Elevenlabs GTM secrets: from 0 to $330M ARR in 3 years [Replay]

How do you shift from 5% to 46% outbound revenue in just 12 months while maintaining a $1M ARR per employee ratio? In this exclusive breakdown, Jonathan Chemouny (GTM at ElevenLabs) reveals the engine behind the world’s fastest-growing AI audio platform. Discover how a lean team of 100 people manages hyper-growth without the friction of traditional corporate hierarchies. Key Results: • +$300M ARR growth in 24 months • Outbound jumped from 5% to 46% of total revenue • Record efficiency: ~$1M ARR per employee • Sales reps closing 20x their OTE on average Their GTM Stack & Approach: Hybrid SDR + AE model (unified under the "GTM" title) Primary Outbound Channels: LinkedIn & WhatsApp 24/7 AI Agents for inbound lead qualification High-touch strategy: In-person meetings & relationship building In this video, you’ll discover: → Why ElevenLabs hires "Founders" from Finance and Product backgrounds rather than traditional Sales → How they scaled outbound to nearly half of their total revenue in one year → Their hiring philosophy: Prioritizing raw "smarts" over pre-packaged playbooks → Why they ignore activity metrics (calls/emails) to focus on a single KPI: Meetings → How they use AI to augment humans (voice notes, video) without replacing the creative spark → The strategy behind closing deals ranging from $30k to multi-million dollar Enterprise contracts Jonathan explains how ElevenLabs leverages decentralized ownership and why every GTM hire—regardless of seniority—is expected to run outbound to break into new markets. Try lemlist for free for 14 days: https://app.lemlist.com/create-account or book your demo: https://www.lemlist.com/contact-sales — CHAPTERS 0:00 Intro to Lemlist & ElevenLabs 2:47 ElevenLabs Summit Highlights 8:02 High-Growth Hiring Process 10:33 Scalable Recruiting Strategy 13:23 Concrete GTM Execution Steps 15:54 Balancing Inbound vs. Outbound 18:45 Localized Recruitment Tactics 22:13 Optimizing Outbound Channels 26:29 Lead Quality & Rep Autonomy