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•8 min read•Sarah Chen, Enterprise AE

How a Top Enterprise AE Built a $4.2M Pipeline in 90 Days Using AI Research

Enterprise SalesDiscoveryAI Workflow

I used to spend 6-8 hours per week manually researching accounts. Now I spend 45 minutes—and my pipeline is 3× larger.

Here's the technical breakdown of the AI-powered discovery workflow that took my deal velocity from 30 days to 12 days.

The Problem: Traditional Discovery Doesn't Scale

Most enterprise AEs research accounts like this:

  1. Browse company website for 10 minutes
  2. Scan LinkedIn for decision-makers
  3. Google recent news
  4. Check Crunchbase for funding
  5. Look at competitors
  6. Forget half of it by the time you write the email

For a single account, this takes 45-60 minutes. To properly research 20 accounts per week, you'd need 15+ hours. Nobody has that time.

The Workflow: 8 Steps, 5 Minutes Per Account

Here's the exact Conductor skill I recorded that my entire team now uses:

Step 1: Trigger Company Profile Scrape

Open [company].com → Capture full homepage text → Extract:
- Value props (what they sell)
- Customer logos (who they sell to)
- Recent announcements (hiring, funding, product launches)

Why this matters: Most sellers only read the hero section. But the footer, careers page, and customer stories reveal buying signals. I found that 73% of companies announce expansion plans in their careers page before they tell anyone else.

Technical note: Conductor captures the page in reading order, giving you structured data instead of random HTML soup. Vision models would cost $0.04 per page; this costs $0.0004.

Step 2: LinkedIn Company Page Intelligence

Navigate to linkedin.com/company/[slug] → Scrape:
- Recent posts (last 30 days)
- Employee growth trends
- Job postings (especially RevOps, Sales Ops, Finance roles)

Signal I look for: If they hired a VP of Sales in the last 60 days, they're likely building a new GTM motion. If they posted about a conference appearance, they're in growth mode.

Step 3: Decision-Maker Map

Search "site:linkedin.com [company] VP Finance" → Extract:
- Names, titles, tenure
- Previous companies (especially if they're ex-customers)
- Mutual connections

Insight: I prioritize execs who've been in role < 6 months. They're still building their stack and more open to change. I also flag anyone who worked at a current customer—instant warm intro angle.

Step 4: Funding + Financial Health Signals

Check Crunchbase, PitchBook, or recent TechCrunch articles → Look for:
- Series A/B/C raises in last 6 months
- Investor quotes mentioning "scaling" or "growth"
- Burn rate mentions (indicates urgency)

When to prioritize: If they raised in the last 90 days, they're setting up systems right now. This is your window.

Step 5: Tech Stack Reconnaissance

Run BuiltWith or Wappalyzer on their site → Identify:
- CRM (Salesforce, HubSpot)
- Finance tools (QuickBooks, Expensify, Bill.com)
- Analytics (Segment, Amplitude)

Why this matters: If they're using legacy finance tools, I know they're likely feeling pain. I also check their CRM—integrations are a huge selling point.

Step 6: Competitive Intelligence

Google "[company] vs [competitor]" → Scrape G2/Capterra reviews → Identify:
- Complaints about current vendor
- Feature gaps they mention
- Pricing sensitivity

Real example: I found a prospect complaining on G2 that their current tool "takes 2 weeks to process." That became my email subject line: "2-week processing? Here's 24-hour turnaround."

Step 7: Trigger Event Monitoring

Set up Google Alerts for:
- "[company] raises"
- "[company] acquires"
- "[company] expands"
- "[company] hires CFO"

Automation tip: I have Conductor check these alerts daily and auto-generate a summary. If a trigger event fires, it drafts a personalized email referencing the news.

Step 8: Synthesize Into 3-Sentence Openers

Once I have all this data, Conductor generates a first line like:

"Saw you just raised a Series B and are scaling from 50 → 150 employees. Most finance teams hit a wall around 75 people when legacy tools can't keep up—curious if you're seeing 2-3 week processing delays yet?"

Conversion data: Cold emails with this level of specificity get a 34% reply rate (vs 8% for generic templates).

The Results: 90 Days of Pipeline Data

Metric Before AI Research After AI Research
Time per account research 45 min 5 min
Accounts researched/week 12 60
Reply rate 8% 34%
Meeting rate 3% 14%
Pipeline generated (Q4) $1.4M $4.2M
Deal velocity 30 days 12 days

Why This Works: The Science of Relevance

Traditional cold outreach fails because reps don't have time to be relevant at scale. You either:

  1. Personalize deeply → 10 emails/day → low volume
  2. Blast templates → 200 emails/day → low quality

AI research breaks this trade-off. I now send 50 deeply personalized emails per day.

The key insight: Buyers don't care that you used AI. They care that you clearly understand their business. If your first sentence proves you did your homework, they'll take the meeting.

Recording This As a Skill (5 Minutes)

Here's how I turned this workflow into a one-click skill:

  1. Opened Conductor side panel
  2. Clicked "Record Skill"
  3. Ran through steps 1-7 for one account (Lattice)
  4. Clicked "Stop Recording"
  5. Named it "Enterprise Discovery - Full Profile"

Now when I open a new account, I click the skill button and Conductor executes all 8 steps in parallel. Results appear in 90 seconds.

What I'd Do Differently If Starting Over

  1. Start with trigger events first → Don't waste time on cold accounts
  2. Build a scoring system → I now auto-score accounts 1-10 based on signals
  3. Integrate with Salesforce → Auto-log research notes to account records
  4. Share skills faster → Took me 3 weeks to share this with my team (should've been week 1)

The Unfair Advantage

Most sellers treat research as a one-time task. I treat it as a continuous intelligence system.

Every Monday, Conductor re-checks all 200 accounts in my pipeline for:

  • New funding
  • Executive changes
  • Product launches
  • Hiring sprees

When a signal fires, I get a Slack notification with a draft email. I've closed 3 deals this quarter purely from well-timed trigger event outreach.

Try This Workflow

If you want to replicate this:

  1. Pick 5 target accounts
  2. Record the 8-step skill in Conductor
  3. Run it on all 5 accounts (should take < 30 min)
  4. Draft emails using the intelligence
  5. Measure reply rate vs your baseline

If you don't see a 2-3× lift in replies, you're either targeting the wrong accounts or your email craft needs work (not the research).

About the author: Sarah Chen is an Enterprise AE at a high-growth fintech company, where she's closed $8.7M in ARR over the last 18 months. She previously ran sales at a Series A fintech and now helps teams build scalable outbound playbooks.