Case Study: Lace.ai builds a scalable GTM machine with Captivate Talent

Lace.ai grows ARR 1,000% with Captivate Talent

Lace.ai, an AI-powered call analytics provider for home services companies, faced a critical challenge scaling its go-to-market (GTM) engine after achieving rapid growth and a $19M Series A funding round. The company needed to hire specialized "translator" talent who could bridge the gap between its AI SaaS product and the relationship-driven home services market, but these profiles did not map to standard talent pools. A wrong hire at this stage risked distorting market signals and company culture. The company partnered with Captivate Talent to solve this hiring problem.

Captivate Talent implemented a highly collaborative and strategic hiring process, running live calibration sessions to pressure-test role designs and target candidates with specific domain relevance and zero-to-one experience. They successfully placed ten key roles, including a founding Account Executive and a Customer Success Manager who was later promoted to Head of CS. This built a complete and high-performing GTM org for Lace.ai. The results were significant: the new sales team quickly performed above quota, closed the largest deal in company history, secured multi-year customer commitments, and transformed the company's growth from founder-led to a disciplined, scalable machine.

Lace.ai