Why AEs Should Own Their Pipeline With Multiple Time with CRO Zack Sikora

Cracking Outbound

What actually makes an outbound sales engine run at the enterprise level?

In this episode, Todd Busler sits down with Zack Sikora, GVP of Sales at Benchling, to talk through what consistent pipeline generation actually looks like at the enterprise level.

Zack shares how his time at AppDynamics shaped his thinking around qualification, why AEs must own outbound, and how activity signals can tell you everything you need to know about performance. He also opens up about building a culture where creativity is celebrated, enablement is a priority, and leaders know when to step aside and let reps lead.

It’s a front-row look at how structure, storytelling, and small wins can power serious sales results.

In this episode, you’ll learn:

• How to create a PG culture centered on AE prospecting that lasts
• What to track across the sales cycle
• Why enablement is your secret advantage

Things to listen for:

(00:00) Introduction

(01:39) Zack’s path through elite sales orgs

(02:50) From hardware sales to value selling

(05:37) Using activity signals to guide coaching

(08:02) Pairing EQ with a process-driven mindset

(11:18) Sharing small wins to fuel PG culture

(15:03) Leading with outcomes over features

(20:19) Why AEs must own their outbound motion

(29:37) Enabling sellers with tailored bootcamps

(34:33) What outbound could look like with AI