HockeyStack
San Francisco, CA
10 (+233%)
$55K–$65K
$85K–$100K
Outbound Tech Stack
Team Structure
1 Head of SDR + 5 SDRs + 1 GTM Engineer. SDRs execute — they don't write sequences. Automated account selection surfaces top 2% of scored accounts daily.
HockeyStack went from 0 to $74M pipeline in 8 months with a 10-person SDR team. The secret: one SDR creates 42 Stage 1 opps per month — 6.7x above industry average. They built a system where SDRs execute, not research. Automated scoring surfaces the top 2% of accounts daily, dynamic sequencing adjusts by buying stage, and every call is recorded and reviewed weekly. This is outbound as engineering.
What Makes HockeyStack’s Outbound Interesting
HockeyStack has the highest SDR team growth in this directory: 233% in 9 months (3 to 10 SDRs). More importantly, they went from $0 to $74M annualized pipeline in 8 months.
The Productivity Numbers
These metrics are exceptional:
- 42 Stage 1 opportunities per SDR per month (6.7x industry average)
- $2.1M pipeline per SDR per month
- 74.23% cold call connect-to-conversation rate
- 29.2% conversation-to-meeting rate
- 5 → 15 meetings per SDR per week (3x improvement over 6 months)
Channel Mix
HockeyStack’s outbound is heavily phone-first:
- 70% cold calls (using Nooks parallel dialer)
- 20% LinkedIn
- 10% email
The 7 Non-Negotiable Rules
- No manual research — if a human touches lead data, the system is broken
- Live demo view = contact within 2 minutes
- Segment and convert — don’t personalize
- SDRs execute, don’t write sequences
- Every call recorded, reviewed, logged weekly
- Tool slow >2 min = replaced
- Sequence logic version-controlled like software
Automated Account Selection
The top 2% of scored accounts enter the SDR queue daily, based on:
- ICP match score
- Real-time signals (website behavior, hiring, tech stack, content engagement)
- Buying stage detection (viewed pricing = “Conversion” sequence)
Team Investment
- Hired Alex Choi from Carta as Head of SDR
- 1 dedicated GTM Engineer (hiring a second)
- Hiring “Super ICs” — experienced SDRs who don’t need extensive training
Key Metrics
- 10 SDRs (up from 3 — 233% growth)
- $74M annualized pipeline in 8 months
- 50% of revenue from outbound
- 5x YoY revenue growth
- 34% shorter sales cycles
- $50K+ ACV
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