How ElevenLabs grew outbound pipeline 9× and signed $900K deals with lemlist

Inside ElevenLabs’ outbound strategy

ElevenLabs knows a thing or two about AI. The company, helping redefine what’s possible with AI voice, is also rethinking how its sales team reaches new customers.

Strong inbound demand gave the team a starting point. Outbound gave them a way to choose which opportunities came next.

We spoke with ElevenLabs’ GTM force, Jonathan Chemouny, William Thorn, and Simon Taylor, about how they use lemlist to reach strategic accounts, experiment with new approaches, and make more time for actual prospect conversations.

The challenge: Build predictable pipeline beyond inbound

When GTM Jonathan joined ElevenLabs, about 95% of pipeline came from inbound.

Demand was strong. But the team wanted more control over which accounts, territories, and opportunities they pursued.

Outbound offered a way to reach specific customers and move upmarket. The challenge was making it work consistently.

Email, LinkedIn, and calling lived in separate tools. Sequences were duplicated, and limited visibility made it difficult to understand what SDRs were doing or help them improve.

The existing approach also relied too heavily on sending more emails.

It was a lot of spray and pray. Just sending stupid emails all the time.

— Jonathan Chemouny, GTM @ElevenLabs

Check out Jonathan’s original interview to see how their success with lemlist got started:

The solution: One workflow for relevant, multichannel outbound

Finally, one place to build and improve campaigns

ElevenLabs brought its outbound execution into lemlist, giving Jonathan visibility across SDR activity and the team a shared place to build multichannel sequences.

The visual Sequence Builder made campaigns easy to understand and adjust. SDRs could test their messaging as well as the structure and order of their outreach.

That made it easier to see what was happening across campaigns, share successful approaches, and keep improving.

For Jonathan, the experience reflected an understanding of the work itself.

With lemlist, you can feel it has been built by people who really understand prospection.

— Jonathan Chemouny, GTM @ElevenLabs

Multichannel outreach that shows product firsthand

For ElevenLabs, personalization is so much more than mentioning a prospect’s company.

The team uses a multichannel approach, combining email with LinkedIn profile visits and connection requests, AI voice messages, personalized videos, and WhatsApp follow-ups after an initial interaction.

LinkedIn voice messages are a particularly natural fit for an AI audio company.

Jonathan uses a clone of his own voice to introduce ElevenLabs, turning the outreach itself into a product demonstration.

I tell them, I wanted to invite you to a demo, but actually this is a demo. The voice you’re listening to is a clone of my voice.

— Jonathan Chemouny, GTM @ElevenLabs

Prospects get to experience the technology before booking a meeting.

Account insights that shape the most relevant messaging

GTM Will’s approach starts with understanding what matters to the account.

He looks at LinkedIn posts, company articles, and blog posts to research individual prospects. For enterprise accounts, he also uses 10-K filings to identify priorities such as automation and voice agents.

I could have a sequence done in like an hour, and I could get in front of the right person with the right messaging really quickly, which gets meetings.

— William Thorn, GTM @ElevenLabs

Intent signal agents help him track website changes and LinkedIn activity, bringing fresh context into the process.

It’s an approach that reflects Jonathan’s view of where outbound is heading:

Signals are the future of outbound. When someone engages with your content, you have the right context to contact them.

— Jonathan Chemouny, GTM @ElevenLabs

Will also highlights two capabilities that make his day-to-day work easier.

The first one is the lead database. Finding prospects in lemlist makes the path from identifying an audience to building a campaign more seamless. Will uses it alongside tools such as LinkedIn Sales Navigator.

Then, inbox rotation - switching between an SDR and an AE lets the team introduce another person and a different level of seniority as outreach progresses.

Watch Will explain his enterprise prospecting approach and the lemlist features he likes the most:

AI that gives SDRs more time actually to talk to prospects

Will now also uses lemlist in Claude to go from an idea to a live campaign in about 20 minutes.

The level of automation that you can unlock with it is really, really powerful. Like, you can, you know, go from idea to live campaign in like 20 minutes.

— William Thorn, GTM @ElevenLabs

He describes a similar improvement in writing time: a strong campaign that took around two hours to write a year and a half earlier can now take him about 15 minutes.

For someone regularly finding new angles in company news, filings, and LinkedIn posts, that speed makes it easier to put an idea into action.

The GTM Simon sees a related benefit for the wider team.

The ability to deploy agents within the tool that do the mundane, monotonous points and repetitive parts of the workflow is absolutely amazing.

— Simon Taylor, GTM @ElevenLabs

Agents can handle repetitive parts of the workflow, giving SDRs more time to engage prospects and build relationships. The value is practical: less time spent on recurring tasks, more time available for useful conversations.

“It helps get our SDRs in the market so that they can actually start building relationships with prospects, not just getting lost in inboxes.”

— Simon Taylor, GTM @ElevenLabs

Watch Simon share how AI agents help the team reduce repetitive work:

A shared spirit of experimentation and ambition between lemlist and ElevenLabs

Jonathan encouraged adoption by using lemlist himself and sharing what worked.

As results came in, colleagues wanted to try the same approach.

The team then made experimentation a regular practice. Monthly internal “SD Labs” gave SDRs space to test new tactics and creative approaches.

What I love with lemlist is that you’re also experimenting a lot, so we can experiment together.

— Jonathan Chemouny, GTM @ElevenLabs

That gave the team a way to keep learning as new channels, features, and opportunities emerged.

For a deeper look, watch Jonathan’s webinar with the lemlist CEO, Charles Tenot:

The results: More pipeline and larger opportunities

From 5% to 46% of outbound in the pipeline

Within three months of consolidating on lemlist, outbound grew from approximately 5% to 25–30% of ElevenLabs’ total pipeline.

Then, Jonathan reported another milestone:

In January 2026, we are at 46 percent outbound while growing like crazy the total volume of pipeline.

— Jonathan Chemouny, GTM @ElevenLabs

New enterprise opportunities, including an ~$900k deal

Will reports generating a deal worth approximately $900k through outbound with lemlist, alongside breaking into Fortune 500 and Fortune 50 accounts.

I was able to break into some Fortune 500, Fortune 50 accounts even.

— William Thorn, GTM @ElevenLabs

That supports the team’s original ambition to move upmarket and actively pursue larger opportunities.

A very small deal is 30 to 40k. Enterprise, we talk about millions.

— Jonathan Chemouny, GTM @ElevenLabs

20 mins from idea to live campaigns through lemlist from Claude

With Will reporting around 20 minutes from idea to live campaign using Claude, the team can put new approaches into practice faster.

Nowadays, campaigns reach up to 71% interaction, with reply rates around 25%.

On one campaign, we had about 71 percent interaction. On the 71 percent, we had 25 percent answers, meaning real conversation.

— Jonathan Chemouny, GTM @ElevenLabs

Across ElevenLabs teams’ experiences, the goal remains consistent: reach the right accounts with a relevant message and give the team more time to build relationships.

Anyone that's looking to change the playbook, revolutionize their outbound motion should be considering lemlist.

— Simon Taylor, GTM @ElevenLabs

Jonathan’s description brings it back to that purpose:

If I had to describe lemlist in one sentence, it’s the platform for salespeople looking to build pipeline easily using the best tactics on the market.

— Jonathan Chemouny, GTM @ElevenLabs

Curious to see what your team can achieve?

Explore how lemlist brings prospecting, multichannel outreach, and AI into your team’s workflow:‍ Start your 14-day free trial here