EP2 - From Enterprise Rep to Founding AE Building Pipeline, Proving ROI & Scaling AI Bots

Meet Ross Miller, Founding Account Executive at TJM Labs, where AI “digital techs” run 24/7 to automate pharmacy workflows. Ross went from enterprise/strategic AE roles (e.g., scale-ups like monday.com) to owning the entire sales motion at an early-stage startup - smashing 500% of quota in month one and +200% for the quarter.In this episode, host Justin Dorfman digs into the real differences between selling at a well-oiled scale-up vs. being the first sales hire at a founder-led startup: wearing every hat, building brand & pipeline from scratch, and aligning resources when time and runway are tight. Ross shares how TJM’s bots deliver the equivalent of 4–5 full-time techs, run 24/7/365, and create a simple, defensible ROI story that’s fueling word-of-mouth growth across independent and specialty pharmacies.⏱️ Chapters00:00 Intro00:40 Ross’s path: SMB → Mid-Market → Enterprise → Founding AE01:20 What TJM Labs does (AI automation “digital techs” in pharmacy systems)02:45 Big mindset shift: scale-up seller vs. first sales hire04:45 Wearing every hat: messaging, website, demand, and sales06:48 “CEO of your patch” (for real this time)08:56 Ramp strategy: shadow the founder → full ownership; 500% month-one10:45 Daily cadence: follow-ups, 4–5 new sales calls/day, prospecting after hours11:50 Inbound momentum & community virality (Reddit, Facebook groups, referrals)12:45 Zero-integration sales motion, local install, zero data retention13:50 Moving upmarket: grocery chains, health systems & forward-deployed engineers15:15 Ross’s lean GTM stack (Sales Navigator, PandaDoc, email tracking, etc.)16:40 Cross-functional collaboration (CEO, COO, PMs, engineering)20:32 Productizing delivery paths: SMB/self-serve, core, and enterprise models22:10 How Ross uses AI daily (contracts, prep, research)24:39 Why founding AE community & camaraderie matters26:26 Connect with Ross & TJM Labs (+ they’re hiring engineers soon)💡 Key Takeaways

• Outcome-first ROI: A single bot = the work of 4–5 techs, no PTO, runs 24/7—simple math for pharmacy operators.

• Speed to impact: Shadow quickly, then own the process end-to-end.

• Focus wins: Niche market → strong word-of-mouth, stacked inbounds.

• Keep it light: Zero deep integrations + local install + zero data retention = less IT drag, faster closes.

• Build for scale: Segment delivery (self-serve vs. core vs. enterprise) early to avoid bottlenecks.

• Use AI everywhere: From SOW language to call prep to research—compress cycles and move faster.

👤 GuestRoss Miller — Founding Account Executive, TJM Labs🔗 Connect: / rossmiller2 👋 HostJustin Dorfman — Co-Founder &. CEO, AssetMule | FollowUp🔗 Connect: / justindorfman87 📣 HiringTJM Labs is scaling—engineers now, GTM roles likely next. Reach out to Ross on LinkedIn if you’re interested.🙌 Support the ShowLike, subscribe, and drop a comment with your favorite takeaway.Share this episode with a Founding AE or early-stage seller who needs it.💪 Try FollowUp for FreeBack-to-back demos and follow-ups piling up? FollowUp by AssetMule instantly generates personalized Digital Sales Rooms from your sales calls—built for Founding AEs to move deals forward and enable champions to sell internally. Try it for free: https://www.gofollowup.ai/