Bridgehead Prepared for Jeff at Champion
Champion For Jeff

Customer Reference Management Software Sales Playbook

Jeff, we’ll build your new SDR’s first 100 accounts in 10 days. The first 25 are below, and they’re yours either way.

If your Business Development Representative seat stays open another quarter, ignore this. If it doesn’t, the next two minutes are worth it.

What we noticed

You announced a $5M Series A in October, and your own post says the next generation of CROs, CMOs and revenue executives will come from customer marketing. A list of companies hiring customer marketing leaders shows your new SDR who that is.

Your BDR posting has been open since September 1, and it asks them to research target accounts for advocate signals. That research is below, finished.

  1. September 1 Business Development Representative role first posted
  2. October 2 $5M Series A, led by Armory Square Ventures
  3. November 9 Role still open; the first 25 accounts are on this page

What changes for your new AE

Your new SDR starts day one with 100 companies you approved, each with the reason to call now, and drafts written to the first five, instead of spending their first weeks researching. Your event invitations start from the same list.

Your first 25 accounts

Picked from how your posting, your site and your posts describe your buyers. Each one has the reason it’s here and the source.

Yours either wayKeep these 25 whether or not we ever talk.
Cut any you wouldn’t callTell us why, and we replace it. We keep going until you’d keep at least 80 of the 100.
  1. MongoDB United States · Database software, global
    1

    MongoDB calls customer showcase a growth lever and has hired a director for it. A director chooses the platform that matches references to deals, which is your reference matching.

    Signal: Oct 23, 2026 Source
    Buyer: Director of Customer Marketing & Advocacy, or the CMO
    Why it’s ranked here

    A strong fit.

    • A named customer marketing or advocacy owner is being hired now: a dated posting in the last 90 days.
    • B2B software or technology with a sales-led motion, where a customer reference helps close deals.
    • Mid-market or enterprise customers, the logos a buyer asks to speak with.
    • The role or posting ties to pipeline, expansion or revenue influence, not only content.
    • Not already a Champion customer, and customer advocacy rather than policy or consumer advocacy.
    • Looks like who runs on Champion today: Gainsight, Zylo, AlphaSense and Sitecore.
  2. Kaseya Miami, FL · IT management software
    2

    The posting makes revenue influence the director’s main number. That is the board-ready view of customer-sourced revenue you sell.

    Signal: Nov 9, 2026 Source
    Buyer: Director, Customer Marketing Commercial
    Why it’s ranked here

    A strong fit.

    • A named customer marketing or advocacy owner is being hired now: a dated posting in the last 90 days.
    • B2B software or technology with a sales-led motion, where a customer reference helps close deals.
    • Mid-market or enterprise customers, the logos a buyer asks to speak with.
    • The role or posting ties to pipeline, expansion or revenue influence, not only content.
    • Not already a Champion customer, and customer advocacy rather than policy or consumer advocacy.
    • Looks like who runs on Champion today: Gainsight, Zylo, AlphaSense and Sitecore.
  3. Snowflake Menlo Park, CA · Data cloud software
    3

    Snowflake’s own posting uses your word, champions, for the customers it wants on stage. Its advocacy program is already large, so the next gain is matching the right customer to the right deal.

    Signal: Oct 27, 2026 Source
    Buyer: Principal Customer Marketing Manager, or the head of customer advocacy
    Why it’s ranked here

    A strong fit.

    • A named customer marketing or advocacy owner is being hired now: a dated posting in the last 90 days.
    • B2B software or technology with a sales-led motion, where a customer reference helps close deals.
    • Mid-market or enterprise customers, the logos a buyer asks to speak with.
    • The role or posting ties to pipeline, expansion or revenue influence, not only content.
    • Not already a Champion customer, and customer advocacy rather than policy or consumer advocacy.
    • Looks like who runs on Champion today: Gainsight, Zylo, AlphaSense and Sitecore.
  4. Databricks San Francisco, CA · Data and AI software
    4

    A very large strategic-customer program with one manager for the Americas. Matching those customers to sales moments is the work that outgrows a spreadsheet.

    Signal: Oct 29, 2026 Source
    Buyer: Customer Marketing Manager, Americas, or the head of customer marketing
    Why it’s ranked here

    A strong fit.

    • A named customer marketing or advocacy owner is being hired now: a dated posting in the last 90 days.
    • B2B software or technology with a sales-led motion, where a customer reference helps close deals.
    • Mid-market or enterprise customers, the logos a buyer asks to speak with.
    • The role or posting ties to pipeline, expansion or revenue influence, not only content.
    • Not already a Champion customer, and customer advocacy rather than policy or consumer advocacy.
    • Looks like who runs on Champion today: Gainsight, Zylo, AlphaSense and Sitecore.
  5. Coveo United States · Search and AI relevance software
    5

    The director is asked to turn references and stories into insight that shapes go-to-market. That is the reference roster that maintains itself.

    Signal: Aug 26, 2026 Source
    Buyer: Director, Customer Marketing
    Why it’s ranked here

    A strong fit.

    • A named customer marketing or advocacy owner is being hired now: a dated posting in the last 90 days.
    • B2B software or technology with a sales-led motion, where a customer reference helps close deals.
    • Mid-market or enterprise customers, the logos a buyer asks to speak with.
    • The role or posting ties to pipeline, expansion or revenue influence, not only content.
    • Not already a Champion customer, and customer advocacy rather than policy or consumer advocacy.
    • Looks like who runs on Champion today: Gainsight, Zylo, AlphaSense and Sitecore.
  6. CoderPad United States · Hiring technology software
    6

    The posting asks for expansion pipeline and a bench of advocates from the same person. Those are the two numbers your platform reports.

    Signal: Oct 27, 2026 Source
    Buyer: Senior Manager, Customer Marketing
    Why it’s ranked here

    A strong fit.

    • A named customer marketing or advocacy owner is being hired now: a dated posting in the last 90 days.
    • B2B software or technology with a sales-led motion, where a customer reference helps close deals.
    • Mid-market or enterprise customers, the logos a buyer asks to speak with.
    • The role or posting ties to pipeline, expansion or revenue influence, not only content.
    • Not already a Champion customer, and customer advocacy rather than policy or consumer advocacy.
    • Looks like who runs on Champion today: Gainsight, Zylo, AlphaSense and Sitecore.
  7. Darktrace Miami, FL and Boston, MA · Cybersecurity software
    7

    The role is described as one of its most important growth engines, and it was posted twice. Two seats means two people asking sales for references.

    Signal: Oct 28, 2026 Source
    Buyer: Marketing Manager, Customer Advocacy, or the head of audience marketing
    Why it’s ranked here

    A strong fit.

    • A named customer marketing or advocacy owner is being hired now: a dated posting in the last 90 days.
    • B2B software or technology with a sales-led motion, where a customer reference helps close deals.
    • Mid-market or enterprise customers, the logos a buyer asks to speak with.
    • The role or posting ties to pipeline, expansion or revenue influence, not only content.
    • Not already a Champion customer, and customer advocacy rather than policy or consumer advocacy.
    • Looks like who runs on Champion today: Gainsight, Zylo, AlphaSense and Sitecore.
  8. Absorb Software United States · Learning management software
    8

    The manager owns reviews, references and speakers in one seat. Your references page is built for that handoff to sales.

    Signal: Nov 7, 2026 Source
    Buyer: Customer Marketing Manager
    Why it’s ranked here

    A strong fit.

    • A named customer marketing or advocacy owner is being hired now: a dated posting in the last 90 days.
    • B2B software or technology with a sales-led motion, where a customer reference helps close deals.
    • Mid-market or enterprise customers, the logos a buyer asks to speak with.
    • The role or posting ties to pipeline, expansion or revenue influence, not only content.
    • Not already a Champion customer, and customer advocacy rather than policy or consumer advocacy.
    • Looks like who runs on Champion today: Gainsight, Zylo, AlphaSense and Sitecore.

Your new SDR’s first 100 accounts, in 10 days

The first 25 are above, and they’re yours either way.

Email Kash

We build a handful of these a month, for founders hiring now.

10 days

from kickoff to your team running it

  • 100 accounts you approve, each with the reason
  • Drafts to the first five, in your voice
  • Your team runs it without us
  • Any account you cut, we replace

How does Champion sell?

An outside read from your posting, your site and your LinkedIn posts, built to be corrected: tell us anything that’s wrong. Tap a clip to play it from that moment.

In your posts and interviews3 quotes
  1. Who buys
    “I believe the next generation of CROs, CMOs, and Revenue Execs will come from Customer Marketing.”
    Your LinkedIn post on customer marketing leaders, November 9
  2. The problem
    “They reached out this week and had no idea we were a customer.”
    Your LinkedIn post on vendors that don’t know you, November 5
  3. When a store moves
    “every growing company has champions it is underleveraging today who influence pipeline, drive deals to close, and open up expansion opportunities.”
    Your LinkedIn post on Anthropic’s S-1, October 26
What your customers sayFrom Business Development Representative posting, championhq.com, championhq.com/hall-of-fame, CX Network: Champion raises $5m in Series A, championhq.com/platform/job-changes
  1. CPChampion posting
    “You’ll engage with Customer Marketing Leaders, Chief Marketing Officers, and GTM executives about driving growth through customer advocacy”
    Champion posting · Business Development Representative posting
  2. CPChampion posting
    “Develop authentic connections with customer marketing, advocacy, and GTM leaders across mid-market and enterprise accounts.”
    Champion posting · Business Development Representative posting
  3. CSChampion site
    “From the CRO to customer marketing to sales reps, Champion enables all revenue-driving teams to find, engage, and amplify customer trust”
    Champion site · championhq.com
  4. CSChampion site
    “Sales asks for a reference for a top-five deal. Your CSM responds three days later with an irrelevant customer.”
    Champion site · championhq.com
  5. CSChampion site
    “A B2B company that pours acquisition spend into top of funnel while customers, relationships, and revenue leak out the bottom.”
    Champion site · championhq.com
  6. SBSitecore
    “Our sellers can now request a customer reference right from the opportunity record in Salesforce, all thanks to our friends at Champion.”
    Sean Broderick, Sitecore · championhq.com/hall-of-fame
  7. CSChampion site
    “The rep sends the ask in 90 seconds in SFDC and Revenue AI ranks the best candidates by deal context”
    Champion site · championhq.com
  8. KSHead of Global Customer Marketing and Reference Programs
    “It lifted the operational burden of chasing reference requests off our team, allowing us to focus on strategic growth.”
    Kyra Shannon, Head of Global Customer Marketing and Reference Programs · championhq.com/hall-of-fame
  9. SHSenior Director, Customer Marketing
    “Not just a vendor who expects us to adopt their technology, but leaders who want to help us drive impact within our business.”
    Stephanie Hartsog, Senior Director, Customer Marketing · championhq.com/hall-of-fame
  10. JRin CX Network
    “Most of the pitches right now are how AI can replace humans and that is the exact opposite of what we want to build. We want to empower humans”
    Jeff Reekers, in CX Network · CX Network: Champion raises $5m in Series A
  11. CSChampion site
    “When a champion moves from an existing customer to a prospect, they become one of the highest-intent leads your BDR team will see this quarter.”
    Champion site · championhq.com/platform/job-changes
  12. CPChampion posting
    “driving attendance to Champion’s in-person and virtual events”
    Champion posting · Business Development Representative posting

Words you use

  • “Customer Revenue Orchestration”
  • “leaky bucket business”
  • “customer-sourced pipeline”
  • “Revenue AI”
  • “more human”
  • “Go On Offense”
  • “Get Curious, Not Critical”
  • “warmest cold outbound”

How the list learns your calls

In the first session you react to accounts like these: keep or cut, and why, the way you’d tell a cofounder. Each reason becomes a rule you can read, the pool re-scores, and ten more show whether it learned. Keep eight of ten and the hundred is built on your rules.

  1. You cut one on the call, and say why
  2. It becomes a rule
  3. The pool re-scores
  4. Ten more test it

Which questions can only you answer?

Your posting and your posts don’t say which companies you would never spend a call on, or what a customer marketing leader has to see before agreeing to a demo. About 30 minutes of you reacting to real accounts answers these.

  1. 1

    Is a manager-level customer marketing posting the signal, or only a director or head?

    row 1 and row 2 are director roles; row 17 and row 18 are manager roles.

  2. 2

    Does a very large company belong in your SDR’s first week?

    row 16 and row 4 test the top of the size range.

  3. 3

    Does a community program count as customer advocacy?

    row 21 runs an advocates program for users.

  4. 4

    Is a company with organic champions a fit, or only one that needs help finding them?

    row 19 is the row your own S-1 post points at.

  5. 5

    Does the word advocacy alone make a company a buyer?

    row 25 and row 23 use the word for policy and loyalty.

What does your Business Development Representative’s first morning look like?

Without

The CRM you have now. The early weeks go to learning which accounts you’d call, and why.

With · Business Development Representative, first morning

  • MMongoDBDraft written
  • KKaseyaDraft written
  • SSnowflakeDraft written
  • DDatabricksDraft written
  • CCoveoDraft written

A hundred accounts you approved, the rules behind them and drafts to the first five, so their time goes to buyers.

From week two, your mornings too: one brief, drafts to approve, every message sent by you.

How the 10 days run

What happens in the ten working days?

November 16, 2026 to December 1, 2026. About a day of your time in total.

  1. Before by November 16

    You send the customers you’d clone and three deals that went wrong, plus 10 to 20 emails or posts you wrote. “How you sell” is drafted from your talks and posts.

    You: 20 minutes
  2. Day 1 November 16

    The playbook session: we fill the gaps and correct the draft together. Your CRM is connected.

    You: 2 hours
  3. Day 2 November 17

    Your first rules are written; a few hundred companies are scored against them.

    You: none
  4. Day 3 November 18

    You review the first 25 (talking it through is fine).

    You: 30 minutes
  5. Day 4 November 19

    Your reasons become rules; you see the re-score and judge 10 more. First touches are written in your voice to the accounts you kept, and you read ten. Touches start logging to the CRM.

    You: 30 minutes
  6. Day 5 November 20

    The hundred is built. The research tool is set up; you test it on three accounts you know.

    You: 15 minutes
  7. Day 6 November 23

    The morning run is set up; your first morning, with us.

    You: 30 minutes
  8. Day 7 November 24

    You review all hundred, and any cut is replaced. Team training, session one.

    You: 1 hour 20 minutes
  9. Day 8 November 25

    Your first morning on your own. Training session two, hands-on for each person.

    You: 1 hour plus your morning
  10. Day 9 November 30

    Your second morning on your own. Each person on your team runs the morning alone.

    You: your morning
  11. Day 10 December 1

    Your third morning on your own. A week of touches is in the CRM. Handover sign-off.

    You: 30 minutes plus your morning
Kash Badami

Who builds it?

The person in the video does the work with you, from the first session to the handover.

$100M+in deals sold in a single year
$0 to $10MARR in 12 months, for a company I built
  1. “Kash and I built ERT Credit together in 2021. He took my MVP and turned it into a SaaS that hit $10M ARR in twelve months.”

    Jordan Anderson, CEO, PayStreetgobridgehead.ai/about

  2. “Analytical in approach, technologically-knowledgeable, and earnest in conviction, Kash was able to drive pipeline in a notoriously challenging tech region.”

    JBJason Brandt, Managing Director, Sales, ePlus inc.LinkedIn recommendation, April 2020

Where does this go from here?

Three options. Each one is fine.

Not a fit

Say so in a line, and that’s the end of it.

Not now

Keep the 25 and the read on how you sell, and share them. When the role fills, the offer stands.

Talk with Kash

Ask Kash to call you, or email him. He calls to set up a 30-minute strategy session. Bring your cofounder or your sales leader.

Your new SDR’s first 100 accounts, in 10 days

The first 25 are above, and they’re yours either way.

Email Kash

We build a handful of these a month, for founders hiring now.

10 days

from kickoff to your team running it

  • 100 accounts you approve, each with the reason
  • Drafts to the first five, in your voice
  • Your team runs it without us
  • Any account you cut, we replace

Champion sales playbook, in brief

Champion sells a customer revenue platform that finds a company’s most engaged customers, matches them to the right sales moment and tracks the revenue they influence.championhq.com, championhq.com/company

Its BDR posting names the buyer: customer marketing leaders, CMOs and GTM executives at mid-market and enterprise accounts, reached through outreach, warm introductions and events.Business Development Representative posting

Jeff Reekers says the next generation of CROs, CMOs and revenue executives will come from customer marketing, and Champion raised a $5M Series A in October.Your LinkedIn post on customer marketing leaders, CX Network: Champion raises $5m in Series A

The first 25 accounts for a new SDR are business software and technology companies hiring customer marketing or advocacy leaders, each scored on six rules and backed by a dated, sourced signal: fifteen strong fits, six in the middle and four edge cases that test the rules.

Prepared by at Bridgehead · November 9, 2026 · Every source

Questions founders ask

Can’t my SDR build this when they start?

They can. But wouldn’t you rather they were booking meetings? Reps spend 28% of their time selling, and the average SDR takes 3.0 months to ramp and stays 1.9 years. This replaces the weeks they would spend building the list and learning what you already know.

28%: Salesforce, State of Sales (7,700+ sellers, 2022) · 3.0 months: Bridge Group, 2025 SDR report (351 companies)

How much sooner does my new SDR get to work?

From day one, because the accounts you approved and the first drafts are waiting. The average SDR takes 3.0 months to ramp, and only 60% hit quota.

3.0 months: Bridge Group, 2025 SDR report (351 companies) · 60%: Bridge Group, 2025 SDR report (351 companies)

We tried an outreach tool and it sounded like a robot. How is this different?

Nothing goes out on its own. Every account on the list is one you approved, every draft is written to one person, and you send each message yourself. It learns your voice from what you’ve written and from every edit you make.

How much of my time does it take?

About a day, spread across the ten working days: the 2-hour session on how you sell, short list reviews you can talk through, two training sessions and your first mornings. The hours your SDR gets back go to selling, where reps spend just 28% of their time today.

28%: Salesforce, State of Sales (7,700+ sellers, 2022)

What happens after you leave?

It keeps learning. Each week it proposes rule changes from what your cuts, replies and silences showed, and you approve or reject each in a line.

Where does my data live?

In your own accounts: your Claude, your CRM, your files. Nothing runs on anyone else’s side, and any rule can be changed in plain English.

How is it priced?

The first engagement is one fixed price for the ten days. It depends on how many people we train and which systems we connect, so Kash quotes it on a short call. After handover, you can keep us on a retainer to keep supporting your sales process and refining it, if you choose that route.

The research behind this page 11 sources · 1 postings · 9 customers · 47 stores looked at

Your talks and posts

  1. championhq.com
  2. championhq.com/hall-of-fame
  3. championhq.com/platform/references
  4. championhq.com/platform/job-changes
  5. CX Network: Champion raises $5m in Series A, October 2, 2026
  6. Your LinkedIn post on customer marketing leaders, November 9, 2026
  7. Your LinkedIn post on vendors that don’t know you, November 5, 2026
  8. Your LinkedIn post on Anthropic’s S-1, October 26, 2026
  9. Your LinkedIn post on three lessons for founders, October 28, 2026
  10. championhq.com/company
  11. Gainsight case study on championhq.com

Your open roles

  1. Business Development Representative, first posted September 1, 2026

Your customers

Gainsight · Zylo · AlphaSense · Sitecore · Coupa · Seismic · Grafana · LaunchDarkly · Siemens, ServiceTitan and Canva (santehq.com/customers and your posts). Customer photos are from santehq.com/customers.

How the 25 were picked

47 stores found and scored on 6 rules; the 25 chosen to teach: 15 strong, 6 middle, 4 at the edges. Logos are from each store’s own site.

  • Sources: Champion’s own site, posting and LinkedIn posts, the Series A coverage, and each account’s own LinkedIn job posting, opened and saved on November 9, 2026.
  • None of the 25 appears among the customer logos on championhq.com or in the Series A coverage. Customer logos were read from the Hall of Fame page source.
  • Where a posting’s text did not load, the row rests on its title, date and what the company sells. The four edge rows test rule R2 and R5.