Few people have reshaped an outbound culture quite like Jade Campbell.
Now leading mid-market sales at Envoy, she’s spent the last six years building the company’s SDR function, shifting the org from inbound-heavy to outbound-driven, and managing one of the highest-output AE teams in SaaS.
In this conversation with Todd Busler, Jade breaks down the frameworks she uses to create real accountability from pipeline-sourced goals to a live inbound router based on weekly performance. She explains how she motivates Gen Z reps without lowering the bar, how she changed behavior without overwhelming her team, and why most leaders underutilize deal reviews and dashboards.
If you manage a team or are trying to drive more outbound motion in a tough market, this one’s worth your time.
In this episode, you’ll learn:
Things to listen for:
(00:00) Introduction
(01:49) Jade’s background and role at Envoy
(02:56) Evolving from visitor management to a workplace platform
(03:13) Product marketing roots and how it shaped her sales approach
(05:27) Fixing early outbound: blast emails and fuzzy ROEs
(07:14) Why she shifted the team to a hybrid inbound-outbound model
(09:07) Building early systems: where she started and what paid off
(11:06) The enablement strategy behind multi-product selling
(13:34) What she got right and wrong with outbound messaging
(16:52) Meltwater’s intense sales culture and how it shaped her standards
(18:53) Managing Gen Z reps with high expectations and real trust
(21:29) The mistake new CROs make when they try to “fix” sales orgs
(25:48) How she approaches performance management and tough calls
(28:31) The weekly pipeline rule that decides who gets inbound
(33:13) Building a true outbound culture at a formerly inbound org
(36:52) Making sales culture fun without sacrificing performance
(39:13) What keeps Jade motivated as a sales leader