Jake Toepel is Chief Technology Officer of LeanScale, where he builds the AI-native revenue operations systems behind fast-growing B2B SaaS companies — working systems rather than decks about AI. He leads development of Vasco, LeanScale's context graph: the semantic layer that maps a company's raw CRM, billing and product data to what it means in their business, so agents answer from a model of the business the team has already agreed is correct.
LeanScale CTO Jake Toepel opens the hood on the agent fleet behind a whole portfolio — and why one company's messy definitions become thirty boards' worth of wrong answers
LeanScale CTO Jake Toepel runs an agent through ICP, messaging and pipeline diagnosis — then shows why it breaks on your own CRM
“You kind of built the escape hatch without even realizing it. The leverage was instantly gone.”
“A lot of people over complicate this with what model it's going to be used with when really these systems are foundationally model agnostic. That allows you to control your own destiny when the gravy train of these max plans getting $4,000 worth of usage, that's obviously not gonna be forever.”
“People are also throwing the most expensive, highest compute, most complex models at a pretty simplistic problem. This is something that a haiku can handle with relative ease.”
“We run revenue operations for dozens of fast-growing SaaS companies at the same time, different CRMs, different data, different definitions of basically everything, and we do it with a small team and a stack of AI agents.”
“It is the most critical piece of AI-native go-to-market, and it's the reason any of this can be trusted at scale.”
“Everyone wants AI-native GTM, but AI-native GTM does not run on Vibes. It runs on operations.”
“RevOps is supposed to be the AI operations function. At most companies, it just isn't yet.”
“If you want agents running your go-to-market, somebody has to build and maintain the foundation they run on.”