Unicorn To €100M: More Per Rep, Not More Reps — Molo Lorenz (Moss) #010

Growth After Headcount · Oct 1, 2026 · 35m · transcript

Moss just became a unicorn. The next target is €100M ARR, and the plan for getting there does not involve a hiring spree. Moritz "Molo" Lorenz runs GTM engineering at Moss, a four-person team inside RevOps that works across the ops, systems, and data teams. His job is to make every rep produce more, so revenue can grow much faster than headcount.

This episode is about the order of operations. Moss swapped an intern team doing manual account research for automated enrichment. It built a data lake so Salesforce stays clean. It also tried automated outbound and AI SDRs before the data was ready…