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AirOps' $15M ARR Tech Stack: From $2M to $15M in 11 Months
AirOps scaled from $2M to $15M ARR in 11 months.
Their Co-Founder, Matt Hammel, and Head of Growth, Eoin Clancy, broke down their entire GTM tech stack. The result is a lean, efficient setup of roughly 15 tools that most B2B teams can replicate.
AirOps' focus is simple: they help brands increase visibility in AI search and LLMs. That means they practice what they preach, and their stack reflects that operational reality.
Here's the complete tech stack behind their rapid scale.
1. Content & Ads: Building Visibility in AI Search
AirOps' entire growth motion starts with content. Their platform helps brands optimize for AI search, so they run their own content engine to demonstrate results and build authority.
Video & Community
Descript handles their video editing with transcript-based workflows. This tool transforms webinar recordings and content interviews into polished video assets. The team can edit video by editing text, making production faster and more accessible.
Circle manages their Content Engineer community and cohort programs. This platform combines course hosting, discussion forums, and member management in one place.
AirOps uses it to build a community around content engineering practices, turning customers into advocates and creating a feedback loop for product development.
Figma powers their design work, including graphics, infographics, and visual assets for content distribution.
AI Search Optimization
AirOps uses their own platform to track brand visibility across AI search engines and LLMs. This gives them real-time data on how their content appears in ChatGPT, Claude, Perplexity, and other AI tools.
The platform helps them prioritize which content to create, refresh, or amplify based on actual citation performance.
LinkedIn Ads & Engagement Tracking
Fibbler tracks which companies view and engage with their LinkedIn thought leadership content. When a target account engages with a post from team members, Fibbler surfaces that signal so the sales team can follow up with context.
This turns organic content into a lead-generation asset that feeds their outbound motion.
2. Outbound: A Lean Tech Stack
AirOps runs outbound with just a handful of tools, each chosen for specific capabilities that complement the others.
Multi-Channel Orchestration
lemlist orchestrates their multichannel outbound campaigns across email and LinkedIn. The platform enables personalized sequences that adapt based on prospect behavior, combining cold email with LinkedIn touchpoints in unified workflows.
If you need to find someone's email, just enter their name and company:
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This means a prospect might receive an email, see a LinkedIn message, and get a connection request, all triggered by a single campaign.
For high-value prospects, having a mobile number opens up call and SMS channels. Find your prospect's data in seconds:
Mobile Finder Tool
FIND PEOPLE
Type domains, select personas, fetch real contacts.
Type LinkedIn company domain and press Enter to add
Persona 1
Define specific job titles and seniority levels to target the right decision makers
Data & Enrichment
Clay serves as their data operations center. They use it to map target accounts, enrich contacts through multiple data providers, and trigger advanced workflows based on specific conditions.
Clay's flexibility lets them build custom data operations that standard platforms can't handle.
You can find key decision-makers at any company, trying our people finder tool:
People Finder Tool
FIND PEOPLE
Type domains, select personas, fetch real contacts.
Type LinkedIn company domain and press Enter to add
Persona 1
Define specific job titles and seniority levels to target the right decision makers
Intent Signal Aggregation
Common Room aggregates buying signals across multiple channels. When a prospect engages with content, visits the website, or shows up in product usage data, it scores that activity and surfaces high-intent contacts.
This intent-based activation ensures outbound focuses on warm prospects rather than cold lists.
Trigify tracks ICP-relevant social signals and trends across key networks. When someone at a target account posts about challenges AirOps solves, Trigify surfaces that signal for immediate follow-up.
Understanding when prospects are actively researching solutions gives you perfect timing for outreach, try our intent signals tracker
Intent Signals Finder
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Quick examples:
Email Sending
Smartlead handles bulk email outreach while maintaining high deliverability. The platform rotates sender addresses, warms up domains automatically, and monitors inbox placement to ensure emails land in the primary inbox rather than spam folders.
Before you start your email campaign, check that your emails won't land in spam with our custom spam checker:
Spam Checker Tool
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Sales Call Intelligence
Attention records sales calls and extracts insights automatically. The platform transcribes conversations, identifies key moments, and surfaces patterns across multiple calls.
AirOps uses this to extract insights from happy customers, turning qualitative feedback into actionable intelligence for product and marketing.
3. Product: Analytics & Data Infrastructure
AirOps runs a modern analytics stack designed for speed and self-service.
Data Exploration & Analysis
Hex provides an AI-enabled analytics workspace for exploring production data. Data teams use Hex notebooks to run queries, build dashboards, and launch analysis without constantly waiting on engineering resources.
The AI assistance helps write SQL faster and catch errors before they cause problems.
Amplitude tracks deep product analytics, specifically focused on user onboarding and activation.
The platform shows exactly where new users drop off, which features drive retention, and how different cohorts behave over time. This granular insight helps AirOps optimize their product experience.
Metabase serves as their self-serve business intelligence tool. Non-technical team members can build dashboards, run reports, and answer questions without SQL knowledge. This democratizes data access across the company.
4. Website & Attribution
Site Hosting & Content Management
Webflow hosts their website with a visual builder and integrated CMS. The platform gives marketing full control over the site without requiring developer involvement for every change.
Webflow integrates seamlessly with AirOps' own platform and their broader content stack, enabling them to publish and update content quickly.
Marketing Attribution
HockeyStack handles their marketing attribution and analytics. The platform connects data across ads, website visits, content engagement, and closed deals to show which channels actually drive revenue.
This visibility allows the team to allocate budget based on what works rather than vanity metrics.
5. Hiring & Communication
Talent Acquisition
Juicebox powers their AI recruiting platform for leadership-led sourcing and candidate engagement. The tool helps founders and executives stay involved in hiring without spending hours manually reviewing applications.
Async Communication
Loom enables async video communication across the team. Rather than scheduling meetings for every update, team members record quick Loom videos to share project walkthrough, provide feedback, or explain complex concepts. This keeps teams aligned without meeting overload.
6. The Efficiency Advantage
AirOps runs on roughly 15 GTM tools to reach 8-figure ARR. That's remarkably lean compared to most B2B companies at similar scale.
Their stack proves that rapid scaling doesn't require massive tool sprawl.
Their success comes from:
Practicing what they preach with content and AI search optimization and focusing on intent signals and warm outreach rather than spray-and-pray tactics.
They’d rather use specialized tools that excel at specific jobs rather than all-in-one platforms while maintaining lean operations through self-serve analytics and async communication.
The stack works because each tool feeds the next. Content generates engagement. Engagement creates intent signals. Intent signals trigger personalized outbound. Outbound converts into pipeline. The system compounds over time.
You can see exactly how we drove $7.83M in pipeline for AirOps using ABM tactics here.
For B2B teams looking to scale efficiently, AirOps provides a roadmap. Start with fewer, better tools. Integrate them properly. Focus on what actually drives revenue rather than collecting platforms that sound good in theory.
See how your current GTM motion compares and get tailored strategies for improvement:
