Hire the AE who sources their own pipeline

Tiago Gouveia Segurado

I find the deals. I qualify them. I close them.

100% self-sourced pipeline. 9% Stage 2 → close rate (team avg: 4%). #1 globally on net-new logos.

Self-Sourced Pipeline

100%

Cold. Built from scratch. Every quarter.

Stage 2 → Closed-Won

2.25× the team average. MEDDPICC, every deal.

Global Outbound Rank

5 net-new logos closed. Next best AE: 3. Globally.

Closed ARR — Trailing quarters

$427.5K closed across 3 quarters

+92% QoQ Q4→Q1

Q1 2026 Attainment

107%

$214K ARR · #1 Global new logos

Q4 2025 Ramp

111%

$111.5K vs $100K ramp · #1 / 6 EMEA

Lifetime ADR Quota

128%

17 months · ADR of the Year 2024

CASE STUDY

Personio - $138K ARR

Mid-cycle layoffs removed the champion. Multi-threaded to VP Marketing & CPO, built a proposal to beat out build-vs-buy, closed full contract during a spending freeze.

See execution details

ARR

$138K

Champions

2→4

Outcome

Won

Revenue Vault

Here's what I've actually closed

Signal based prospecting → meeting → MEDDPICC → signature. No SDR. No air-cover.

Closed ARR per quarter (USD, thousands)

Performance

Sourced and closed $102,000 to date

In-quarter execution

Active pipeline build

Q2 CLOSED ARR

$102K

Active accounts & highlights

1 account

Pepperstone
Closed $102K ARR — net-new logo, full contract signed.
Drill down

Case Studies

How the deals actually got done

Five real cycles. The trigger, the objection, and the move that won it.

Hero · Recovery

Personio - $138K ARR

How I found it

Messaged the Localization Manager on LinkedIn. I read from their CEO they were preparing for an IPO, profitability was paramount.

Why they bought

It was all about saving money vs an expensive, fragmented setup in the run-up to profitability. The deal stalled when they laid off 10% of staff at the end of the year, including a key champion (Head of UX). I helped the remaining manager multi-thread to the CPO, and also surfaced their International Marketing Director, a former Lilt user, who backed us internally. Beat out build-vs-buy decision.

Why Lilt won

We replaced a messy mix of traditional agencies and tools, and uniquely, allowed them move workflows to AI-only with verifiable model training and analytics. When their finance team worried about paying for two tools at once during the switch, I protected our price by letting them draw down consumption rather than pay in one go.

Open full breakdown

Cold Call · Post-Series C trigger

NinjaOne

$75K ARR

They were launching in Japan but their translation workflow was slow and poor quality. Over 1,000 technical documents needed translating, and poor Japanese was hurting support and reseller teams. I got our CEO to email their VP of AI to clear technical hurdles, while the marketing VP pushed the contract through legal and IT in just two weeks.

View breakdown

Sales Nav · Past-user reactivation

Trackunit

$76K ARR

Their content grew 50% in a year, and their old manual translation agency couldn't keep up. They originally wanted a tiny help-center project, but I showed them the vision for a system that scales as the company grows.

View breakdown

LinkedIn · Lookalike Shopify retail

TOTEME

$36.5K ARR

They needed to launch French and Korean sites fast. A luxury brand cannot look cheap online, but their small team had no time to manually translate plugins and product details. I got a meeting with the CCO and used real retail case studies to show her how we help brands scale.

View breakdown

Cold Call · Regulated finance net-new logo

Pepperstone

$102K ARR

Pepperstone publishes regulated financial content across 10+ languages and 7 jurisdictions, with every translated word carrying the same legal risk as the English original. Their incumbents were legacy translation providers, no future proofing, with processes which bottlenecked internally. The new localization manager wanted to effect change immediately.

View breakdown

Tech Stack

The stack behind the numbers

Methodology, tooling, and the AI agents I built myself.

Sales Methodologies

MEDDPICC
Command of the Message
Value-Based Selling
Upfront Contracts
NEPQ

Tech Stack Familiarity

Salesforce
Salesloft
LinkedIn Sales Navigator
Gong
Auto-Dialers

AI & Data Stack

Clay - data enrichment & automated outbound logic
Claude - building custom workflow agents
Apify
Notion

Outbound Agent Walkthrough

See the AI-powered outbound system in action

Pipeline Visibility Agent

Real-time pipeline health & deal intelligence

Hire me

You've seen the receipts. Let's talk.

If you need an AE who builds their own pipeline and closes it, email or message me on LinkedIn.

Open to AE roles

Ready to put a self-sourcing AE on your team?

Same playbook. Your ICP. Your quota.

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