Thomas Honoré has been a Sales Manager at Teamtailor for nearly three years. He has hired more than fifteen salespeople and now manages seven of them on the mid-market segment. With Adrien Vicard, Regional Sales Director and former Country Manager France, he looks back on Teamtailor's sales organization and on a Sales stack that evolves as the company grows internationally.
Teamtailor has more than 600 employees worldwide. Since the start of the year, the French sales teams have been split into one SMB team, three mid-market teams and one Enterprise team, with another mid-market team set to move toward Enterprise.
On the software side, Salesforce has been the foundation since January 2024. Cognism feeds the CRM with accounts and contacts, FullEnrich fills in the data, while Salesloft and Jiminny are gradually set to make way for Gong.
Why did Salesforce become Teamtailor's central CRM?
Salesforce has been the core system of the Sales organization since January 1, 2024. Before that, Teamtailor used 
HubSpot.
Thomas had just joined when the migration took place and does not know the precise reasons for the change. A few months later, around April-May 2024, Teamtailor added 
Salesloft for prospecting. Here again, Thomas was not involved in the decision, but he offers an explanation:
“In my view, Salesloft was put in place because it was a more intuitive tool for prospecting and hunting.”
Salesloft thus became the layer dedicated to outreach, while Salesforce remained the central system in which accounts and contacts are managed.
How does Cognism feed Salesforce at Teamtailor?
Cognism was already in place when Thomas arrived in November 2023.
Salespeople use it as a B2B database to search for companies based on criteria such as revenue, headcount or geographic area. They can then identify the people to prospect and look up their contact details, notably their email and phone number.
But accounts are not automatically sent to Salesforce.
Each salesperson selects in Cognism the ones they want to import. Assignment also remains largely manual. Each salesperson can manage a maximum number of accounts, and certain rules determine when an account that is no longer being worked becomes available again. Sales reps can also pick up accounts from a free pool.
“They build their own prospect portfolio themselves,” Thomas sums up.
Tools in this section
Why did Teamtailor replace Kaspr with FullEnrich?
Alongside Cognism, Teamtailor previously used 
Kaspr to retrieve contact details, notably phone numbers via LinkedIn.
Cognism acquired Kaspr in April 2022. Teamtailor has since stopped using Kaspr and now uses 
FullEnrich. Thomas highlights in particular its waterfall enrichment and the quality of the data obtained on mobile numbers.
Thomas gives the example of salespeople who each have 1,000 credits per month. A mobile number costs 10 credits, while the cost depends on the type of data being looked up.
How does Teamtailor want to automate its sourcing with Clay?
These enrichment tasks are still fairly manual today. To enrich a contact, the salesperson copies their LinkedIn URL into FullEnrich to look up, notably, their phone number, then enters the information in Salesforce. At the time of the interview, Teamtailor did not yet use a direct integration between FullEnrich and Salesforce. This is precisely the kind of task the company would like to gradually automate.
Teamtailor has therefore started integrating 
Clay to automate part of this work.
A first experiment relied on about 40 signals, including a company's growth, whether it has an ATS or whether it belongs to Teamtailor's ICP. This data made it possible to build a first tiering, which was then imported into Salesforce.
The goal now is to have more dynamic signals and, eventually, to further automate the enrichment and assignment of accounts to salespeople. Thomas even imagines that Clay could become their main entry point to the data they currently look up directly in Cognism or FullEnrich.
“Tomorrow, with Clay well broken in, properly set up and running smoothly, I don't know if we'll stay with Cognism and FullEnrich.”
But the project is more complicated than expected. Teamtailor has to deal with about 13 years of data, duplicates and data entry practices that have changed over time.
“I thought it would be more instant than that. In the end, between all the duplicated data, all the history and the fact that people didn't enter data the same way, it's still a bit complicated,” says Adrien.
For now, Teamtailor is therefore keeping a significant part of sourcing manual. Thomas even sees an advantage in this as long as the data is not reliable enough: salespeople keep control over the accounts that go into Salesforce.
Tools in this section
Why is Teamtailor replacing Salesloft and Jiminny with Gong?
Another important change concerns Salesloft and 
Jiminny.
Salesloft is used for prospecting. Jiminny is used in particular to record and replay video calls. Teamtailor is in the process of migrating these uses to 
Gong.
Adrien mentions three Gong building blocks: one dedicated to forecasting, Foundation to replace Jiminny and Engage to replace Salesloft.
The choice was made by the tooling team on the RevOps side: “We now have a Tooling team that benchmarks tools, uses them, forms its own opinion and then signs off,” explains Adrien.
The move to Gong is part of a broader reflection on how software is chosen.
According to Adrien, Teamtailor operates in more than 90 countries with 28 hubs. At this scale, a solution can perform very well locally without being the one the company will choose to roll out everywhere. He cites FullEnrich as an example of a tool that gives them good data relevance. But headquarters is also pushing for software that can be used across all geographic areas.
“We're also being pushed, and I understand why, by headquarters to have a tool we'll be able to scale across all regions.”
This is also what explains, in his view, the use of tools like Salesforce: they provide a common foundation and connect the different building blocks of the stack.
Tools in this section
Why is calling still manual at Teamtailor?
The phone stands out from the rest of the stack.
At the time of the interview, salespeople did not yet have a true dedicated calling tool. For a cold call, they dial the number on their phone and then log the activity manually.
Jiminny records video calls, but not these phone calls.
The move to Gong should bring a first improvement thanks to its dialer. Thomas points out, however, that it is not a specialized parallel dialing solution.
How does Teamtailor use Claude and ChatGPT on the Sales side?
The use of AI is, for now, less structured than that of Sales tools.
Adrien describes a fairly opportunistic approach. Different people use 
Claude Pro or 
ChatGPT Pro depending on their needs. He himself uses Claude Pro on his personal account and has been authorized to connect it to the company's various MCPs.
Uses also spread among salespeople. At the time of the interview, a member of Thomas's team was due to present their ChatGPT Pro use cases at an internal meeting.
Thomas also describes a use of Claude in Slack for certain Finance or Legal requests. Before a ticket is handled by someone on the relevant team, Claude can provide initial answers based on an internal library.
This can, for example, help a salesperson respond faster to a prospect or check upfront whether a contract change is feasible. The Finance or Legal team then stays in charge of handling the matter.
On the Marketing side, Adrien also mentions Claude Pro and 
Lovable as part of Teamtailor's rebranding.
What other software does Teamtailor use internally?
The interview also brings out a few tools used outside of Sales.
On the HR side, 
Teamtailor uses its own ATS as well as Aboard, its HRIS tool, which handles time-off management, device registration, the internal directory, onboarding and offboarding.
“Aboard works very well for a company our size, up to 600 employees.”
According to Adrien, Aboard has about 250 customers and had been sold in Sweden for about a year and a half at the time of the interview. For expenses, Teamtailor uses 
Revolut. Adrien had previously used 
Spendesk at Welcome and particularly appreciates Revolut's simplicity.
He gives a very concrete example. Every Tuesday, he buys breakfast for his team at the same bakery. Now, when he scans the receipt, Revolut automatically categorizes the expense and fills in “Breakfast Hub Marseille.”
“Revolut is the simplest experience in the world.”
Finally, 
Notion and 
Slack are among the main tools used to centralize information and keep it flowing.
Tools in this section
Summary of the software this article mentions in Teamtailor's stack
| Status | Workflow | Tool | Usage |
|---|---|---|---|
| In use | CRM |  Salesforce | Sales core system since January 2024 |
| Replaced | CRM | HubSpotReplaced | CRM used before Salesforce |
| Replaced by Gong Engage | Sales Engagement | SalesloftReplaced by Gong Engage | Outreach and prospecting, to be replaced by Gong Engage |
| In use | Revenue Intelligence / SalesConversation IntelligenceSales Engagement | Gong | Set to bring together several Sales functionsSet to replace JiminnySet to replace Salesloft |
| Replaced | Conversation Intelligence | JiminnyReplaced | Recording and replaying video calls |
| In use | Sales Intelligence / B2B data | Cognism | Account and contact research |
| Replaced | Enrichment | KasprReplaced | Contact detail lookup, notably via LinkedIn |
| In use | Professional network |  LinkedIn | Contact URLs used with FullEnrich |
| In use | Enrichment | FullEnrich | Contact enrichment, notably with mobile numbers |
| In use | Data / GTM automation | Clay | Signals, tiering and planned automation |
| In use | AI | Anthropic | Individual uses and MCP connections |
| In use | AI | OpenAI | Individual use cases on the Sales side |
| In use | App building / AI | Lovable | Mentioned in the context of the rebranding |
| In use | Collaboration | Slack | Communication, internal requests and Product feedback |
| In use | Knowledge managementAI / knowledge management | Notion | Centralizing informationAgents mentioned by Adrien, but not yet used on the Sales side |
| In use | ATS | Teamtailor | The company's ATS |
| In use | HRIS | Aboard | Time off, devices, directory, onboarding and offboarding |
| In use | Finance / expenses | Revolut | Cards and expense management |
