Overview
Buildkite, the scale-out CI/CD platform trusted by teams like Uber and Canva, needed to enable outbound without burying reps in data grunt work. Leadcrumbs became a behind-the-scenes research partner—delivering curated leads on demand so their AE could stay focused on deals, not digging.
Company Background
Buildkite supports high-scale engineering teams with CI/CD built for modern workloads—across AI/ML, mobile, and enterprise cloud. With a lean sales team, outbound prospecting was essential to pipeline growth—but too often, reps were stuck sourcing instead of selling.
Challenges
❌ AEs losing hours to manual account research
🐢 Outbound slowed by sourcing and enrichment bottlenecks
🧱 No dedicated RevOps or data support
⚙️ Needed targeting to evolve without constant oversight
Buildkite needed a flexible research engine—without the overhead.
Solution
Leadcrumbs embedded into the AE workflow through a fast, async loop:
Weekly requests submitted via Slack or email
Persona-based sourcing and manual curation via Sales Navigator
Contacts enriched across multiple data tools for phones and emails
Lists delivered in under 24 hours, ready for sequences
Feedback-driven refinement to sharpen targeting
Everything felt like an extension of the rep’s own motion—without the distraction.
Workflows Delivered
🎯 Persona-based sourcing and targeting
🔍 Handpicked contacts from Sales Navigator
📬 Multi-source enrichment for contact coverage
💬 Slack/email request handling with 24h turnaround
🔁 Iterative refinement from rep feedback
Outcomes
⏳ Hours reclaimed weekly for high-leverage AE activity
🧠 More relevant leads surfaced without internal ops
🚀 Faster execution with no sacrifice in targeting
💼 No need to build or manage internal research bandwidth
Conclusion
By embedding Leadcrumbs into their outbound rhythm, Buildkite eliminated the friction of lead research—without adding headcount. Their AE stayed focused on what mattered: conversations, not contact-hunting. Leadcrumbs turned research into a same-day service that just worked.
