Smarter outreach, stronger ROI
How Eftsure grew deal size by 126% with LinkedIn Sales Navigator
“One of the most valuable outcomes of using Sales Navigator is the increase in meeting quality and conversion. By identifying platform users whom our sellers might not have previously been aware of, and re-engaging them when they change roles or companies, we’re booking meetings that are warmer and more relevant. This results in better conversations and stronger pipelines.”
OPPORTUNITY
The need for customer mapping
Eftsure is a fast-growing Software-as-a-Service (SaaS) fintech that protects over 3,500 organisations from financial fraud with multi-factor verification and real-time vendor validation.
As a vertical-agnostic platform with world-class data and service capability, one of its greatest challenges is segmentation: Where should it focus finite resources for maximum revenue impact?
With buying committees expanding significantly, Eftsure needed a way to quickly and accurately map out entire prospect organisations, multi-thread across accounts, and track individual user movements. They achieved this with LinkedIn Sales Navigator.
“The ability to map and track customers would fundamentally change how our enterprise sales teams operate — enabling them to re-engage past clients who have moved on to new roles so as to create and maintain a pipeline of warm, relevant prospects.”
“We needed a smarter way to target multiple contacts across an account. We also wanted to be more intentional with our conversations and messages because, at the heart of it, B2B buyers are people too,”
- Chief Revenue Officer Sam Rahmanian
RESULTS
Deeper conversations, higher conversions
According to Sam, Sales Navigator has been pivotal in advancing Eftsure’s ARR (annual recurring revenue) growth objectives, by both increasing the number of meetings booked and improving conversion rates.
“By enabling us to target higher quality leads, track user movements, and personalise outreach at scale, Sales Navigator has contributed to both new customer acquisition and existing customer expansion. Whether we’re entering new markets or doubling down on existing ones, it helps us focus efforts where they’ll drive the most impact,” he said.
SOLUTION
Finding & engaging the right people
Eftsure leverages Sales Navigator’s CRM Sync Integration to connect seamlessly with HubSpot. This ensures that lead and account information stay updated and aligned across both platforms, giving sellers confidence in their CRM data while making sure they have the insights they need for day-to-day selling directly inside Sales Navigator.
This enables Eftsure to identify and uncover relationships that tie back to its customer base with ease and accuracy. It has been especially impactful for its enterprise seller team as it equips them with a top-down view of decision-makers and deal influencers within each target account.
Using features like Relationship Map, which visually maps out deal stakeholders, and Key Decisionmaker Alerts, which deliver real-time alerts on important moments like job changes, Eftsure is able to pinpoint the right leads, re-engage them at the right time, and secure meetings that are warmer and more relevant.
Elevating every conversation
With built-in features like Account IQ, designed to help sellers understand accounts, prep for meetings, and create effective account plans in seconds, Sales Navigator helps Eftsure understand what matters to prospects: their interests, affiliations, and potential alignment with Eftsure.
These insights are critical to crafting outreach that resonates and builds multi-stakeholder engagement effectively.
Going a step further, Eftsure also integrates Sales Navigator with LinkedIn Campaign Manager, which its marketing team uses, to strengthen its sales and marketing alignment.
Not only does this ensure that its advertising efforts are supporting sales actions and contributing to revenue goals, it allows marketing conversion data to flow back to the seller team, providing further insights on how best to engage with their leads.
“This integration alone has influenced over 23% of our revenue in the first seven months of 2025,” Sam noted.
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“When I started in sales, we had a phone, a script and a product list. Today, sellers have more tools than ever. The key is knowing how to use them well. LinkedIn Sales Navigator isn’t just a lead generation tool; it’s a relationship and insight platform. When used properly, it boosts conversion rates because it facilitates better conversations and deeper connections. That leads to healthier sales cycles and, ultimately, higher annual contract value (ACV).”
Sam RahmanianChief Revenue Officer, Eftsure -
“Integrated with our HubSpot CRM, Sales Navigator is able to surface former champions and contract signatories who have since joined our target accounts, turning them into a ready-to-use lead list.
From that list, I am consistently booking around 3-4 meetings per week using Sales Navigator: one with a CFO and another with a Head of Shared Services. Both had bought Eftsure at their previous companies, so locking in the meetings was painless.”Rory GroundsSales Development Success Manager Eftsure
Company Information
About Eftsure
Founded in 2014 Eftsure is a fast‑growing fintech SaaS scale‑up delivering critical B2B payment fraud protection at global scale. They provide a multi‑factor verification platform—“Know Your Payee”—to prevent B2B payment fraud, errors, and cybercrime via real-time vendor onboarding, ongoing validation, and payment‑time alerts. They have a global footprint and work with over 3500 customers across sectors like government, construction, mining, and finance.
INDUSTRY
Information Technology & Services
No. OF EMPLOYEES:
201-500
HEADQUARTERS
North Sydney, NSW Australia
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