Meetings booked. Opportunities created.
I become an extension of your sales and marketing team. I provide targeted outreach, assist in building the outbound messaging and initiate the prospecting to generate pipeline. Simple. I’ve done this for 15 years for technology and software providers. I can fully embed with your org, or run solo and drop meetings onto the sales team’s calendar. Fast, focused and iterative. Let’s talk!
Three ways teams bring me in
Every engagement is a senior operator doing the work, not a junior agency pod with your logo on a Slack channel.
You have a relevant product, but no pipeline
It happens. The market shifts, the sales team feels stuck. I activate a 30-day intervention to get meetings on the board and energize your reps. Then we take a deeper look.
You have demand, no engine
Product-market fit is there but no repeatable way to source meetings. I build the engine by identifying the ICP, the message, the sequences, and the GTM stack, then prove it out with meetings booked.
Learn, change, repeat
Time to stop doing the same things. Look at the gaps in tools, content and tactics. Implement real change. Get everyone onboard!
What that looks like in practice
First BDRs on the team, before the playbook existed
I joined as one of the first BDRs, with no outbound playbook to inherit. Built the segmentation and messaging from scratch, sourced $5M in qualified pipeline, and finished the year ranked first nationally.
Founding BDR into Fortune 500 and defense accounts
First BDR hire at an object storage company selling into Fortune 500 and defense accounts, where cycles are long and buyers are technical. Built the account targeting and outbound approach from nothing. Opened 10 new clients and sourced $12M in closed revenue.
Building the territory model while the US team formed
Second BDR in the US at a conversational AI platform. Identified the ICP, built industry-specific content, and aligned new territories to incoming AEs as the team grew. Held 15 meetings and sourced $1.2M in pipeline.
Cold outbound into community health centers, clinics and hospitals
Founding SDR building a pipeline motion for a hospital and clinic voice agent platform. Prospected into community health centers, clinics, and hospitals from scratch. Booked 30 discovery calls and sourced $250K in SQLs inside the first two months.
Fifteen years of enterprise outbound across SaaS, AI, cloud infrastructure, DevSecOps and data platforms, on teams that had to build the motion before they could run it.
Sales pipeline problem solver.
I deploy the tactics and strategy you need to energize your sales pipeline. All three reach the same goal: a repeatable motion that you can incorporate into your org.
The engagements below can be done separately, or as part of a holistic approach.
The engagements below can be done separately, or as part of a holistic approach.
Pipeline Intervention
The sales pipeline is dry: either you don’t have an experienced SDR team yet, or you’ve used an external resource that did not produce. I take a rapid-response approach and get meetings set with targeted outreach to energize the sales team.
Outbound Build
For teams that have market demand but need the demand gen engine tuned up. I define who to sell to, what to say, and how the motion runs. Then I run it, confirm what’s ringing the bell, and hand it off to your biz dev team.
SDR Search + Rescue
I assist with building the outbound engine: targets, coaching, and generating sales opportunity metrics that will make your board calls fun!
Production, not advice.
I provide the all-important SalesDev Lifecycle, strategic direction and engagement that delivers qualified pipeline.
Steven Cull
Fifteen years of enterprise outbound across SaaS, AI, cloud infrastructure, DevSecOps and data platforms. Which is a formal way of saying I have spent a long time starting conversations with people who had no particular reason to talk to me yet, and I have gotten good at it.
At GitLab I was one of the first BDRs on the team, back when there was no playbook to hand anyone. We wrote it as we went. I finished ranked first nationally at 180% of quota, with $5M in qualified pipeline and $1.6M closed.
Before any of that I was an Aviation Electronics Technician in the Navy, aboard the USS Midway, running diagnostics on electronic countermeasures systems. Chasing an intermittent fault at two in the morning, with jets landing overhead, teaches you to find the actual problem instead of the convenient one. That habit turned out to transfer.
I have a B.A. in Communications from the University of Illinois at Chicago, and I work out of Chicago.
What I believe about pipeline
Narrow beats clever
Most outbound fails because it tries to speak to everyone. I cut the target list before writing a word of copy.
Activity is not progress
Touches and dials are inputs. I report on qualified pipeline and conversion, and I will tell you when a program isn't working.
Leave, on purpose
Every engagement is designed to end. If you still need me in year two, I built the wrong thing.
Let's find where your pipeline generation needs energy.
A 30 minute call. I will tell you whether this is something I can help with, and if it isn't, I will say so.
What happens next?
You provide a short summary about your current SalesDev situation. I will reply within 24 hours with a booking link for a Pipeline Discovery call. During the call we can dive into what's working and what's not with your pipeline efforts. I'll tell you whether it's within my scope to help, or direct you to another solution.