Series B: enterprise budgets, startup speed
$20M–$100M raised, 50–200 employees, full C-suite in place. Multiple departments with their own budgets, annual procurement cycles — but still founder-influenced in key decisions. The highest-ACV tier in the daily feed.
Series B company profile
$20M–$100M raised, 50–200 employees, full C-suite in place, multiple departments with their own budgets. Annual contracts, formal procurement processes, and security reviews — but still founder-influenced in strategic decisions. The deal size is enterprise; the speed is startup.
Series B companies are replacing category-leading tools they outgrew at Seed and Series A with platforms built for scale. If you have an enterprise-grade product with startup-friendly pricing and a fast implementation track record, this is your tier.
How to position for Series B
These companies are measuring everything. Lead with metrics, case studies at comparable scale, and integration depth. They're buying for scale, not experimentation — so your pitch needs to answer “what does this look like at 200 employees and $50M ARR?” not just “what does this do?”
Enterprise features matter here — SSO, audit logs, role-based permissions, SLAs, and dedicated support. If your product is built for this tier, lead with those capabilities. They're not optional features; they're table stakes.
Series B buyer landscape
Multiple stakeholders — a champion at manager level who will run the evaluation, sign-off from a VP, and budget approval from a CFO. The founding team still influences platform-level decisions but is less involved in operational tooling. Map the org before reaching out.
The daily feed includes verified contacts at multiple levels — founder, C-suite, and VP. Filter by your typical champion profile and sequence accordingly. A warm intro via the investor is worth pursuing when one of the lead investors is in your network.
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