The SaaS Revolution Show From 0 to $5M in ARR: How to create a predictable outbound machine
On this week’s episode of the SaaS Revolution Show, we talk with Nazma Qurban, Chief Revenue Officer of Cognism about how she has managed to build a predictable outbound sales machine in the past 2.5 years.
When Nazma joined Cognism she was the first sales employee. The company had one paying customer so the world was hers to conquer and bring in the revenue. Nazma knew the way to go was outbound so she started building a predictable outbound strategy. Driven and ambitious, Nazma would go to every networking event she could and knock on many doors to get a ton of advice and spur as much interest about Cognism as possible.
Two and a half years later she has built a team of 25, mostly comprised of graduates that she carefully upskills. The learning mentality is still present among them and you would be hard-pressed to go to a meetup in London and not run into someone from Cognism. The efforts have paid off. The retention of employees is incredibly high and nowadays Cognism earns $5M in ARR. Cognism’s is a truly remarkable story, with outstanding salespeople in the heart of it.
Listen on to hear:
- How Nazma makes sure the graduates she hires stay in the company
- The secret to upskilling graduates
- One key tenet to building a predictable revenue machine
Nazma Qurban is one of many excellent speakers we will host at SaaStock19 in Dublin this October who will help you improve your sales efforts. During the three days, you will learn much more from the likes of Jacco vanderKooj, CEO of winning by design, Steli Efti, CEO of Close.io, Patricia Duchene, VP Sales, and GM Europe, Wrike and many others. Grab a ticket now at saastock.com for the best possible price.
Check out the other ways SaaStock is helping SaaS founders move their business forward:
🇮🇪 SaaStock Europe: 14-15 October 2025 | Dublin, Ireland
Book tickets: https://saastock-europe.com/tickets/
🇺🇸 SaaStock USA 2025: April 2026 | Austin, Texas
Book tickets: https://saastock-usa.com/
🤝 SaaStock Founder Membership: A private members group of B2B SaaS founders between $100K - $10M ARR who are committed to growth and helping others (https://www.saastock.com/founder-membership/)
🌎 SaaStock Local: Monthly meet-ups in cities all around the world, bringing together SaaS enthusiasts and experts to discuss the most pressing topics in SaaS (https://local.saastock.com/home)