DailyPay's outbound motion lacked structure, consistency, and pipeline visibility. See how RevOptics transformed their AE and SDR process in 8 weeks, driving toward 10% quarterly growth in meetings booked.
DailyPay is a leading on-demand pay platform that enables employees to access their earned wages before payday. With a fast-growing sales org spanning Account Executives (AEs) and Sales Development Representatives (SDRs), DailyPay needed to sharpen its outbound engine to keep pace with aggressive growth targets.
RevOptics, a revenue acceleration consultancy, partnered with DailyPay's sales leadership to diagnose gaps and implement lasting change, using their proprietary GROWTH Framework to guide the engagement from kickoff through ongoing optimization.
Key Numbers:
DailyPay's outbound sales motion lacked a systematic, repeatable approach. While the team had the talent and ambition, the processes, tooling, and cadences holding them together were inconsistent, creating an unpredictable pipeline and leaving growth on the table.
Challenge 1: Inconsistent Outbound Process
No unified playbook across AE and SDR teams, leading to fragmented outreach and missed opportunities.
Challenge 2: Underutilized Salesloft
The team's primary sales engagement platform wasn't being used to its full potential, limiting both volume and effectiveness of outbound activity.
Challenge 3: No Performance Rhythm
There was no consistent process for identifying over- and under-performing email flows, making optimization reactive rather than proactive.
Challenge 4: Pipeline Visibility Gaps
Broader RevOps blind spots were impacting pipeline creation, with no clear readout on which revenue engine areas needed attention.
The Goal: Develop a systematic, repeatable outbound approach capable of generating 10% more quarterly growth in new meetings booked and put in place a process that can be sustained and continuously optimized over time.
RevOptics applied their GROWTH Framework across an 8-week phased engagement, covering two parallel workstreams for AE and SDR teams.
Week 1: Discovery & Audit. Stakeholder interviews across sales leadership, AEs, SDRs, and RevOps. Full SalesLoft utilization audit for both AE and SDR teams to understand the current state.
Week 2: Baselines & Outbound Snapshot. Mapped the current outbound playbook, onboarding process, and day-to-day workflows. Established baseline metrics to measure progress against.
Weeks 3–4: AE & SDR Optimization. Evaluated ICP targeting and account segmentation. Optimized AE follow-up strategies and SDR personalization. Prioritized high-intent accounts and refined cadence structure.
Week 5: Salesloft Clean-Up. Simplified workflows, built reusable email templates, and introduced automation to eliminate repetitive manual tasks for both teams.
Weeks 6–7: Training & Accountability. Delivered workshops for AEs and SDRs to embed optimizations into daily habits. Established manager-level accountability structures and FLM dashboards.
Month 3 Onward: Ongoing Management (M2M). Transitioned to month-to-month reinforcement: bi-weekly email performance reviews, quarterly strategy sessions, and continuous roadmap refinement.
By the end of the engagement, DailyPay had a fully documented, repeatable outbound playbook across both AE and SDR teams, one that didn't rely on individual heroics but on system-level consistency. SalesLoft was restructured to drive higher activity volume and better conversion rates, with clear workflows, templates, and automation in place.
Process Wins:
Organizational Wins:
Beyond the 8-week sprint, RevOptics embedded a culture of ongoing optimization through monthly strategy reviews and quarterly business reviews. DailyPay's revenue engine now has the visibility, tooling, and accountability structures to sustain growth and the flexibility to adapt as market conditions evolve.
