal tools 
- Optimized on-site infrastructure for autonomous robot operators 
- Overseeing a workforce of fifty people 
- Facilitated transition to use the new support tools, reorganized internal daily OPS processes 
- Recruited thirteen new people 
- Coached and advised junior leadership

Senior Operations Manager

PARiM Workforce Software

- Defined client journey roadmap
- Reorganised internal support processes
- Updated and improved internal support related documentation

Head of Client Management

Founder & COO | BizDev | CRM & AE

Helped my clients double their MRR. Worked with S&P 500 businesses to achieve annual cost savings upwards of $100 million. Raised $100k from 500 Eurasia with my previous startup.

Swam in many waters including bizdev, SaaS integration, team management, CRM. Worked with startups, scale-ups, unicorns, and established enterprises in b2b services, robotics, AI automation, loans, FX, remittance and more.

With team Hovi we are rebuilding the online trust infrastructure to prepare businesses across the world for the digital identity ecosystem of the future.

Valdis Sprogis

The most memorable highlight of this year's Web Summit was meeting some good old friends. 

It was really fun to catch up with you, have a chat and even attend events together.

500 Eurasia team
--- 
Oksana Vodonos  
Mariam Keratishvili 
Elene Gogiashvili  

Tezbor team
---
Umid Akhmedov, PhD 
Kudrat Isabaev 

AdMagica AI team 
---
Gigi Kurtanidze 
Khvicha Parsadanashvili 

---

Denis V. from DDD Invoices - One API, global invoicing compliance 

Demetre Mildiani from Widgera  
 
Alex Zverev from Mentica  


All amazing people and outstanding startups founders who have great things ahead of them. Really proud and thankful to know you. 😎☺️🥳❤️🤩

Plus met some former Wise colleagues and friends Andero Tõnissoo and Siim Varm 😛

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