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lemlist recently crossed $40,000,000 ARR.
Their CEO, Charles Tenot, gave us a rare look inside their entire operation: every tool, platform, and system they use to run their SaaS.
lemlist is a prospecting platform designed to automate multichannel outreach, with one key outcome in mind: generating replies.
The platform enables teams to find leads with valid contact information and reach them across email, LinkedIn, WhatsApp, and calls from a single workflow.
They:
- Sell to sales and GTM teams
- Compete in a crowded outbound market
- Rely heavily on content, product led growth, and usage based adoption
That makes their stack particularly interesting for:
- B2B SaaS founders
- GTM leaders
- Revenue and growth operators
What makes this breakdown valuable is that lemlist doesn't just talk about modern outbound. They live it, and their results speak for themselves.
Here's the complete tech stack behind their $40M ARR ↓
1. Content
lemlist's content machine is powered by a team with a combined 300,000+ LinkedIn follower count. This includes their founder, Guillaume Moubeche (39,000+ followers), CEO Charles (35,000+), and key team members like Kévin (79,000+), Lucas (57,000+), Tal (35,000+), and Erwan (38,000+).
Taplio is their own all-in-one LinkedIn growth platform that combines AI-powered content creation, post scheduling, and performance analytics. It gives them access to a database of 5M+ viral posts for inspiration and tracks their key metrics (followers, reach, engagement).
They use Figma to create their visual content, the collaborative design platform to create infographics and multi-slide LinkedIn carousels that break down complex sales concepts into digestible content.
200.000+ visitors monthly through SEO
Google Search Console monitors their organic performance, showing which queries bring traffic, click-through rates, and technical issues affecting visibility. It's their early warning system for SEO problems.
Ahrefs and Semrush power keyword research and competitive analysis. With databases of 20-28 billion keywords between them, they use these tools to discover opportunities, track rankings, analyze competitor strategies, and monitor their backlink profiles.
Storyblok is their headless Content Management System (CMS). Unlike traditional platforms, it separates content from code, giving their marketing team a visual editor with live preview while developers get API flexibility. The component-based system enables them to build new pages quickly while maintaining consistency, a key factor in their high publishing velocity.
2. Outbound
When you're building a prospecting platform, the best way to improve it is to use it yourself.
lemlist practices what they preach. Their outbound motion runs on their own all-in-one prospecting platform. This means they're constantly testing, iterating, and experiencing the same workflows their customers use.
But great outreach starts with great data. For data sourcing, lemlist pulls prospect information from multiple B2B databases to maximize coverage and accuracy.
They use People Data Labs, Apollo, and their own lemlist database to access millions of verified business contacts.
Want to find key people at any company? Try it yourself:
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
For technology intelligence, they rely on BuiltWith, which shows them which tools and platforms companies are using. If a company uses a competing tool or a complementary technology, they know exactly how to position their outreach.
For funding data, Crunchbase helps them identify companies that just raised capital. When a company closes a Series A or B, they're typically hiring and investing in growth tools, making it the perfect time to reach out.
See what tech stack any company is running:
Tech Stack Finder Tool
Quick examples:
Having a name and company isn't enough, though. You need a valid email address. For data enrichment, lemlist's platform includes a waterfall system that gathers the best email finders on the market, including Prospeo, to maximize their find rate.
Need to find someone's email in seconds? Enter their name and company:
Email Finder Tool
Your target's information
Fields marked with * are required
Enter just the domain (e.g., company.com) or paste a website URL
Please enter a professional email address
Please fill in all required fields
Cold outreach is most effective when you reach the right people at the right moment. For intent signals, lemlist monitors several platforms. LoneScale tracks job changes, new hires, and open positions. When a VP of Sales joins a new company, they're often looking for new tools.
Snitcher identifies which companies are visiting their website, even if they don't fill out a form. This gives their sales team warm leads to follow up with.
G2 shows SaaS buyer intent. When someone is actively researching sales engagement platforms on G2, they use it as a strong signal they're in-market.
Start tracking buying signals for your company:
Intent Signals Finder Tool
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Quick examples:
For complex data use cases like niche data sourcing and deep AI-powered research, lemlist uses Clay as the power user tool for data operations. It lets them build custom workflows that combine multiple data sources, run AI enrichment, and handle edge cases that standard platforms can't manage.
For deliverability, lemwarm, their own email warmup platform, maintains their sender reputation by gradually increasing send volume and engaging in positive email interactions.
The way emails are written also impacts their likelihood of landing in spam.
Check if your emails will land in the inbox or spam folder:
Spam Checker Tool
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For AI-powered personalization at scale, they leverage multiple AI models: OpenAI, Claude, and Mistral AI. They also use Dust, an AI agent builder that helps them create custom workflows for research, personalization, and response handling.
3. Product
For the product’s data, lemlist runs on a modern stack.
BigQuery is their data warehouse, Google Cloud's serverless solution that handles petabyte-scale analytics. It separates storage from compute, so they only pay for what they use and can scale instantly.
Google Cloud handles application deployment and infrastructure. No server management, just reliable global reach.
Holistics Data powers their business intelligence. This SQL-based BI platform sits on top of BigQuery and helps teams build reports without constantly bothering engineers.
RudderStack and dbt Labs handle data transformation.
RudderStack collects and routes customer data from their website and product. dbt then transforms that raw data into analytics-ready tables using SQL, with built-in testing and version control.
For rapid prototyping, they use Vercel or AI-powered code generation and Replit as their cloud development environment. Both let them test ideas fast before building them into the main product.
They also leverage Xano to build custom mini-tools, like an instant email finder.
4. Funnel
lemlist converts 7-8% of their 200K+ monthly visitors into signups. That's 15,000+ new signups every month.
Mixpanel tracks product metrics and user behavior. Google Analytics handles overall website traffic and engagement.
Hightouch is their reverse ETL platform. It takes clean data from their warehouse and syncs it to every business tool, so sales, marketing, and support all work from the same source of truth.
They use Customer.io for email marketing automation, Default for smart lead routing to sales reps, and Webflow for their website.
5. Sales
Their sales team, led by Yann Guilleux, closed $685K in ARR in July.
The sales stack is lean but powerful:
Hyperline handles contracts, custom quotes, and invoicing. For a SaaS with usage-based pricing or custom deals, this automates what would otherwise be hours of manual work per contract.
Claap records and transcribes meetings so reps can focus on the conversation instead of frantically taking notes. Transcripts are automatically searchable, making it easy to find what prospects actually said.
They use Kataliz as their digital sales room to close big deals with multiple stakeholders.
lemcal schedules meetings (another internal tool they built). By using their own scheduling solution, they spot friction points and improve the product for customers.
HubSpot serves as their CRM, tracking deals, contacts, and the entire sales pipeline in one place.
And of course, lemlist runs their outbound motion.
6. Finance
Stripe processes all payments and handles recurring subscriptions. Qonto is their business banking account, built for modern companies with features like instant virtual cards and real-time expense tracking.
Pennylane manages their accounting and bookkeeping, automating transaction categorization and expense tracking. ProfitWell by Paddle tracks their subscription analytics and metrics that matter for SaaS: MRR, churn rate, LTV, and expansion revenue.
7. Customer Support & Team Operations
Slack handles internal team communication, keeping everyone aligned across projects and teams. Notion serves as their central knowledge hub for documentation, roadmaps, and company wikis.
n8n powers their advanced workflow automation, connecting different tools and triggering actions automatically.
Intercom manages customer support through live chat, help center articles, and proactive messaging to help users get value faster.
