Unicorn to €100M: More per rep, not more reps
About this episode
Moss just became a unicorn. The next target is €100M ARR, and the plan for getting there does not involve a hiring spree. Moritz "Molo" Lorenz runs GTM engineering at Moss, a four-person team inside RevOps that works across the ops, systems, and data teams. His job is to make every rep produce more, so revenue can grow much faster than headcount.
This episode is about the order of operations. Moss swapped an intern team doing manual account research for automated enrichment. It built a data lake so Salesforce stays clean. It also tried automated outbound and AI SDRs before the data was ready, and that hurt its lead pool. Molo explains why data quality comes before agents, why token spend gets measured against SQLs, and why he thinks the end state is a custom interface outside the CRM that serves reps the next best action, not everyone querying AI from a terminal.
Chapters
Guest
Moritz "Molo" Lorenz, Director of GTM Engineering at Moss. Connect with Molo on LinkedIn.
About the show
Growth After Headcount is a podcast and a book about how companies scale with AI instead of people. New episodes weekly. The book lands in 2027. More at growthafterheadcount.com.
About the host
Haris Odobasic is Managing Partner at Revenue Wizards, a GTM and RevOps consultancy, and the author of The RevOps Pendulum. He writes and speaks about how AI is changing the way companies are built and scaled. More about Haris