Hitting the revenue target comes down to working enough accounts. But research, strategy and outreach per account take hours, so most of the list never gets touched, and it only gets worse as the list goes stale.
Here’s how account-based selling runs with Republik.
Prioritization
Legatus researches every account on the list and matches each one against your ICP and the problems you solve. Then it hands you the order to work them in: start where the fit is strongest and the window is open.
Account playbook
When a rep opens an account, the playbook is already built: the account story, why now, who to talk to and the first move. Same depth on account 46 as your top 5.
Julie B. is winning
CloudWatch raised €40M in January with a public 60% growth target and a stated plan to grow revenue faster than headcount. The Chief People Officer left in March and was never replaced. Recruiting, onboarding and culture sit with one People Ops Manager and the COO holding it interim. The company is redesigning itself around AI with the People seat empty.
Expand account story ↓
Why now?
€40M Series B closed in January with a public 60% growth target. CPO departed in March, seat still unfilled and no replacement posted. Thirty roles open, seven unfilled for 90+ days. The growth target is committed while the people function is leaderless.
Why us?
Built the people foundation at Brann & Co. after their Series B: comp bands, performance framework and hiring system shipped in 90 days, ready for the CPO to inherit. Took Lytica from 90 to 280 employees with culture intact when growth outran the founder’s systems. Same window CloudWatch is in: post-raise, past 200, people function thinner than the growth.
People
Mark Johnson · People Operations Manager · champion, raised his hand
COO · interim owner of the people function · likely skeptic
CEO, founder · economic buyer · owns the board narrative
First move
Write Mark this week. Open on the load he has carried since March, not on Heartwood. Lead with the Scaling Culture Study: companies that hire People leadership after 200 employees see 40% higher executive turnover in the following 18 months. CloudWatch is at 370 with the seat open.
Account freshness
Every account rebuilds each quarter or at a click: research rerun, strategy reworked, fit rescored. Your prioritization and your pitch never run on stale data.
Julie B. is winning
How to approach CloudWatch
Enter through Katrine Lindholm, the COO holding the people function since the CPO left in March. She has named the strain herself in public posts on hiring. Anchor on the gap between the pace committed publicly and the leaderless systems receiving it, with Brann & Co. as proof.
Expand approach ↓
Katrine Lindholm
COO
Mark Johnson
People Operations Manager
Emil Nørgaard
CEO & co-founder
First move
Write Katrine this week. Open on what she has already said publicly about hiring strain, not on Heartwood. Bring Brann & Co.: the people foundation built after their Series B, in the window CloudWatch is in now, ready for the next CPO to inherit. CloudWatch is at 370 with the seat open.
Open the first angle →
How to use an AI agent for account-based selling
Most teams use AI around the edges of account-based selling. Draft the email, summarize the company page, enrich the list. Helpful, but the expensive part stays untouched: the account work. Someone still has to research the accounts, find the angles, understand the buyers and decide how to open the account. That's where the hours go. It's why deep work stays at your top 5 accounts, but not the next 495.
An AI agent does the hard work for you. Legatus trains on your company once, then researches each target like your best rep would. Out comes a playbook per account with the story, the angle, the buyer roster and the first move. Ready for a rep to review and form their approach from. Plus the order to work the list in.
The division of labor is the point. The agent does everything before the conversation. Your reps do the conversation. Same motion you run today, with the preparation cost taken out.
How to prioritize which accounts to work first
Which account do you open Monday morning? Most teams answer with gut feel. The biggest logo, the one somebody knows, the one that replied once in 2024. Not because reps are lazy, but because ordering a list properly means knowing every account on it. And nobody has read all 500.
Legatus has. Every target gets researched and scored on two things: does their problem match what you solve, and is the window open right now. Anyone can buy the trigger data. The agent reads what it means for your pitch, and that's what decides the order.
The output is a ranked list with reasons behind every position. Not a lead score built on firmographics, but a read on what's going on inside the account. Start at the top and work the best target first, without guessing.
How to personalize outreach for every account
Personalization at scale usually means a template with better variables. First name, company mention, maybe a line from their latest post. The account can tell. It reads like what it is: the same pitch wearing their logo.
Real personalization starts one layer deeper, with the pitch itself. Legatus anchors every account in a problem pitch: what's going on at their company, why it matters now and why you're relevant to it. Written about them, because it comes from researching them. From that anchor it drafts outreach per stakeholder, so the CFO and the head of sales each get the angle that fits their seat.
Why you need more accounts in play
Closing is a numbers game. Not every account you work will buy, no matter how good the work is. Some have no budget, some have bad timing, some pick someone else. So the number of accounts your reps can work at a time sets a ceiling on how many you can close. Work a few, close a few.
Most teams try to beat the ceiling with quality: pick the accounts more carefully, work them harder. That helps, but it doesn't move the ceiling. The only thing that moves it is the number itself: each rep working more accounts at a time.
That's exactly the number an AI agent changes. When the research, the pitch and the buyer roster come built, working an account shrinks to the actual selling. Two new accounts a week per rep becomes six. Same reps, same motion, three times the accounts in play, and a ceiling three times higher.
No. Legatus gets trained on your company as part of onboarding: what you sell, who you sell it to, the problems you solve and the proof you carry. It’s done once, and every playbook after that builds on it. Details on the pricing page.
Public sources: the account's website, news, filings, job posts, leadership changes and what the company publishes itself. Everything in a playbook is checkable, and nothing comes from scraped private data.
The account story, why now, the buyer roster with an angle per person, the first move and the signals to watch going forward. Enough for a rep to open the account without starting the research from zero. See a full one in the interactive demo.
Data tools hand you inputs: contacts, triggers, firmographics. Your rep still turns those into an approach. Legatus delivers the finished account work: the research read, the pitch written, the roster mapped, the order set. You buy the judgment, not just the data.
No. The motion stays yours and so does the stack. Legatus does the preparation layer, your team runs the selling in whatever tools they already use.
Every account refreshes quarterly or at a click: research rerun, strategy reworked, fit rescored. The playbook your rep opens reflects the account as it is now, not as it was when the list was built.
The account knowledge stays on the account. The playbook, the history and the signals don't live in anyone's head, so the next rep opens the account where the last one left it.