Apollo.io

Completed Apollo Labs’ 0 ➜ 1 mission, scaling the team from 2 to 10 and helping drive $1M+ ARR in under 10 months 🚀. Transitioned after building the foundational systems powering Labs’ continued growth. 

--

Apollo Labs is Apollo.io’s very own AI Outbound Sales Managed Services Division.  Previously a failed attempt known as “Project Apollo Automated”, I was part of the founding GTM Tiger Team and had the absolute pleasure to prove otherwise rebuilding the entire program from scratch including leading end to end sales from disco, demo to onboarding. 

Brought on to go 0 ➜ 1M ✅

𝐑𝐄𝐕𝐄𝐍𝐔𝐄 𝐈𝐌𝐏𝐀𝐂𝐓
• Sourced & helped closed $258K in ARR, owning 25% of the entire Lab’s 1M revenue 
• Generated $2.5M+ pipeline w/ 90%+ hold rate, 100% cold outbound
• Led Labs’ execution of Apollo.io’s #1 GTM initiative (1KSQO: 1,000 SQLs/month), launching 25+ AI-powered campaigns that booked 30+ meetings in 2.5 weeks
• Operationalized Ralph Barsi's Strategy Slide across team for OTE clarity 

𝐀𝐔𝐓𝐎𝐍𝐎𝐌𝐎𝐔𝐒 𝐆𝐓𝐌 𝐄𝐍𝐆𝐈𝐍𝐄𝐄𝐑𝐈𝐍𝐆 ⚙️
• Successfully deployed Apollo’s first ever mini AI outbound engine via auto-enrollment & research flows through conditional logic — 35+ bookings in 30 days
• Integrated Power Ups (AI research notes) into Orum — boosted SDR talk time conversion by 22%
• Accelerated time-to-launch and ROI across client accounts

𝐆𝐑𝐎𝐖𝐓𝐇 𝐎𝐏𝐄𝐑𝐀𝐓𝐈𝐎𝐍𝐒
• Automated Apollo → Slack booking alerts (“BAM” channel)
• Automated Apollo Labs → Salesforce opportunity creation workflow — removed manual AE handoff

𝐂𝐑𝐎𝐒𝐒-𝐅𝐔𝐍𝐂𝐓𝐈𝐎𝐍𝐀𝐋 𝐈𝐌𝐏𝐀𝐂𝐓
• Supported prompt-mode team — helped drive 2.26% WAU lift for Power-Up users
• Partnered w/ product & design to reduce friction in Apollo's Data Waterfall Enrichment & AI SDR workflows prior to public release

𝐄𝐌𝐀𝐈𝐋 𝐃𝐄𝐋𝐈𝐕𝐄𝐑𝐀𝐁𝐈𝐋𝐈𝐓𝐘
• Led deliverability overhaul post-Maildoso collapse
• Helped ship native domain + inbox provisioning w/ auto warm-up

www.apollo.io/product/apollo-labs

Sr. Account Manager, Apollo Labs (Founding GTM) 

Swif

*poached by Apollo.io* 

SWIF is a unified MDM (Mobile-Device-Managment) Seed Stage SaaS platform backed by Y-Combinator for early-stage startups seeking to remove company-owned device complexity and streamline compliance frameworks such as SOC2 and ISO 27001.

Brought on to help SWIF go 0 ➜ $1M.

Built Swif.ai’s entire GTM motion from the ground up, all from scratch, working side by side with the CEO & Founder including having a seat at the table on investor calls.  Contributed to the acceptance of Pegasus Angel Accelerator (<1% acceptance rate), raising additional funding. 

➜ Grew Swif.ai by 200%, flipped upside down from operating underwater and hitting triple digits in ARR for the first time ever in company history 
➜ Reduced sales cycle by 79.2% with an average 30%+ close ratio by implementing a 5-stage sales cycle system
➜ Streamlined outbound sales generating over 250K in pipeline opportunities
➜ Successfully penetrated the Mid-Market vertical, increasing ACV by over 250%+
➜ Restricted premium features leading to a 10% increase in overnight revenue self-serve conversion via PLG

ICP clearly defined and sniped, both Persona(s) and Strategic Account Based Targeting by criteria(s)

🎯 Attributes: 
╰┈➤ focusing on early-stage SaaS companies with employees ranging between 49-99 seeking compliance frameworks, has big logos but no SOC2, no internal IT teams and/or InfoSec teams.

New Logos:
Patreon, TrustRadius, Dots (YC), Salt Labs (acquired by Chime), xUnlocked (Series A, UK 2x multi-year term), Essper, Mysa, Phylos, Sunhat.app, Artisan (AI SDR), Cheetah Agency, My Visa Source

Renewals:
Symbl.ai, JoinImmediate

Mid-Market: (All barred due to maturity, entered SQL, Pricing + Proposal and PoC)
Colossyan, Imply, Citcon, BilliontoOne, Emerald Cloud Lab, Intel 471, Portside.co

Strategic Partnerships + Resellers
Graypoint Security, Compyl, startupdefense.io, getDefense.io, Levy, CCIT, 

swif.ai

Head of Sales (Founding GTM) 

CIENCE

CIENCE is one of the world's leading B2B Outbound Sales Management Services + GTM SaaS platforms with over 1,200 employees across 4 countries serving clients from startups to Fortune 500 such as Visa, Google, Uber, and Microsoft. 

Brought on to grow a 1M book of business by 35%.

➜ FY22Q3 - 80% to plan on quota attainment (ramp)
➜ FY22Q4 - 120% to plan on quota attainment 
➜ FY23Q1 - 140% to plan on quota attainment 

Over 450K+ in renewal revenue closed/won, 15-25K ACV, 90-day sales cycle.

➜ Ranked #1 Top Revenue Driver (1/10) in March 2023 with $150K in closed/won revenue
➜ Achieved 60% retention vs. 30% team benchmark, 2x compared to counterparts 
➜ Successfully spearheaded Top of Funnel GTM Strategy across over 75+ projects, resulting in millions booked in pipeline for clients ranging across SMBs, Mid Market and Enterprise SaaS
╰┈➤ contributed to Overstory's $14M in Series A funding led by B Capital. 

CIENCE.com

Mid-Market Account Manager

UpKeep

UpKeep is a Series B CMMS SaaS startup in the Facility Maintenance space.  Backed with over $50M in VC funding, we help frontline facility workers streamline their line of work by digitizing Work Orders and Preventive Maintenance, and Asset Management.  

Brought on to help UpKeep surpass $15M in ARR. 

➜ Promoted to Strategic BDR after 5 months of employment working side by side with UpKeep's first ever Strategic Key Account Manager to target UpKeep's Top 100 "Dream" Accounts. 
➜ Generated over 1.2M+ in pipeline opportunities, averaging 120%+ MoM to plan on quota attainment
➜ Successfully sourced McDonald's USA, a 500K ARR partnership projection in just two weeks by leveraging the Link-Chart-Analysis Bottoms Up Approach
➜ Implemented Strategic Outbound Prospecting Playbook from Scratch, tailored to Top 10 Accounts resulting in meetings booked with Fortune 500's including Coca-Cola and American Sugar

Notable include wins: Coco-Cola, American Sugar, McDonald's USA, GAF Corp., Blue Bell Creameries, Milwaukee Valve Company, KENT Corp., Compass Minerals

www.upkeep.com

Strategic Business Development Rep - Key Accounts

Record Achievements: 
➜ First and only BDR to hit Healthcare’s Sprint (6-weeks) outbound campaign FY21Q4, clocking in 6 SAOs when the quota was 2 per, closing 300% to plan
➜ First BDR of Class Sept ‘21 to generate SAO’s (Sales Accepted Opportunities) to close, contributing 8K to UpKeep’s ARR, and was crowned Top BDR for November '21 (1/10 BDR's)
➜ Lead team training in terms of creative outreach, cold calling, and process workflow
➜ December 21’ 33 PQOs Booked - 220% to Plan
➜ Created own Creative Outreach Value Drip Campaign (100% deposits, zero asks) nicknamed BETA that booked 12 outbound PQOs within 2 weeks of launch (Manufacturing FY21Q4)

Internal Impact:
➜ Piloted Front End Onboarding and Messaging with Enablement 
➜ Enhanced internal workflow and process by 12% with RevOps 
➜ Partnered up with CX to find out Why customers buy and renew
➜ Partnered up with Marketing to relay how our paid, unpaid, and organic leads enter the system to eliminate siloed outbound messaging 

Day-to-day workflow:
➜ Prospecting with 3 Salesloft Windows Running Concurrently
➜ Avg. 75% Conversion rate from meeting to sales opportunities
➜ Avg. 166% to plan in KPI requirements
➜ Avg. 6.15% Dial-to-Connect Ratio

BDR to AE relationship made fluid

Enterprise Business Development Rep

BetterGrowth

BetterGrowth is a B2B GTM SaaS Revenue Consultancy for fast-growing startups.  We help companies scale, grow, and diagnose their GTM function for both Pre and Post sales team to increase revenue and reduce churn. 

Brought on as an Individual Contributor with a 320K quota and lead the SDR outsourced managed services team. 

➜ Owned entire GTM strategy for both BetterGrowth and client's outsourced Top of Funnel projects
➜ Successfully booked meetings with large enterprises including Qualtrics and Bill.com for BetterGrowth's core offerings 
➜ Led a team of two dedicated SDRs breaking plan by 120%+ MoM resulting in partnership renewals  

www.bettergrowth.com

Director of Sales 

Tenbound

*Poached by BetterGrowth*. 

Tenbound is a B2B GTM Research and Advisory firm 100% focused on Top of Funnel.  Known for the hosting the annual Sales Development Conference in the heart of San Francisco, we help fast growing startups kick off their Top of Funnel GTM efforts through SDR Coaching, Training and GTM tech stack recommendation. 

Brought on with a mandate to drive $1M in additional revenue. 

➜ Sourced and closed $25K in total revenue for Tenbound's digital conference post-COVID slump 
➜ Owned entire GTM function generating over $250K in pipeline targeting Marketing and Sales Leaders
➜ Successfully cultivated strategic partnerships with rising rev tech startups including Rightbound.io, Quotapath and PersistIQ 
➜ Notable closed/won logos include: Drift, Vidyard, Kronologic, and Captivate IQ

www.tenbound.com

Account Executive

BirchStreet Systems

*impacted by company restructuring*

Promoted to Enterprise Account Executive with a $2.6M annual quota in the Southeast Regional Territory after generating over $5M in pipeline as an SDR. 

➜ Sourced and closed $45K in ARR across three targeted accounts
➜ Worked side by side with BirchStreet's Solution Engineer to present tailored demos 
➜ Sold directly to VP's, Directors and C-Level of Finance, Procurement 
➜ Notable logos include: The Lore Group, HOS Management, and The Drayton Hotel

www.birchstreetsystems.com

Business Development Manager

Funded by a private equity firm by the name of Serent Capital, I was brought on as Birchstreet’s first ever outside SDR hire to help build out BirchStreet's new outbound program reporting directly to the SVP of Product & Marketing.

➜ Generated over 5M+ in the pipeline 
➜ Supported over 6+ Territory Sales Executives 
➜ Avg. 166%+ to plan on daily KPI activities

Sales Development Representative

T-Mobile

T-Mobile is the world's leading wireless for everyday consumers and business professionals.  I was brought on store #9551 located in Fountain Valley, CA to help drive revenue and uplift the team from being a bottom-performing to high-performing team.

➜ 3X MVP Back to Back Performance for (June, July & August 2017) averaging 143% to Plan MoM
➜ Awarded March Madness Leader, #1 in District (Orange County West Region) finishing 221% to Plan, Total Drive Revenue of $35,981.31 (March 2018) 1/200 reps 
➜ Achieved Gross Activations at 150% to plan (May 2018)
➜ T-Mobile-4-Business-B2B Sales Metric at 160% to plan (Sept. 2017)
➜ T-Mobile Internet-of-Things (IoT)  266% to plan (Sept. 2017)

www.t-mobile.com

Sr. Sales Leader

➜ #1 in District in Gross Activations YTD 2014, #2 in Accessories Revenue per unit $81.32
➜ #2 in District (2/400 Reps) September Bash 306% to Plan (Sept. 2014)
➜ Aggressively achieving over 100% activation quota Month-over-Month; finished 192% YTD 2014

Retail Sales Associate

Sr. Sales Development Manager at Apollo Labs | Apollo.io | Where Thinkers Think 🧠

Accomplished GTM Sales Professional with 7+ years of experience in early-stage B2B SaaS with a proven track record for helping startups achieve market validation. 

I’m a full-stacked AE who thrives at the intersection of outbound creativity and sales execution.

From SDR to full cycle sales, I’ve mastered every part of the sales funnel—top, middle, and bottom. I specialize in turning chaos into clarity and outbound into closed/won deals.

I help companies scale from 0 ➜ 1 by building high-performing outbound engines, moving deals efficiently, and de-risking complex sales through frameworks like MEDDPICC, GAP Selling, and Challenger.

Metrics, Pain, and Impact is the name of the game.

𝐖𝐡𝐚𝐭 𝐈’𝐯𝐞 𝐃𝐨𝐧𝐞:
➜ Scaled Apollo Labs (Apollo.io, Series D SaaS Unicorn 🦄) from 2 to 10 reps and $0 to $1M ARR in under 10 months
╰┈➤ Generated $2.5M+ in pipeline with a 90% meeting held rate, co-sold/closed over $250K in ARR and helped Rillet ERP successfully raise $25M in Series A as of May '25 🚀
➜ At Swif.ai (YC S20), grew revenue by 200%, flipped the business from burn to profit, and secured funding via Pegasus Angel Accelerator
➜ At CIENCE, grew a $1M book of business by 35%, closed $450K+, and helped Overstory secure $14M Series A (B Capital)

𝐇𝐨𝐰 𝐈 𝐒𝐡𝐨𝐰 𝐔𝐩:
A Builder at heart and an Operator in the process with a Closer in mindset. I'm a Systems thinker with a playbook-first mentality. Whether it’s outbound SDR workflows, mid-funnel demos, or navigating multi-threaded deals—I engineer momentum and close with clarity.

𝐇𝐨𝐰 𝐈 𝐆𝐢𝐯𝐞 𝐁𝐚𝐜𝐤:
Made to win, I am the host of The 1UP Revenue Podcast (formerly 1UP Sales Dev); a podcast for the underdogs in B2B SaaS and Community Leader of SDU (www.salesdevunite.com), a GTM resource page on how to break into tech.

Now fluent in tools like Clay, Apollo, and a playbook of AI-powered workflows, I’m ready to bring this firepower to the next team ready to scale as their full-cycle rep. 

—

Blessed by the Grace of God and guided by the Holy Spirit, Jesus Christ of Nazareth is my Lord and Savior — all that I am and all that I have is because of Him.

“𝙵𝚘𝚛 𝙸 𝚔𝚗𝚘𝚠 𝚝𝚑𝚎 𝐩𝐥𝐚𝐧𝐬 𝙸 𝚑𝚊𝚟𝚎 𝚏𝚘𝚛 𝚢𝚘𝚞,' 𝚍𝚎𝚌𝚕𝚊𝚛𝚎𝚜 𝚝𝚑𝚎 𝙻𝚘𝚛𝚍, '𝚙𝚕𝚊𝚗𝚜 𝚝𝚘 𝐩𝐫𝐨𝐬𝐩𝐞𝐫 𝚢𝚘𝚞 𝚊𝚗𝚍 𝐧𝐨𝐭 𝚝𝚘 𝚑𝚊𝚛𝚖 𝚢𝚘𝚞, 𝚙𝚕𝚊𝚗𝚜 𝚝𝚘 𝚐𝚒𝚟𝚎 𝚢𝚘𝚞 𝚊 𝐡𝐨𝐩𝐞 𝚊𝚗𝚍 𝚊 𝐟𝐮𝐭𝐮𝐫𝐞.” 

𝙹𝚎𝚛𝚎𝚖𝚒𝚊𝚑 𝟐𝟗:𝟷𝟷

Narrowness:  MEDDPICC | GAP | Challenger | GTM Engineering | AI Workflows | Storytelling | Deal Creation | Deal Management | Clay | Apollo | AI Prompt Engineering | Growth Operations

absolutely incredible.

Two years ago (this exact same month), I was in a deep hole.

Dropped back into retail at Dick’s Sporting Goods for $17/hour 

Frustrated and full of complaints, all I did was b*tch'd and complained.

Fought my way back into B2B SaaS and I thought I’d never have to climb that mountain again.

Well… here we are.

This time, though, the energy is different.

𝐍𝐨 complaints. 𝐍𝐨 bitterness. Just pure 𝐜𝐚𝐥𝐜𝐮𝐥𝐚𝐭𝐢𝐨𝐧 and 𝐩𝐮𝐫𝐩𝐨𝐬𝐞.

After 25+ on sites, hundreds of cold calls and sending cold emails out of a random parking lot, not only did I land multiple offers across brands like AT&T and Verizon (blog coming soon) but I walked away from a 𝟗𝟎𝐊 base job.

Yup....𝟗𝟎𝐊.  Acting VP/Head of Sales for multiple early staged SaaS startup, simultaneously.

Why?  Because I'm 𝐝𝐨𝐧𝐞 with 𝐦𝐚𝐧𝐚𝐠𝐞𝐦𝐞𝐧𝐭 𝐜𝐨𝐧𝐬𝐮𝐥𝐭𝐢𝐧𝐠.

Instead, I’ve officially joined Comcast as a Retail Sales Professional for their XFinity store front, a high-energy role where every conversation counts.

My first ever Fortune 500 Company, currently listed at number 35 with ~182K employees doing over $121 billion in revenue. 

This isn’t a detour; it’s part of my bigger plan to continue sharpening my closing skills, mastering customer relationships, and understanding the nuances of buyer behavior.

Sometimes your next move isn’t a step back - it’s a step 𝐬𝐢𝐝𝐞𝐰𝐚𝐲𝐬 to get a better angle.

The goal? Take this momentum right back into the B2B space, stronger, sharper, and ready to crush it.

Now armed with the Strategy Slide (thanks Ralph Barsi!) and 0 to 1M (official) badge, I'm more excited than ever.

The number 1 reason people fall off isn’t lack of skill — 𝐥𝐚𝐜𝐤 𝐨𝐟 𝐫𝐮𝐧𝐰𝐚𝐲

It's the 𝐬𝐚𝐦𝐞 reason 𝟗𝟎% of startups fail.

Without it, people lose homes. Marriages collapse. Dreams stall.

So here’s the play:

➜ Take a high-volume sales role to stack runway and keep closing daily
➜ Spend downtime cold calling local businesses to keep my B2B chops sharp
➜ Deploy AI Outbound, powered by Apollo.io — the same 0→1 playbook we built at Apollo Labs

I’m not just riding this out — I’m reloading.

Bills 𝐩𝐚𝐢𝐝, fridge's 𝐟𝐮𝐥𝐥, and cortisol 𝐆𝐎𝐍𝐄.

When you have the 𝐑𝐮𝐧𝐰𝐚𝐲, it's  𝐘𝐎𝐔𝐑 market; 𝐍𝐎𝐓 theirs.

Slayed the dragon before and I'll slay it again.

This time - with an even bigger sword

and in the end, 𝐈 𝐰𝐢𝐥𝐥 𝐰𝐢𝐧.

Thank you everyone for the love and support, let's get this bread.

"The 𝐡𝐚𝐫𝐝𝐞𝐫 it is, the 𝐛𝐢𝐠𝐠𝐞𝐫 the 𝐝𝐫𝐚𝐠𝐨𝐧. The 𝐛𝐢𝐠𝐠𝐞𝐫 the 𝐝𝐫𝐚𝐠𝐨𝐧, the 𝐦𝐨𝐫𝐞 𝐞𝐩𝐢𝐜 the 𝐬𝐭𝐨𝐫𝐲. A 𝐬𝐭𝐨𝐫𝐲 to 𝐨𝐧𝐞 𝐝𝐚𝐲 𝐭𝐞𝐥𝐥."

- Alex Hormozi


p.s. yes that's KBBQ Ace for 1 (new season entry celebration), because 36 and single; why not 🙃


#BLESSED

Jax Lieu 🦢

2x Founding GTM | 3x Funding Assist | 0 ➜ 1M #official & Amateur Boxer

when Inside Sales (Ventured Backed) meets Outside Sales 🤝 

Blesssed & honored to officially partner with Josiah Ingels, CPD, our Senior AE in the South Seattle space.

Here to launch Comcast’s XFinity first ever in-store led outbound initiative. 🚀 🚀 

Simple yet intentional:

➜ Domains warming + aging (three already secured & ready)

➜ Apollo running in-store as the outbound engine, same 0 -> 1 play 

➜ Early signals: already submitted our first in-store B2B lead → meeting booked → SQL created → 100% conversion rate on day one

This isn’t about quick wins.

Chess, not checkers, we’re betting on long-term, scalable, in-store led outbound to create a repeatable motion and prove that outbound doesn’t just live online—it can be driven at the frontlines too.

With 10K+ average monthly in store foot traffic and the ONLY in store rep rocking that Jabra, the future is bright. ✨ 

Happy Friday folks! 

p.s. two weeks in and currently 22.50% trending 80 on monthly quota attainment, will Jax beat pass one hunnid!? 


#BLESSED

No alternative text description for this image

just won a rap contest < 60 secs

Another great example of AI-enabled reps vs. non-AI reps 

𝐂𝐎𝐍𝐓𝐄𝐗𝐓:

▫️ Two teams got split up on Microsoft Teams

▫️ Each group had to research multiple products (assigned) + build a deck to share the learnings 

▫️ At the end, one had to perform a “jingle” aka rap song of the product 

Problem? 

Our teammate dropped the ball. 

The judges were literally about to skip to the next group..

So Jax did what AI-enabled reps (under pressure, fully focused!?) do best:

➜ Prompted Microsoft Copilot using the deck we just built
➜ Generated a full rap in under 60 seconds
➜ Performed it live, right there on the fly 

Results?

The room flipped and we the jingle trophy🏆 

What a time to be alive.

p.s. today is graduation day 😃

Training wheels are officially off and your boy is set to reap the sales floor.

White board fully mapped and ready to go, here to close/sell/upsell/crossell each and every individual who walks through that door.

𝐐𝐮𝐞𝐬𝐭𝐢𝐨𝐧𝐬 are the 𝐀𝐧𝐬𝐰𝐞𝐫𝐬 and 𝐑𝐞𝐚𝐬𝐨𝐧𝐬 𝐑𝐞𝐚𝐩 𝐑𝐞𝐬𝐮𝐥𝐭𝐬.

Only recommending solutions based on what they share + tied to their #1 strategic priorities of course 😜 

p.s.s still prefer Slack doe 😮‍💨

.
.
.

𝐋𝐲𝐫𝐢𝐜𝐬:

yo, yo, yoooo

Step into the store, I’m the tech plug king
Comcast rep with the WiFi bling (ayyy)
Speeds so fast, make your Netflix sing
300 to gig extra, do your thang

Need security? Got that too
Touch screen sensors, camera with the views
Smart home vibes, pet-friendly crew
Control it all, from your app or Roku

#MerryChristmas

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