“Earn the right to automate.”
This week I sat down with Pablo Jimenez de Parga, co-founder of Throxy — the contrarian AI sales startup quietly replacing SDR teams with results-first automation.
But here’s the twist: it’s not a SaaS, and it’s not an AISDR product.
Throxy is a full-stack AI company that builds custom outbound systems, then runs them for you. Invisible UX, real meetings, full accountability. Their model = start manual, validate every step, then automate what works.
They’ve hit $1.5M ARR, raised $6M after Y Combinator, and are redefining what “venture-backable” looks like in the AI agency era.
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What you’ll learn
* Why most outbound fails and how Throxy flips it
* Why AISDRs don’t work yet (and what replaces them)
* Why the “AI agency” model works
Key takeaways
* Sales is still broken: Missed quotas, outdated tools, bad CRMs. Pablo’s insight: it’s not about better messaging, it’s about better targeting.
* Account > persona > message: Most teams get this backwards. If the pain is real, the message can be weak, it’ll still land.
* AISDRs failed the outcome test: Pablo’s team proved they could deliver meetings consistently, while most AI tools delivered... demos.
* The full-stack agency bet: They don’t sell software. They run your outbound for you. Customers don’t care how, it just works.
* Manual first, then automate: While others chased scale, Throxy stayed manual. They iterated by hand until they earned the right to automate.
* Invisible UX = magic: Customers see dashboards, replies, and meetings. The AI scraping, enrichment, and filtering? All hidden behind the scenes.
* GTM was founder-led brute force: Pablo handled 100% of growth. Cold emails, cold calls, statement of work, send, close, repeat.
* No ops bloat, only functions that move the needle: Legal, finance, HR? Outsourced. Focus stays on growth, product, and engineering.
* Fundraise fast or miss it: Base10 led their $6M round in record speed. Pablo’s tip: If you want to back top YC founders, move fast or get left out.
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