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Author: Robert Henderson
Title: EVP, Growth as a Service
Link: /life-at-iqor/leadership/robert-henderson
" Sustainable growth comes from combining data-driven strategy with disciplined execution across sales, marketing, and the customer journey."
Name: Robert Henderson
Title: EVP, Growth as a Service
What iQor Delivered
$90M
New Advertising Revenue Generated
275%
Average Quota Attainment
25 → 180+
Seller Team Scaled to Meet Demand
Challenge
Building an Advertiser Acquisition Engine from the Ground Up
A leading global social media platform saw an opportunity to grow ad revenue through U.S.-based SMBs but lacked the infrastructure to pursue the segment at scale. Starting with a small target list, the program needed to validate a repeatable acquisition model, prioritize churned advertisers by historical spend, and build account management to grow ARPA after activation.
By Q4 2025, the challenge was to rapidly expand sellers, markets, and delivery capacity without compromising productivity, quality, or execution consistency.
The client needed a partner that could:
Build net-new SMB advertiser acquisition capacity from the ground up.
Validate and operationalize a repeatable outbound sales model.
Prioritize churned advertisers based on historical advertising spend.
Scale seller headcount rapidly without losing execution discipline.
Extend the sales motion from advertiser acquisition into account management.
Support urgent multi-site expansion during a critical growth period.
Solution
Building a Scalable SMB Advertising Revenue Engine
JumpCrew built and scaled the initial advertiser-acquisition engine for net-new U.S.-based SMB advertisers, creating a repeatable full-cycle sales model supported by advertiser segmentation, structured outbound cadences, and account management focused on growing ARPA after activation.
As the model proved effective and demand increased, the seller organization scaled from approximately 25 to more than 180. Following iQor's acquisition of JumpCrew, expanded operational capabilities supported the client's Q4 2025 growth push, including additional site capacity to scale execution across markets.
Key Capabilities Delivered
Full-Cycle Advertiser Acquisition
Built a dedicated sales program to acquire net-new U.S.-based SMB advertisers through direct and agency sales.
Churned Advertiser Prioritization
Created a custom system to prioritize churned and inactive advertisers based on historical ad spend.
Structured Outbound Sales Cadence
Developed repeatable outreach using talk tracks, objection handling, sequencing, cadence, and handoff criteria.
Sales Enablement and Execution
Standardized the sales framework to support consistent execution as the seller organization expanded.
Account Management and ARPA Growth
Added high-touch account management to support activated advertisers and grow average revenue per account.
Rapid Multi-Site Scaling
Scaled from approximately 25 to 180+ sellers and added site capacity after iQor’s acquisition of JumpCrew to support Q4 2025 growth.
Measurable Business Impact
$90M
New ad revenue from net-new SMB advertisers
275%
Average quota attainment, nearly 3X benchmark
25 → 180+
Seller team scaled across markets and sites
620%
Headcount growth to expand sales capacity
Ready to Scale Your Advertising Sales Engine?
Explore how iQor helps organizations build scalable revenue operations that expand sales capacity, enter new markets, strengthen customer and advertiser engagement, and adapt quickly as demand changes.
Trusted by Leading Brands
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