Signal-Based Demand Engine

I turned website and account intent into a sales-action workflow.

Demand generation
RevOps and pipeline accountability

Signal-to-meeting routing flowchart with website signal scoring, enrichment, tier gating, and SDR queue. — Fig. 39Signal-to-meeting routing · Fig. 14

TLDR · 90 seconds

$2.5M+

first-90-day pipeline

40%

held-meeting-to-SQL conversion

2 hours

high-priority signal-to-touch SLA

What it proves

I can build pipeline motion without waiting for perfect budget or headcount.

01The problem
There was no clean outbound motion, no BDR budget, and no reliable way to decide which account signals deserved immediate sales action.
02What I built
I built a signal-based BDR pod from existing resources, with fit scoring, WebSights and account intent, enrichment, routing, a 2-hour high-priority SLA, weekly signal review, playbooks, sequences, and a coaching cadence.
03What changed
Sales had a clearer way to prioritize interest, work the right accounts faster, and inspect whether signals became meetings and SQLs.
04Why it mattered
Demand generation became a managed operating motion tied to pipeline, not a pile of leads.
05What it proves
I can build pipeline motion without waiting for perfect budget or headcount.

Proof

$2.5M+first-90-day pipelinesignal-based BDR pod from existing resources
40%held-meeting-to-SQL conversionpost-discovery qualification rate from BDR-set meetings
2 hourshigh-priority signal-to-touch SLAevery signal timestamped
12,500+monthly company visitors analyzedreconcile before exact comparative use

Systems built

WebSights signal ingest with company match
ICP fit scoring and tiered routing
Enrichment, contact append, and CRM handoff
2-hour high-priority signal-to-touch SLA
Weekly signal review and rep coaching cadence

Scope

Signal capture → ICP score → enrichment → routing → SLA → review.

Stack

ZoomInfo WebSights • CRM • Outreach/Sequences • Enrichment

Governance

Enforced SLA • documented workflow • weekly operating review

Artifacts

Pages from the work. Redacted where it has to be.

BDR signal-to-touch SLA logbook tracking time received, signal type, tier, and SLA status by row. — Fig. 40Signal-to-touch SLA logbook

Governance notes

Pipeline figure approved with redaction discipline
SLA misses fixed at the process layer, not in personal callouts
Meeting and SQL targets explicitly labeled as targets where forward-looking

In the interview

I built a signal-driven BDR pod from existing resources. The system, not the budget, made the pipeline.

Long form

A written walk-through of this one, in full.

Read it

In a working session

A walk-through is the better unit. I will show redacted artifacts: process maps, KPI dictionaries, reporting packs, automation logs.

CONFIDENTIAL

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