AirOps
AirOps Case Study: $7.83M in Qualified Pipeline in 10 Months, With No New SDRs
An account-based growth system built inside their HubSpot, with zero new SDRs.
What AirOps looked like before the system was installed, what was built during the engagement, and the results after.
Visit AirOps- Industry
- B2B SaaS · AI content
- Company size
- 11–50 employees
- Engagement
- 10 months
- Stack
- HubSpot, Clay, Trigify, Fibbler, HockeyStack
Qualified pipeline stuck at the same level for close to a year
AirOps sells an AI content platform to marketing and content teams. The product had real traction. The pipeline number did not follow it.
For roughly a year, qualified pipeline held flat no matter what marketing added. Outbound pushes, paid campaigns and email runs all created activity, but each channel worked from its own list with its own rules. Nobody could see which accounts were warming up across all of them.
The brief from leadership was simple and strict: grow qualified pipeline without hiring a single new SDR.
Every channel ran on its own list and its own logic
No shared view of which accounts were actually engaging
Budget not pointed at the accounts most likely to buy
More SDR headcount was ruled out from the start
An account-based growth system inside their HubSpot, built in three layers
Nothing was bolted on outside the CRM. Each layer was built in AirOps' own HubSpot, so the team could see all of it while it was being built and run it afterwards.
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1
The data layer
Mapped the total addressable market, then scored it down to a target account list on two axes: how well each account fits, and whether it shows signs of being ready to buy. Accounts were tiered so budget and rep time went to the likeliest closes, and the tiers updated automatically as accounts warmed up or cooled off.
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2
The signals layer
Every target account got one view of its engagement inside HubSpot: site visits, ad engagement, replies and LinkedIn activity. Trigify tracked LinkedIn engagement, Clay pulled buying signals like funding and hiring, Fibbler showed which accounts were engaging with the ads, and HockeyStack tied every touch back to pipeline, so each play had to earn its budget.
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3
The plays layer
Ads and outbound worked the same account list at the same time. When an account engaged with an ad, a person followed up while the brand was still fresh. When an account went quiet, it cycled back into ads. The unit of work was the account, never the channel.
Thought-leader ads
Most LinkedIn spend went behind posts from real AirOps employees, backed by customer stories, and shown only to target accounts. By the time outreach arrived, the company was already familiar.
The webinar input request
Before sending any registration link, sequences asked target buyers what they wanted the webinar to cover. People answer when they are asked for an opinion. This was the best-performing outbound play of the engagement.
Role-based sequences
Separate messaging for the head of content who uses the product and the executive who signs for it. One account, two different conversations.
Job-change outreach
When a relevant contact moved into a new role at a target account, outreach went out within days, while plans and budgets were still being set.
Stage-based retargeting
Accounts showing real buying interest saw direct-response ads pointing to a sales conversation. Colder accounts stayed on lighter content until they warmed up.
$7.83M in qualified pipeline and $1.52M in closed-won revenue
Over ten months the system produced $7.83M in qualified pipeline and $1.52M in closed-won revenue. AirOps did not hire a single new SDR to get there.
The engine lives in AirOps' own HubSpot, not in an agency account. The target account list, the signal tracking and the plays all belong to their team.
If pipeline has plateaued and the next line in the budget is another sales hire, compare it with this first: one account list, watched for buying signals, with ads and outreach landing on it together, inside the CRM you already pay for. And the system stays yours.
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