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Contents

1. Revenue systems

2. Builds

3. The operator

4. Writing

5. Journal

6. Resume

7. Appendix

221 wordsby CONNOR J. LAUGHLIN

Signal-based demand engine.

Buying signals routed to a tiered response model, with a defined window on the highest-priority ones.

Outcome

Built tiered signal-to-touch SLAs, including a two-hour high-priority response rule, inside the GTM infrastructure behind a nine-figure influenced pipeline.

Signal to touchThe signal tiering model as built: one row per signal tier, and every tier carrying a routing path and a response window. Tier thresholds and window lengths are held back.ROUTING PATHRESPONSE WINDOWONE ROW PER TIER
FIG_011 [ Signal to touch ]A tier determines the routing path and the response window, and the system assigns both.

Most outbound treats every account the same way. I built a tiering model that reads buying signals, routes each tier to the right motion, and holds the team to a response window. The highest-priority signals carry a two-hour high-priority response rule. Every other tier gets a defined window and a named owner.

The case

  1. 01The problem

    There was no clean outbound motion, no BDR budget, and no reliable way to decide which account signals deserved immediate sales action.

  2. 02What I built

    I built a signal-based BDR pod from existing resources, with fit scoring, account-intent signals, enrichment, routing, a high-priority SLA, weekly signal review, playbooks, sequences, and a coaching cadence.

  3. 03What changed

    Sales had a clearer way to prioritize interest, work the right accounts faster, and inspect whether signals became meetings and SQLs.

  4. 04What it proves

    A pipeline motion stood up on repurposed headcount, with the routing and the response window written down.

Proof

Chapter figures

high-priority signal-to-touch SLA
2 hours. high-priority signal-to-touch SLA. every signal timestamped.

Systems built

  1. Account-intent signal ingest with company match
  2. ICP fit scoring and tiered routing
  3. Enrichment, contact append, and CRM handoff
  4. High-priority signal-to-touch SLA
  5. Weekly signal review and rep coaching cadence

Chapter details

Scope
  • Signal capture
  • ICP score
  • enrichment
  • routing
  • SLA
  • review.
Stack
  • Account-intent signals
  • CRM
  • sequences
  • enrichment
Governance
  • Enforced SLA
  • documented workflow
  • weekly operating review

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 headcount. The pipeline came out of the system, and the pilot ran on repurposed people.

Long form

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

Read it
Email Connor

Open to VP of Marketing & GTM, Head of GTM, VP Revenue Operations, and GTM engineering roles at AI-native B2B SaaS and PE-backed growth companies that build the tools of change. Chicago, hybrid or remote.