AirOps
An account-based growth system built inside their HubSpot, with zero new SDRs.
An AI content platform for marketing and content teams. Product traction was strong; pipeline was the thing that would not move.
Visit AirOpsQualified pipeline had been flat for close to a year, no matter what marketing layered on top. Outbound, paid, and email each produced activity in isolation, but none of it moved the number, because every channel ran on its own list and its own logic. No one could see which accounts actually mattered across all of it. The mandate was blunt: grow qualified pipeline without hiring a single new SDR.
Data layer
Mapped the TAM, then scored it down to a target account list on two axes: fit and buying-readiness signals. Accounts were tiered so budget and effort pointed at the highest-probability-to-close accounts, and tiers moved automatically as accounts warmed or cooled.
Signals layer
Every target account lived in HubSpot with one unified view of activity. Trigify tracked LinkedIn engagement, Clay watched buying signals like funding and hiring, Fibbler caught ad engagement, and HockeyStack tied it all back to pipeline. The unit of work became the account, not the channel.
Plays layer
Ads and outbound ran against the same account list, in coordination. Accounts engaging with ads got concurrent personalized outreach; cold accounts cycled back into ad sequences.
Thought-leader LinkedIn ads featuring real AirOps employees and customer stories, shown only to the target account list.
Pre-webinar sequences that asked target attendees what they wanted covered before prompting them to register.
Role-based sequences with distinct messaging for content leads versus the executives who sign.
Job-change outreach fired within days of a relevant contact changing roles at a target account.
Stage-based retargeting: direct-response ads for high-intent accounts, lighter content for colder ones.
$7.83M in qualified pipeline and $1.52M closed-won over ten months, with zero new SDRs hired. The whole engine lives inside AirOps' own HubSpot, run by their team.
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