At a glance
- Who: Jared Ben-Jamin, founding go-to-market hire at Mach9
- Company: AI CAD software for civil engineering, sold to state DOTs and engineering firms
- Team in Dock: 7 agents, led by a chief of staff
- Roles covered: pipeline follow-up, pricing and packaging, outbound sourcing, inbox triage, email outbound, BDR hiring and enablement
- Tools around them: HubSpot, Gmail, Slack and Granola
- So far: stalled deals flagged and moving again, 100+ calls reviewed, 82 deals kept current every hour, an expansion priced the same evening
Mach9 builds Digital Surveyor, AI CAD software for civil engineering. It turns LiDAR and imagery into CAD-ready breaklines, curbs and signs, work that survey and engineering teams used to draft by hand. Customers include Olsson, HNTB, WSP, the Washington State DOT and the Maryland DOT (mach9.ai).
Buyers like these move slowly, through many people, and they judge a vendor on whether it does what it said on the last call.
Jared Ben-Jamin is Mach9's founding go-to-market hire. He runs more than 20 customer calls a week and is building the playbook the company will grow its sales team on. Before Dock, follow-ups, CRM updates and pricing prep happened at night or not at all, "and commitments I made on calls were the first thing to drop."
The sales team
Jared runs a seven-agent sales team in Dock: a chief of staff, plus agents for pipeline follow-up, pricing and packaging, outbound sourcing, inbox triage, email outbound, and BDR hiring and enablement. Nothing goes to a customer unless Jared sends it.
What it does without being asked
- His chief of staff sends a 9am brief and a 5pm rundown.
- Every recorded call is read the day it happens: what Jared promised, what the customer needs, what the product is missing. Follow-ups are drafted the same day. That's 100+ calls since he started, 8 on October 14 alone.
- 82 HubSpot deals update every hour from new email, Slack channels and Granola notes from internal and external meetings, with nobody typing them in.
- Product gaps reach Mach9's engineers as customers raise them, so every go-to-market function works from the same picture.
A day with the sales team
- 9am: the chief of staff's brief is waiting: today's calls, what's due, which deals moved overnight.
- During the day: after each recorded call, the team reads the Granola notes, lists what Jared promised and drafts the follow-ups. HubSpot updates on its own every hour.
- In the background: the outbound agent sources new accounts, the pipeline agent chases open ones, and inbox triage sorts what needs Jared from what doesn't.
- 5pm: the rundown: what went out, what's still open, what changed in the pipeline, and any product gaps raised by customers.
Stalled deals, moving again
Some of Mach9's deals had stalled on a product gap. Engineering closed those gaps, but nothing told Jared which stalled deals they unblocked. Rex, his pipeline agent, connected the two: it flagged the deals whose blocker was now fixed, so Jared could go back to those buyers and get them moving again.
"There were stalled deals that Rex, my pipeline agent, helped to flag and get going again. These were deals where there had been product gaps that we had closed but I didn't have good reporting on."
What Jared still decides
Every email to a customer goes out from Jared, after he reviews it. Pricing, terms and who gets a call stay with him. The team makes sure he walks into each conversation knowing the history and with the follow-ups already drafted.
What it does when he asks
When a customer's expansion came up, Jared asked for a pricing analysis. His agents pulled every call and email on the account and had it ready that evening. He went into the negotiation with the whole account history and a priced plan.
Illustration of Jared's setup. The account name and counts in the conversation are examples.
"This has helped me reshape how I go into contract negotiation and expansion conversations."
"...my agents running around the clock for me and knowing what I want and when."
Small teams, big companies: read why.