Bridgehead Prepared for Alexander at Mach9
Mach9 For Alexander

Reality Capture Software Sales Playbook

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

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

What we noticed

You raised a $34M Series A on October 21, and your site reports 2,500+ projects delivered.

Your Head of Sales role has been open since September 29, and your BDR role went up on October 14.

  1. September 29 Head of Sales role posted
  2. October 14 Business Development Representative role posted
  3. October 21 $34M Series A announced
  4. November 9 Role still open; the first 25 accounts are on this page

What changes for your new AE

Your new Head of Sales starts day one with 100 accounts you approved and drafts written to the first five, instead of spending their first weeks finding the firms with a drafting backlog. Your posting asks them to refine the playbook; this gives them the first pipeline and the reason each account is there.

Your first 25 accounts

Picked from how you describe your buyers in your interview, on your site and in your posting. 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. Bowman Consulting US · size not stated in the source
    1

    Survey CAD technician time is the constraint you sell against, and this firm is hiring eight people into it at once, including one who classifies LiDAR.

    Signal: Nov 5, 2026 Source
    Buyer: Head of survey or geospatial services
    Why it’s ranked here

    A strong fit.

    • A survey, engineering, telecom or utility design firm that delivers CAD, not an owner that only collects data.
    • Hiring survey, CAD or LiDAR people right now: the drafting bottleneck shows up as open postings.
    • Several postings or several offices, so the volume is large enough to feel a 10x on extraction.
    • Work that starts from scans: laser scanning, LiDAR, drone or corridor and utility work.
    • Not one of the eleven customers on mach9.ai/customers.
    • A US firm with licensed professionals who sign the deliverable.
  2. gpac US · size not stated in the source
    2

    A firm that already scans sites and is still adding drafters to turn the point clouds into drawings. That is your bottleneck, stated in a posting.

    Signal: Nov 6, 2026 Source
    Buyer: Head of survey or reality capture
    Why it’s ranked here

    A strong fit.

    • A survey, engineering, telecom or utility design firm that delivers CAD, not an owner that only collects data.
    • Hiring survey, CAD or LiDAR people right now: the drafting bottleneck shows up as open postings.
    • Several postings or several offices, so the volume is large enough to feel a 10x on extraction.
    • Work that starts from scans: laser scanning, LiDAR, drone or corridor and utility work.
    • Not one of the eleven customers on mach9.ai/customers.
    • A US firm with licensed professionals who sign the deliverable.
  3. Tetra Tech US · size not stated in the source
    3

    A large engineering firm hiring a person to process LiDAR and drone data by hand. Your drafting-from-scans step replaces part of that job.

    Signal: Nov 6, 2026 Source
    Buyer: Geospatial or survey practice lead
    Why it’s ranked here

    A strong fit.

    • A survey, engineering, telecom or utility design firm that delivers CAD, not an owner that only collects data.
    • Hiring survey, CAD or LiDAR people right now: the drafting bottleneck shows up as open postings.
    • Several postings or several offices, so the volume is large enough to feel a 10x on extraction.
    • Work that starts from scans: laser scanning, LiDAR, drone or corridor and utility work.
    • Not one of the eleven customers on mach9.ai/customers.
    • A US firm with licensed professionals who sign the deliverable.
  4. Jacobs US · size not stated in the source
    4

    Laser scanning is already in the job description. The office work that follows each scan is what your software drafts.

    Signal: Nov 5, 2026 Source
    Buyer: Survey practice lead
    Why it’s ranked here

    A strong fit.

    • A survey, engineering, telecom or utility design firm that delivers CAD, not an owner that only collects data.
    • Hiring survey, CAD or LiDAR people right now: the drafting bottleneck shows up as open postings.
    • Several postings or several offices, so the volume is large enough to feel a 10x on extraction.
    • Work that starts from scans: laser scanning, LiDAR, drone or corridor and utility work.
    • Not one of the eleven customers on mach9.ai/customers.
    • A US firm with licensed professionals who sign the deliverable.
  5. The Davey Tree Expert Company US · size not stated in the source
    5

    Make-ready design for telecom and electric utilities is one of the industries on your site. A firm hiring designers into it is hand-drafting the same pole data.

    Signal: Nov 7, 2026 Source
    Buyer: Make Ready Engineering or geospatial lead
    Why it’s ranked here

    A strong fit.

    • A survey, engineering, telecom or utility design firm that delivers CAD, not an owner that only collects data.
    • Hiring survey, CAD or LiDAR people right now: the drafting bottleneck shows up as open postings.
    • Several postings or several offices, so the volume is large enough to feel a 10x on extraction.
    • Work that starts from scans: laser scanning, LiDAR, drone or corridor and utility work.
    • Not one of the eleven customers on mach9.ai/customers.
    • A US firm with licensed professionals who sign the deliverable.
  6. AECOM US · size not stated in the source
    6

    A global firm adding survey capacity. The first thing each new crew produces is scan and field data that waits in the office for a drafter.

    Signal: Nov 6, 2026 Source
    Buyer: Survey practice lead
    Why it’s ranked here

    A strong fit.

    • A survey, engineering, telecom or utility design firm that delivers CAD, not an owner that only collects data.
    • Hiring survey, CAD or LiDAR people right now: the drafting bottleneck shows up as open postings.
    • Several postings or several offices, so the volume is large enough to feel a 10x on extraction.
    • Work that starts from scans: laser scanning, LiDAR, drone or corridor and utility work.
    • Not one of the eleven customers on mach9.ai/customers.
    • A US firm with licensed professionals who sign the deliverable.
  7. Dewberry US · size not stated in the source
    7

    The posting describes the drafting step your software starts: boundary, topo and as-built deliverables from field data.

    Signal: Nov 6, 2026 Source
    Buyer: Survey practice lead
    Why it’s ranked here

    A strong fit.

    • A survey, engineering, telecom or utility design firm that delivers CAD, not an owner that only collects data.
    • Hiring survey, CAD or LiDAR people right now: the drafting bottleneck shows up as open postings.
    • Several postings or several offices, so the volume is large enough to feel a 10x on extraction.
    • Work that starts from scans: laser scanning, LiDAR, drone or corridor and utility work.
    • Not one of the eleven customers on mach9.ai/customers.
    • A US firm with licensed professionals who sign the deliverable.
  8. Wightman US · size not stated in the source
    8

    A firm growing its energy survey crews, which also grows the data waiting to be drafted. Energy and utility is one of your four industries.

    Signal: Nov 5, 2026 Source
    Buyer: Energy survey lead
    Why it’s ranked here

    A strong fit.

    • A survey, engineering, telecom or utility design firm that delivers CAD, not an owner that only collects data.
    • Hiring survey, CAD or LiDAR people right now: the drafting bottleneck shows up as open postings.
    • Several postings or several offices, so the volume is large enough to feel a 10x on extraction.
    • Work that starts from scans: laser scanning, LiDAR, drone or corridor and utility work.
    • Not one of the eleven customers on mach9.ai/customers.
    • A US firm with licensed professionals who sign the deliverable.

Your new sales lead’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 Mach9 sell?

An outside read from your TechCrunch interview, your site, your customer stories and your postings, built to be corrected: tell us anything that’s wrong. Tap a clip to play it from that moment.

In your posts and interviews6 quotes
  1. Who buys
    “expand their own capacity and take on more types of work, bigger projects, and expand the reach of how reality-capture data can influence major infrastructure decisions”
    TechCrunch: Mach9 raises $34M after pivoting to AI CAD software, October 21
  2. Who buys
    “they can put effectively their name behind the deliverable that they’re producing, because there is a lot of liability in this particular industry”
    TechCrunch: Mach9 raises $34M after pivoting to AI CAD software, October 21
  3. The problem
    “We saw how tedious it was for civil engineering organizations to take data from these amazing laser scanners and image data capture systems and turn that into a usable survey”
    TechCrunch: Mach9 raises $34M after pivoting to AI CAD software, October 21
  4. The problem
    “about a week per mile for someone to do manually in the legacy incumbent software”
    TechCrunch: Mach9 raises $34M after pivoting to AI CAD software, October 21
  5. Why you win
    “That’s not something that a lot of off-the-shelf models are able to do or deliver at in any capacity”
    TechCrunch: Mach9 raises $34M after pivoting to AI CAD software, October 21
  6. When a store moves
    “improve our efficiency in delivering these big statewide transportation mapping initiatives”
    TechCrunch: Mach9 raises $34M after pivoting to AI CAD software, October 21
What your customers sayFrom Head of Sales posting, mach9.ai
  1. YHYour Head of Sales posting
    “selling technical products to Mid-market ($25K-$75K ACV) and Enterprise (6-7-figure ACV) organizations in a land and expand motion”
    Your Head of Sales posting · Head of Sales posting
  2. Mmach9.ai
    “Turning those scans into deliverables can still consume months of technician time and limits how much work a team can take on.”
    mach9.ai · mach9.ai
  3. Mmach9.ai
    “Conventional surveying is only as fast as you can hire”
    mach9.ai · mach9.ai
  4. Mmach9.ai
    “Mach9 automatically drafts features from raw scans with centimeter-level accuracy at infrastructure scale. Your team fine-tunes and delivers.”
    mach9.ai · mach9.ai
  5. Mmach9.ai
    “Import mobile, terrestrial, and drone reality capture data from the hardware you already use”
    mach9.ai · mach9.ai
  6. Mmach9.ai
    “Miss a feature, and someone drives back out to get it.”
    mach9.ai · mach9.ai

Words you use

  • “AI CAD”
  • “reality capture”
  • “first draft”
  • “fine-tunes”
  • “centimeter-level accuracy”
  • “infrastructure scale”

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 interview and your site describe the buyer, but not which firms you would never spend a meeting on, or what a survey firm has to see before it changes how it drafts. About 30 minutes of you reacting to real accounts answers these.

  1. 1

    Is a firm hiring survey drafters the right first call, or one already running mobile LiDAR?

    Row 1 (Bowman) is hiring drafters and a LiDAR technician at once; row 2 (gpac) is hiring drafters while scanning sites. Your answer reorders the list.

  2. 2

    Do telecom and make-ready firms buy the same way survey firms do?

    Rows 5 (Davey Tree) and 16 (Dycom) are make-ready; the rest are survey and engineering.

  3. 3

    Do you sell to public agencies and contractors, or only to firms?

    Row 24 (Commonwealth of Pennsylvania) and row 25 (City of Orlando) are agencies; rows 22 (Alston) and 23 (Primoris) are contractors.

What does your Head of Sales’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 · Head of Sales, first morning

  • BCBowman ConsultingDraft written
  • GgpacDraft written
  • TTTetra TechDraft written
  • JJacobsDraft written
  • TDThe Davey Tree Expert CompanyDraft 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 sales lead’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

Mach9 sales playbook, in brief

Mach9 sells AI CAD software that drafts features from raw scans for survey, engineering, telecom and utility firms. Alexander Baikovitz is the co-founder and CEO.mach9.ai, TechCrunch: Mach9 raises $34M after pivoting to AI CAD software

The problem it names: “Conventional surveying is only as fast as you can hire,” and turning scans into deliverables can take months of technician time.mach9.ai

Mach9 raised a $34M Series A on October 21, co-led by First Round Capital and Bessemer Venture Partners. Its Head of Sales role, reporting to the CEO, has been open since September 29.TechCrunch: Mach9 raises $34M after pivoting to AI CAD software, Head of Sales posting

The first 25 accounts for a new sales lead are survey, engineering and make-ready firms, each scored on six rules and backed by a dated, sourced signal such as an open drafting or LiDAR posting: 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 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 4 sources · 3 postings · 11 customers · 90 stores looked at

Your talks and posts

  1. TechCrunch: Mach9 raises $34M after pivoting to AI CAD software, October 21, 2026
  2. mach9.ai
  3. mach9.ai/customers
  4. mach9.ai/about

Your open roles

  1. Head of Sales, first posted September 29, 2026
  2. Account Executive, first posted March 20, 2024
  3. Business Development Representative, first posted October 14, 2026

Your customers

Michael Baker International · Eagle Engineering and Consulting · Fibersmith Engineering · Langan Engineering · TrueNet Communications · Olsson · McElhanney · Welch Comer · GPD Group · Pennoni · Feldman Geospatial (santehq.com/customers and your posts). Customer photos are from santehq.com/customers.

How the 25 were picked

90 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: Mach9’s site, customer page and postings; the TechCrunch Series A interview (October 21, 2026); and each firm’s own job posting, found through a job-search API on November 9, 2026 and saved.
  • Each dated signal is a posting seen on November 9, and the count on a row is what the search returned, not the firm’s full list of openings.
  • None of the 25 is one of the eleven customers named on mach9.ai/customers. Their own sites were not checked for a Mach9 mention.
  • Where a posting does not name the leader, the buyer title says so instead of guessing.