Inside a high velocity sales-assisted GTM motion

How Pylon closes up to 30 deals per sales rep each month

I got word that an emerging startup was closing as many as 30 deals per sales rep each month. It’s a purely inbound motion, leading reps to close upwards of $2 million in new business ARR per year – for what’s effectively an SMB or commercial sale.

Even more impressive, the gross revenue retention (GRR) on these deals is 95% and net revenue retention (NRR) is 140%. And there are zero sales development reps (SDRs) doing outbound prospecting or lead qualification; it’s all handled by the account execs.

Frankly, it’s extremely rare to see those numbers for an SMB-focused SaaS business. I wanted to learn more – and share the playbook with you all.

The startup is Pylon, a B2B customer service platform which raised a $17M Series A from a16z last August (despite being cash-flow positive). They’re going after Zendesk and have been adopted by more than 500 B2B companies like AssemblyAI, Hex, Hightouch and Incident.io. I sat down with co-founder and CEO Marty Kausas to get the inside story.

👋 Hi, …