Using Data, Technology, and Inbound Selling to Go from $0 to $100 Million
Mark RobergeBuilt to showcase myself and my projects — click around the desktop, open folders, and discover what I’ve been building.
About Sabrina Hoagland.
→ 60,000+ cold calls. $41M+ in sourced pipeline. And the systems behind them.
I've made more than 60,000 cold calls. That's not a brag, it's just what five years in sales and revenue operations added up to. Somewhere in the middle of it I stopped believing the hard part was the calls. The hard part was everything around them. Bad lists. A CRM nobody trusted. Marketing money nobody could trace. So I started fixing that instead.
At a financial software company I was the first SDR they hired. There was no playbook, so I wrote one. Sequences, scripts, how we picked accounts, and eventually the job description and onboarding plan for the person who came after me.
The year before that function existed, the company booked 37 discovery meetings and 6 demos. This year, with a quarter still to go, it's 203 and 56. Up 449% and 833%, if you like percentages. I mostly cared that the calendar was full. That same stretch put $16M into pipeline in my first eleven months.
At several SaaS companies I built the systems and processes behind demand generation. I owned the CRM. I designed the sales process end to end, from the first discovery call through renewal and, when it came to that, the exit call. I built the revenue reporting the executive team took to the board. I ran conference programs, everything from booth logistics to the model that showed whether the spend was actually worth it. And I paid attention to how people moved through the website, from first visit to booked meeting, because that's what told us where the next dollar should go.
Along the way I built computer-use agents for things like website operations and search visibility audits, plus a research workflow that let me keep outreach personal without slowing down.
The thread through all of it: I was usually the person in between. Sales heard something in the field, I got it to Product in a form they could use. Marketing spent money on an event, I turned it into meetings someone could work. I trained teams and partners, including internationally, on processes that kept running after I moved on.
What people who managed me said
“Sabrina is more than an SDR, she is a true GTM strategy and execution partner.”
Director of Sales
“She has an impressive knowledge base of multiple different CRMs and programs within most sales orgs.”
Sales Manager
“She constantly ranked amongst the top performers on our team.”
Sales leader who hired me as a full-cycle account executive
Tools I've spent the most time in: HubSpot, SQL, n8n, Claude, Clay, Apollo, Google Analytics, Google Ads.
Experience
Scroll the window for the full timeline.
Revenue Operations & Sales Enablement
5 yrs
- Owned the CRM end to end: pipeline architecture, workflow automation, data integrity, and reporting.
- Built the executive-level revenue reporting leadership used to make decisions.
- Designed the sales process from the first discovery call through renewal and exit, and wrote the SOPs behind it.
- Ran conference programs from booth logistics through the ROI model that showed whether the spend paid off.
- Built an automated handoff that alerted operations the moment a deal closed, with everything they needed to open the account.
- Tracked how people moved from first website visit to booked meeting, and used it to decide where the next dollar should go.
- Stood up the first customer support ticketing process, and trained internal teams and international partners on the processes behind it.
Sales Development
4 yrs
- Sourced more than $40M in pipeline through outbound across two companies, including more than 40,000 cold calls.
- Joined as the first SDR and built the function from nothing: sequences, targeting, the research workflow behind them, and the hiring and onboarding plan for the next rep.
- Consistently hit and exceeded quota, with a best year of 136%.
- Sourced pipeline for four account executives across two segments at the same time.
Account Executive
8 mos
- Ran full-cycle sales: demos, close, and handoff to onboarding.
- Ranked among the top performers on the team.
- Built the sales reporting leadership used, and led an email deliverability push that lifted engagement.
Sales Development
1 yr
- Sold an LLM chat product and an AI voice agent in 2021, before most people had heard of either.
- Top performer company-wide on demos scheduled.
- Promoted to Senior SDR to onboard and coach new hires.
Where I learned to live by SOPs and keep moving when the plan fell apart.
Raised $10K+ for local charities through an annual memorial 5K.
Bachelor of Arts, Psychology (minor in Criminology) · University of Kentucky
Skills.bin
Roughly ordered by how much of my life each one has taken.
Revenue systems and CRM
HubSpot (subject matter expert) · CRM architecture · pipeline and lifecycle design · workflow automation · data integrity and auditing · sales process design from discovery through renewal and exit · SOP writing and team training
Outbound and go-to-market
Cold calling (60,000+ and counting) · ICP definition and account targeting · multichannel sequencing · messaging and script writing · enterprise and mid-market outbound · broker and partner channel · conference and event pipeline · full-cycle closing
Reporting and analytics
SQL · AWS QuickSight · Google Analytics 4 · Google Ads · executive and board reporting · funnel and conversion analysis · lead source attribution · conference ROI modeling
AI and automation
Claude · Claude Code · computer-use agents · agent architecture · agent skill building · agent memory design · token optimization · n8n · OpenClaw · API work · custom research and personalization workflows · AEO and AI search visibility
Building teams and functions
SDR function design from zero · job descriptions and interview scorecards · onboarding and ramp plans · cold call coaching · cross-functional training · international partner enablement
Sales stack
Clay · Apollo · Orum · Gong · LinkedIn Sales Navigator · JIRA
Hermes is a Computer Use Agent built to operate like a hands-on digital partner, not just a chatbot.
For Bluegrass AI Agent Quarry, Hermes helps move real work forward behind the scenes, supporting website development, Google Analytics tracking, site optimization, and ongoing execution tasks that keep the business improving.
It’s the kind of system that gives me leverage: while I’m living my personal life and growing my career, Hermes keeps helping the website evolve, monitor performance, and push the work forward.
Aries AEO Agent
Aries is an AI-powered AEO agent built to help marketing agencies audit, monitor, and improve AI discoverability for every client.
Recycle Bin is empty.
Apparently even my deleted ideas are keeping a low profile today.
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My favorite books that helped my career
A bookshelf for the books that sharpened how I think, sell, build, and execute. Scroll the window for the full shelf.
12.5 Principles of Sales Greatness
Jeffrey GitomerThe Art of Selling with Champions to Shape Internal Buying Conversations & Close Enterprise Deals
Nate NasrallaAchieving Success at Work and in Life One Conversation at a Time
Susan ScottThe Seven Principles of Positive Psychology That Fuel Success and Performance at Work
Shawn AchorHarnessing AI to Make Faster, Smarter Decisions
Geoff WoodsHow People Decide, and How to Sell Without Pushing, Pitching, or Pressure
Sam GriffardHow to Fall in Love with the Process of Becoming Great
Joshua MedcalfTaking Control of the Customer Conversation
Matthew Dixon and Brent AdamsonNegotiating As If Your Life Depended On It
Chris Voss with Tahl RazThe Story of Success
Malcolm GladwellWhat We Should Know about the People We Don't Know
Malcolm GladwellHow the Best Leaders Make Everyone Smarter
Liz Wiseman and Greg McKeown