For Pranav

Accounts Payable Automation Software Sales Playbook

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

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

What we noticed

You launched Fragment on October 28 with $56M, led by 8VC, and named Graybar and CNX as customers, so your new AE can point to a distributor and an energy producer by name.

Your Account Executive role has been posted since September 18 and is still open, so your pipeline is waiting on the hire.

September 18 Account Executive role first posted
October 28 $56M launch, Series A led by 8VC
November 9 Role still open; the first 25 accounts are on this page

What changes for your new AE

Your new AE starts day one with 100 accounts you approved and drafts written to the first five, instead of spending their first weeks finding them. Your posting says they will inherit a playbook and warm pipeline; this tells them which large companies to open next, and why now.

28% of a rep’s time goes to selling Source: Salesforce, State of Sales (7,700+ sellers, 2022)
6.2 months average ramp for a new AE Source: Bridge Group, 2026 AE report (158 companies)
$103K paid before a new AE is fully productive Arithmetic: $200K median OTE × 6.2 months ÷ 12. Inputs: Bridge Group, 2026 AE report (158 companies)
48% of AEs hit quota Source: Bridge Group, 2026 AE report (158 companies)

Your first 25 accounts

Picked from how you describe your buyers in your launch post, your AE posting and your site. 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.

WESCO Pittsburgh, PA · 2026 sales guided to $26.8B to $27.0B
1

A distributor of the same kind as Graybar, with backlog up about 80% in a year. More orders, receipts and supplier changes than the back office was sized for.

Signal: Oct 29, 2026 Source

Buyer: VP Procurement or VP Global Finance Shared Services
Why it’s ranked here

A strong fit.
- A manufacturer, distributor or energy company with $1B or more in revenue.
- Heavy direct procurement: physical materials, many suppliers, a high volume of purchase orders and invoices.
- Volume rising faster than the back office: growth, an acquisition or new plants adding suppliers and POs.
- A dated event in the last 90 days that adds exceptions: an acquisition, a record backlog, a new plant or an AI program.
- A reachable buyer: a procurement, supply chain or finance shared services leader, the role Graybar’s champion holds.
- Looks like the accounts already live: a distributor like Graybar, an energy producer like CNX or a contract manufacturer like Flex.
Rexel USA Dallas, TX · Part of Rexel; North American scale not stated in the source
2

Each bolt-on brings another ERP, another supplier file and another invoice flow. That is the exception work your agents take on.

Signal: Oct 27, 2026 Source

Buyer: VP Procurement or VP Global Finance Shared Services
Why it’s ranked here

A strong fit.
- A manufacturer, distributor or energy company with $1B or more in revenue.
- Heavy direct procurement: physical materials, many suppliers, a high volume of purchase orders and invoices.
- Volume rising faster than the back office: growth, an acquisition or new plants adding suppliers and POs.
- A dated event in the last 90 days that adds exceptions: an acquisition, a record backlog, a new plant or an AI program.
- A reachable buyer: a procurement, supply chain or finance shared services leader, the role Graybar’s champion holds.
- Looks like the accounts already live: a distributor like Graybar, an energy producer like CNX or a contract manufacturer like Flex.
Sonepar USA Charleston, SC · Part of Sonepar; U.S. scale not stated in the source
3

They have just said out loud that paperwork is the AI target. A distributor already budgeting for it is the easiest room to walk into.

Signal: Oct 21, 2026 Source

Buyer: VP Procurement or VP Global Finance Shared Services
Why it’s ranked here

A strong fit.
- A manufacturer, distributor or energy company with $1B or more in revenue.
- Heavy direct procurement: physical materials, many suppliers, a high volume of purchase orders and invoices.
- Volume rising faster than the back office: growth, an acquisition or new plants adding suppliers and POs.
- A dated event in the last 90 days that adds exceptions: an acquisition, a record backlog, a new plant or an AI program.
- A reachable buyer: a procurement, supply chain or finance shared services leader, the role Graybar’s champion holds.
- Looks like the accounts already live: a distributor like Graybar, an energy producer like CNX or a contract manufacturer like Flex.
Eaton Dublin, Ireland; U.S. operations in Cleveland, OH · Q3 sales $8.9B
4

Backlog above $20B and new acquisitions mean thousands of purchase orders and change orders landing on direct procurement at once.

Signal: Nov 4, 2026 Source

Buyer: Chief Procurement Officer or VP Supply Chain
Why it’s ranked here

A strong fit.
- A manufacturer, distributor or energy company with $1B or more in revenue.
- Heavy direct procurement: physical materials, many suppliers, a high volume of purchase orders and invoices.
- Volume rising faster than the back office: growth, an acquisition or new plants adding suppliers and POs.
- A dated event in the last 90 days that adds exceptions: an acquisition, a record backlog, a new plant or an AI program.
- A reachable buyer: a procurement, supply chain or finance shared services leader, the role Graybar’s champion holds.
- Looks like the accounts already live: a distributor like Graybar, an energy producer like CNX or a contract manufacturer like Flex.
Hubbell Shelton, CT · Q3 revenue $1.87B
5

An acquired connector business being folded in while volume jumps. New suppliers and part numbers arrive faster than the ERP rules do.

Signal: Oct 27, 2026 Source

Buyer: Chief Procurement Officer or VP Supply Chain
Why it’s ranked here

A strong fit.
- A manufacturer, distributor or energy company with $1B or more in revenue.
- Heavy direct procurement: physical materials, many suppliers, a high volume of purchase orders and invoices.
- Volume rising faster than the back office: growth, an acquisition or new plants adding suppliers and POs.
- A dated event in the last 90 days that adds exceptions: an acquisition, a record backlog, a new plant or an AI program.
- A reachable buyer: a procurement, supply chain or finance shared services leader, the role Graybar’s champion holds.
- Looks like the accounts already live: a distributor like Graybar, an energy producer like CNX or a contract manufacturer like Flex.
nVent London, UK; U.S. operations in Minneapolis, MN · Backlog $2.6B
6

A switchgear business that closed three weeks ago, on top of orders running ahead of sales. Two procurement shops are now one.

Signal: Oct 30, 2026 Source

Buyer: Chief Procurement Officer or VP Supply Chain
Why it’s ranked here

A strong fit.
- A manufacturer, distributor or energy company with $1B or more in revenue.
- Heavy direct procurement: physical materials, many suppliers, a high volume of purchase orders and invoices.
- Volume rising faster than the back office: growth, an acquisition or new plants adding suppliers and POs.
- A dated event in the last 90 days that adds exceptions: an acquisition, a record backlog, a new plant or an AI program.
- A reachable buyer: a procurement, supply chain or finance shared services leader, the role Graybar’s champion holds.
- Looks like the accounts already live: a distributor like Graybar, an energy producer like CNX or a contract manufacturer like Flex.
Vertiv Westerville, OH · Q3 sales $4.31B
7

Factory inventory more than doubled in a year. That means receipts, 3-way matches and supplier disputes at a volume nobody staffed for.

Signal: Oct 28, 2026 Source

Buyer: Chief Procurement Officer or VP Supply Chain
Why it’s ranked here

A strong fit.
- A manufacturer, distributor or energy company with $1B or more in revenue.
- Heavy direct procurement: physical materials, many suppliers, a high volume of purchase orders and invoices.
- Volume rising faster than the back office: growth, an acquisition or new plants adding suppliers and POs.
- A dated event in the last 90 days that adds exceptions: an acquisition, a record backlog, a new plant or an AI program.
- A reachable buyer: a procurement, supply chain or finance shared services leader, the role Graybar’s champion holds.
- Looks like the accounts already live: a distributor like Graybar, an energy producer like CNX or a contract manufacturer like Flex.
GE Vernova Cambridge, MA · Q3 revenue $12.6B; backlog $197B
8

Backlog grew by $20B in one quarter. Every one of those orders turns into supplier change orders and invoices behind the scenes.

Signal: Oct 28, 2026 Source

Buyer: Chief Procurement Officer or VP Supply Chain
Why it’s ranked here

A strong fit.
- A manufacturer, distributor or energy company with $1B or more in revenue.
- Heavy direct procurement: physical materials, many suppliers, a high volume of purchase orders and invoices.
- Volume rising faster than the back office: growth, an acquisition or new plants adding suppliers and POs.
- A dated event in the last 90 days that adds exceptions: an acquisition, a record backlog, a new plant or an AI program.
- A reachable buyer: a procurement, supply chain or finance shared services leader, the role Graybar’s champion holds.
- Looks like the accounts already live: a distributor like Graybar, an energy producer like CNX or a contract manufacturer like Flex.
Cummins Columbus, IN · Q3 revenue $9.44B
9

Demand is moving between product lines in one quarter, so purchase orders get changed after goods are received. That is the change order case your site opens with.

Signal: Nov 5, 2026 Source

Buyer: Chief Procurement Officer or VP Supply Chain
Why it’s ranked here

A strong fit.
- A manufacturer, distributor or energy company with $1B or more in revenue.
- Heavy direct procurement: physical materials, many suppliers, a high volume of purchase orders and invoices.
- Volume rising faster than the back office: growth, an acquisition or new plants adding suppliers and POs.
- A dated event in the last 90 days that adds exceptions: an acquisition, a record backlog, a new plant or an AI program.
- A reachable buyer: a procurement, supply chain or finance shared services leader, the role Graybar’s champion holds.
- Looks like the accounts already live: a distributor like Graybar, an energy producer like CNX or a contract manufacturer like Flex.
Generac Waukesha, WI · Q3 revenue $1.29B
10

A new multi-year supply agreement means a ramp of components from many suppliers on a fixed schedule. Late and partial deliveries will hit the matching desk first.

Signal: Oct 28, 2026 Source

Buyer: Chief Procurement Officer or VP Supply Chain
Why it’s ranked here

A strong fit.
- A manufacturer, distributor or energy company with $1B or more in revenue.
- Heavy direct procurement: physical materials, many suppliers, a high volume of purchase orders and invoices.
- Volume rising faster than the back office: growth, an acquisition or new plants adding suppliers and POs.
- A dated event in the last 90 days that adds exceptions: an acquisition, a record backlog, a new plant or an AI program.
- A reachable buyer: a procurement, supply chain or finance shared services leader, the role Graybar’s champion holds.
- Looks like the accounts already live: a distributor like Graybar, an energy producer like CNX or a contract manufacturer like Flex.
Jabil St. Petersburg, FL · FY2026 revenue $36.0B
11

A contract manufacturer like Flex, growing about a fifth in a year with more than 100 sites. The shape of the problem Flex had is the one you have already solved.

Signal: Oct 1, 2026 Source

Buyer: VP Procurement or VP Global Finance Shared Services
Why it’s ranked here

A strong fit.
- A manufacturer, distributor or energy company with $1B or more in revenue.
- Heavy direct procurement: physical materials, many suppliers, a high volume of purchase orders and invoices.
- Volume rising faster than the back office: growth, an acquisition or new plants adding suppliers and POs.
- A dated event in the last 90 days that adds exceptions: an acquisition, a record backlog, a new plant or an AI program.
- A reachable buyer: a procurement, supply chain or finance shared services leader, the role Graybar’s champion holds.
- Looks like the accounts already live: a distributor like Graybar, an energy producer like CNX or a contract manufacturer like Flex.
Sanmina San Jose, CA · Q4 sales $3.86B
12

Another contract manufacturer like Flex, and a year into absorbing ZT Systems. Two sets of suppliers and systems under one roof.

Signal: Nov 9, 2026 Source

Buyer: VP Procurement or VP Global Finance Shared Services
Why it’s ranked here

A strong fit.
- A manufacturer, distributor or energy company with $1B or more in revenue.
- Heavy direct procurement: physical materials, many suppliers, a high volume of purchase orders and invoices.
- Volume rising faster than the back office: growth, an acquisition or new plants adding suppliers and POs.
- A dated event in the last 90 days that adds exceptions: an acquisition, a record backlog, a new plant or an AI program.
- A reachable buyer: a procurement, supply chain or finance shared services leader, the role Graybar’s champion holds.
- Looks like the accounts already live: a distributor like Graybar, an energy producer like CNX or a contract manufacturer like Flex.
Plexus Neenah, WI · Q4 sales up 35%
13

Inventory is soaking up cash, so every PO and invoice exception costs more. A contract manufacturer where cleared exceptions show up on the cash line.

Signal: Oct 28, 2026 Source

Buyer: VP Procurement or VP Global Finance Shared Services
Why it’s ranked here

A strong fit.
- A manufacturer, distributor or energy company with $1B or more in revenue.
- Heavy direct procurement: physical materials, many suppliers, a high volume of purchase orders and invoices.
- Volume rising faster than the back office: growth, an acquisition or new plants adding suppliers and POs.
- A dated event in the last 90 days that adds exceptions: an acquisition, a record backlog, a new plant or an AI program.
- A reachable buyer: a procurement, supply chain or finance shared services leader, the role Graybar’s champion holds.
- Looks like the accounts already live: a distributor like Graybar, an energy producer like CNX or a contract manufacturer like Flex.
EQT Pittsburgh, PA · Combined company above 9 Bcfed after the deal
14

An Appalachian gas producer, like CNX, about to merge two sets of vendors, invoices and joint-interest billing.

Signal: Oct 26, 2026 Source

Buyer: VP Procurement or VP Global Finance Shared Services
Why it’s ranked here

A strong fit.
- A manufacturer, distributor or energy company with $1B or more in revenue.
- Heavy direct procurement: physical materials, many suppliers, a high volume of purchase orders and invoices.
- Volume rising faster than the back office: growth, an acquisition or new plants adding suppliers and POs.
- A dated event in the last 90 days that adds exceptions: an acquisition, a record backlog, a new plant or an AI program.
- A reachable buyer: a procurement, supply chain or finance shared services leader, the role Graybar’s champion holds.
- Looks like the accounts already live: a distributor like Graybar, an energy producer like CNX or a contract manufacturer like Flex.
Expand Energy Oklahoma City, OK · Q3 net production 7.54 Bcfe/d
15

Activity is moving up and down by basin, so service orders and invoices are changing fast. The energy side of your list, the same buyer as CNX.

Signal: Oct 28, 2026 Source

Buyer: VP Procurement or VP Global Finance Shared Services
Why it’s ranked here

A strong fit.
- A manufacturer, distributor or energy company with $1B or more in revenue.
- Heavy direct procurement: physical materials, many suppliers, a high volume of purchase orders and invoices.
- Volume rising faster than the back office: growth, an acquisition or new plants adding suppliers and POs.
- A dated event in the last 90 days that adds exceptions: an acquisition, a record backlog, a new plant or an AI program.
- A reachable buyer: a procurement, supply chain or finance shared services leader, the role Graybar’s champion holds.
- Looks like the accounts already live: a distributor like Graybar, an energy producer like CNX or a contract manufacturer like Flex.
Border States Fargo, ND · Employee-owned electrical distributor
16

An employee-owned distributor like Graybar just hired a leader to evaluate growth, which in this channel means acquisitions and the systems work that follows.

Signal: Oct 27, 2026 Source

Buyer: EVP, Enterprise Strategy and Corporate Development
Why it’s ranked here

In the middle.
- A manufacturer, distributor or energy company with $1B or more in revenue.
- Heavy direct procurement: physical materials, many suppliers, a high volume of purchase orders and invoices.
- Volume rising faster than the back office: growth, an acquisition or new plants adding suppliers and POs.
- A dated event in the last 90 days that adds exceptions: an acquisition, a record backlog, a new plant or an AI program.
- A reachable buyer: a procurement, supply chain or finance shared services leader, the role Graybar’s champion holds.
- Looks like the accounts already live: a distributor like Graybar, an energy producer like CNX or a contract manufacturer like Flex.
Facility Solutions Group Austin, TX · More than $1B in annual revenue
17

Distribution plus installation under one roof means two invoice streams, supplier terms and job costs to reconcile.

Signal: Oct 27, 2026 Source

Buyer: VP Procurement or VP Global Finance Shared Services
Why it’s ranked here

In the middle.
- A manufacturer, distributor or energy company with $1B or more in revenue.
- Heavy direct procurement: physical materials, many suppliers, a high volume of purchase orders and invoices.
- Volume rising faster than the back office: growth, an acquisition or new plants adding suppliers and POs.
- A dated event in the last 90 days that adds exceptions: an acquisition, a record backlog, a new plant or an AI program.
- A reachable buyer: a procurement, supply chain or finance shared services leader, the role Graybar’s champion holds.
- Looks like the accounts already live: a distributor like Graybar, an energy producer like CNX or a contract manufacturer like Flex.
Antero Resources Denver, CO · Q3 net production above 4.2 Bcfe/d
18

A producer chasing a $300M margin plan, where every vendor dispute and invoice error is a unit-cost problem.

Signal: Oct 28, 2026 Source

Buyer: VP Procurement or VP Global Finance Shared Services
Why it’s ranked here

In the middle.
- A manufacturer, distributor or energy company with $1B or more in revenue.
- Heavy direct procurement: physical materials, many suppliers, a high volume of purchase orders and invoices.
- Volume rising faster than the back office: growth, an acquisition or new plants adding suppliers and POs.
- A dated event in the last 90 days that adds exceptions: an acquisition, a record backlog, a new plant or an AI program.
- A reachable buyer: a procurement, supply chain or finance shared services leader, the role Graybar’s champion holds.
- Looks like the accounts already live: a distributor like Graybar, an energy producer like CNX or a contract manufacturer like Flex.
Fastenal Winona, MN · Q3 sales $2,463M
19

Bigger customers and a large supplier base. The volume of invoice and receipt exceptions grows with each national account.

Signal: Oct 14, 2026 Source

Buyer: VP Procurement or VP Global Finance Shared Services
Why it’s ranked here

In the middle.
- A manufacturer, distributor or energy company with $1B or more in revenue.
- Heavy direct procurement: physical materials, many suppliers, a high volume of purchase orders and invoices.
- Volume rising faster than the back office: growth, an acquisition or new plants adding suppliers and POs.
- A dated event in the last 90 days that adds exceptions: an acquisition, a record backlog, a new plant or an AI program.
- A reachable buyer: a procurement, supply chain or finance shared services leader, the role Graybar’s champion holds.
- Looks like the accounts already live: a distributor like Graybar, an energy producer like CNX or a contract manufacturer like Flex.
Powell Industries Houston, TX · Backlog about $2.4B
20

A mega-order from one customer starts a long build with hundreds of purchased components, and changes follow. The signal is from August.

Signal: Aug 3, 2026 Source

Buyer: Chief Procurement Officer or VP Supply Chain
Why it’s ranked here

In the middle.
- A manufacturer, distributor or energy company with $1B or more in revenue.
- Heavy direct procurement: physical materials, many suppliers, a high volume of purchase orders and invoices.
- Volume rising faster than the back office: growth, an acquisition or new plants adding suppliers and POs.
- A dated event in the last 90 days that adds exceptions: an acquisition, a record backlog, a new plant or an AI program.
- A reachable buyer: a procurement, supply chain or finance shared services leader, the role Graybar’s champion holds.
- Looks like the accounts already live: a distributor like Graybar, an energy producer like CNX or a contract manufacturer like Flex.
Prysmian Milan, Italy; Encore Wire in McKinney, TX · U.S. industrial and construction business
21

Three product lines, three supplier bases and likely three ERPs are being folded together right now.

Signal: Oct 27, 2026 Source

Buyer: Chief Procurement Officer or VP Supply Chain
Why it’s ranked here

In the middle.
- A manufacturer, distributor or energy company with $1B or more in revenue.
- Heavy direct procurement: physical materials, many suppliers, a high volume of purchase orders and invoices.
- Volume rising faster than the back office: growth, an acquisition or new plants adding suppliers and POs.
- A dated event in the last 90 days that adds exceptions: an acquisition, a record backlog, a new plant or an AI program.
- A reachable buyer: a procurement, supply chain or finance shared services leader, the role Graybar’s champion holds.
- Looks like the accounts already live: a distributor like Graybar, an energy producer like CNX or a contract manufacturer like Flex.
Lonestar Electric Supply Houston, TX · Regional distributor; size not stated
22

A two-acquisition year. Redstone keeps its name and facility, which means its systems and invoices run separately for now.

Signal: Oct 5, 2026 Source

Buyer: Owner or CFO
Why it’s ranked here

An edge case, on purpose. It’s here to test a rule: Is a regional distributor of unknown revenue below the size line, or does a fast acquirer qualify anyway?
- A manufacturer, distributor or energy company with $1B or more in revenue.
- Heavy direct procurement: physical materials, many suppliers, a high volume of purchase orders and invoices.
- Volume rising faster than the back office: growth, an acquisition or new plants adding suppliers and POs.
- A dated event in the last 90 days that adds exceptions: an acquisition, a record backlog, a new plant or an AI program.
- A reachable buyer: a procurement, supply chain or finance shared services leader, the role Graybar’s champion holds.
- Looks like the accounts already live: a distributor like Graybar, an energy producer like CNX or a contract manufacturer like Flex.
Colonial Electric Supply King of Prussia, PA · Independent, family-owned; size not stated
23

A small acquirer with new branches in the Meadowlands and Richmond. Exceptions grow with every branch, but the team that works them is small.

Signal: Oct 27, 2026 Source

Buyer: Owner or Controller
Why it’s ranked here

An edge case, on purpose. It’s here to test a rule: Does a family-owned distributor under the size line belong on a list built for $1B+ buyers?
- A manufacturer, distributor or energy company with $1B or more in revenue.
- Heavy direct procurement: physical materials, many suppliers, a high volume of purchase orders and invoices.
- Volume rising faster than the back office: growth, an acquisition or new plants adding suppliers and POs.
- A dated event in the last 90 days that adds exceptions: an acquisition, a record backlog, a new plant or an AI program.
- A reachable buyer: a procurement, supply chain or finance shared services leader, the role Graybar’s champion holds.
- Looks like the accounts already live: a distributor like Graybar, an energy producer like CNX or a contract manufacturer like Flex.
Mission Critical Group North Wales, PA · Private; revenue not stated
24

A second plant 7.5 miles from the first, coordinating fabrication across both sites. The signal is from June, and its size is not stated.

Signal: Jun 16, 2026 Source

Buyer: VP Supply Chain
Why it’s ranked here

An edge case, on purpose. It’s here to test a rule: Does a dated event older than 90 days still count as a reason to call now?
- A manufacturer, distributor or energy company with $1B or more in revenue.
- Heavy direct procurement: physical materials, many suppliers, a high volume of purchase orders and invoices.
- Volume rising faster than the back office: growth, an acquisition or new plants adding suppliers and POs.
- A dated event in the last 90 days that adds exceptions: an acquisition, a record backlog, a new plant or an AI program.
- A reachable buyer: a procurement, supply chain or finance shared services leader, the role Graybar’s champion holds.
- Looks like the accounts already live: a distributor like Graybar, an energy producer like CNX or a contract manufacturer like Flex.
Range Resources Fort Worth, TX · Part of a combined company above 9 Bcfed
25

An Appalachian producer like CNX that is about to stop being a separate buyer. Your call goes to EQT, or to nobody.

Signal: Oct 26, 2026 Source

Buyer: VP Supply Chain
Why it’s ranked here

An edge case, on purpose. It’s here to test a rule: When the buyer is being acquired, does the account go to the parent, or drop off the list?
- A manufacturer, distributor or energy company with $1B or more in revenue.
- Heavy direct procurement: physical materials, many suppliers, a high volume of purchase orders and invoices.
- Volume rising faster than the back office: growth, an acquisition or new plants adding suppliers and POs.
- A dated event in the last 90 days that adds exceptions: an acquisition, a record backlog, a new plant or an AI program.
- A reachable buyer: a procurement, supply chain or finance shared services leader, the role Graybar’s champion holds.
- Looks like the accounts already live: a distributor like Graybar, an energy producer like CNX or a contract manufacturer like Flex.

Your new AE’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 Fragment sell?

An outside read from your launch post, your AE posting, your site and the press on your launch, 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

The problem
“Graybar, for example, processes roughly 3 million invoices annually, 80% of which require some form of resolution.”
Your launch post: We’ve Raised $56 Million to Make Enterprise Software Do the Work, October 28
When a store moves
“The volume of exceptions grows faster than the volume of transactions.”
Your post: The Procurement Problem Hiding Inside the Data Center Boom, June 2
When a store moves
“Today's manufacturers are navigating shifting tariffs, supplier disruptions, changing costs, and increasingly unpredictable global supply chains.”
Your launch post: We’ve Raised $56 Million to Make Enterprise Software Do the Work, October 28

What your customers sayFrom Pulse 2.0: Fragment raises $56 million, Account Executive posting, fragment.ai, fragment.ai/about

P2Pulse 2.0

“Fragment is initially focused on direct procurement operations at large manufacturers, distributors, and energy companies”
Pulse 2.0 · Pulse 2.0: Fragment raises $56 million
FAFragment AE posting

“our customers, all $1B+ revenue enterprises, continue to grow in number”
Fragment AE posting · Account Executive posting
FAFragment AE posting

“You'll help refine and scale the playbook for how we systematically sell into F250-F1000 accounts”
Fragment AE posting · Account Executive posting
Ffragment.ai

“Your procurement and AP teams spend hours on PO changes and invoice exceptions.”
fragment.ai · fragment.ai
Ffragment.ai/about

“Employees still fill the gaps between systems manually: entering data, chasing suppliers, reconciling exceptions across tools that don't talk to each other.”
fragment.ai/about · fragment.ai/about
FAFragment AE posting

“The budget already exists; it's the headcount clearing these exceptions by hand.”
Fragment AE posting · Account Executive posting
FAFragment AE posting

“What doesn't exist yet is the awareness that agents can do it instead.”
Fragment AE posting · Account Executive posting
FAFragment AE posting

“It doesn't require a rip-and-replace. It doesn't need months of integration work.”
Fragment AE posting · Account Executive posting
RDFlex

“Our internal ML effort ran for 18 months & capped out around 30% touchless. Fragment cleared 90% in the first week & we didn't have to retrain anything on our side.”
Rodrigo Dall'Oglio, Flex · fragment.ai
PFGraybar

“They took the time to understand our business, listen to our teams, and combine our business knowledge with their AI expertise.”
Paul Ferguson, Graybar · Pulse 2.0: Fragment raises $56 million
FAFragment AE posting

“with the majority of our pipeline coming from customer references.”
Fragment AE posting · Account Executive posting
FAFragment AE posting

“When a 3-way match fails, when a change order hits after goods receipt, when a duplicate invoice slips through across ERPs, those platforms route the problem to a human.”
Fragment AE posting · Account Executive posting

Words you use

“tribal knowledge”
“Autonomous Context Engine”
“touchless”
“No rip and replace”
“source-to-pay”
“exceptions”

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.

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

Which questions can only you answer?

Your launch post and your site say who you sell to in general. They don’t say which large companies you’d never spend a meeting on, or what a procurement leader has to see before an agent touches their ERP. About 30 minutes of you reacting to real accounts answers these.

1
Do you want contract manufacturers like Flex first, or distributors like Graybar?
Rows 11 to 13 are contract manufacturers; rows 1 to 3 are distributors. Your answer reorders the list.
2
Is a distributor with revenue under $1B worth a first meeting?
Row 22 and row 23 are small acquirers; row 24 has no stated revenue.
3
When the buyer is being acquired, does the account go to the parent?
Row 25 (Range Resources, being bought by EQT in row 14) stays or goes on this one.

What does your Account Executive’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 · Account Executive, first morning

WWESCODraft written
RURexel USADraft written
SUSonepar USADraft written
EEatonDraft written
HHubbellDraft 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.

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
Day 1 November 16
The playbook session: we fill the gaps and correct the draft together. Your CRM is connected.
You: 2 hours
Day 2 November 17
Your first rules are written; a few hundred companies are scored against them.
You: none
Day 3 November 18
You review the first 25 (talking it through is fine).
You: 30 minutes
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
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
Day 6 November 23
The morning run is set up; your first morning, with us.
You: 30 minutes
Day 7 November 24
You review all hundred, and any cut is replaced. Team training, session one.
You: 1 hour 20 minutes
Day 8 November 25
Your first morning on your own. Training session two, hands-on for each person.
You: 1 hour plus your morning
Day 9 November 30
Your second morning on your own. Each person on your team runs the morning alone.
You: your morning
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

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

“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
“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 AE’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

Fragment sales playbook, in brief

Fragment sells AI agents that resolve procurement and invoice exceptions inside the ERP a company already runs, to large manufacturers, distributors and energy companies. It launched on October 28 with $56M and names Graybar and CNX as customers.Your launch post: We’ve Raised $56 Million to Make Enterprise Software Do the Work, Pulse 2.0: Fragment raises $56 million

Its posting says the buyer already has the budget, because it is the headcount clearing these exceptions by hand, and that “the awareness that agents can do it instead” is what does not exist yet.Account Executive posting

The pitch is no rip-and-replace and fast results: Flex reports 90% touchless in the first week, and the posting says most of the pipeline comes from customer references.fragment.ai, Account Executive posting

The first 25 accounts for a new Account Executive are manufacturers, distributors and energy producers, each scored on six rules and backed by a dated, sourced signal such as an acquisition, a record backlog or a new plant: fifteen strong fits, six in the middle and four edge cases that test the rules.

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

Questions founders ask

Can’t my AE build this when they start?

They can. But wouldn’t you rather they were selling? Reps spend 28% of their time selling, and the average new AE takes 6.2 months to ramp. 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) · 6.2 months: Bridge Group, 2026 AE report (158 companies)

How much sooner does my new AE get to work?

From day one, because the accounts you approved and the first drafts are waiting. The average new AE takes 6.2 months to ramp, and at a $200K median OTE that is about $103K paid before they are fully productive. Only 48% of AEs hit quota.

6.2 months: Bridge Group, 2026 AE report (158 companies) · $103K: arithmetic ($200K median OTE × 6.2 months ÷ 12); Bridge Group, 2026 AE report (158 companies) · 48%: Bridge Group, 2026 AE report (158 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 AE 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 7 sources · 3 postings · 3 customers · 60 stores looked at

Your talks and posts

fragment.ai
Your launch post: We’ve Raised $56 Million to Make Enterprise Software Do the Work, October 28, 2026
Pulse 2.0: Fragment raises $56 million, October 31, 2026
fragment.ai/about
Your post: The Procurement Problem Hiding Inside the Data Center Boom, June 2, 2026
fragment.ai/use-cases
fragment.ai/news

Your open roles

Account Executive, first posted September 18, 2026
Agent Strategist, first posted July 24, 2026
Solutions Architect, first posted July 25, 2026

Your customers

Graybar · CNX · Flex (santehq.com/customers and your posts). Customer photos are from santehq.com/customers.

How the 25 were picked

60 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: company earnings coverage and releases (Finsee, Finviz, Distribution Strategy Group, World Oil, Reuters via BOE Report, Zacks, Pulse 2.0), Inside Lighting’s October 2026 Electric Avenue digest and Transformer Technology, each opened and saved on November 9, 2026.
Your named customers are Graybar, CNX and Flex (launch post and home page). None of the 25 is one of them, and none showed a Fragment mention in the saved sources.