How Fleetio Increased GTM Sourcing Efficiency by 67%

Building More Capacity Into an Outbound-First Talent Team

Katy Malone, Fleetio’s Director of Talent Acquisition, has a clear view of how a modern talent team should operate: recruiters should spend their time where their judgment and relationship-building matter most, with technology taking on more of the repetitive work.

That mindset has helped Fleetio grow incredibly quickly: last year, the company hired 200+ people across go-to-market, Customer Success, Product, Engineering, Business Operations, and Finance. This year, the team is planning for an equally impressive growth spike, and sourcing will continue to play a major role in how they fill many of those positions.

“My team is a very strong outbounding group of sourcing professionals. But given higher volume targets, getting more resources and more bandwidth and velocity in terms of sourcing never hurts.”

Fleetio turned to Juicebox as a way to give their talented recruiters more capacity to do what they’re already good at. 

Choosing Technology That Could Grow With the Team

In the midst of one of its busiest hiring seasons last year, Fleetio was exploring how AI could add more top-of-funnel velocity without adding complexity to its existing workflow. Their VP of People heard good things about Juicebox through her network, so Katy and Ethan Monroe-Peet, Recruiting Operations Manager, decided to take a look and quickly saw the potential: 

“We realized very quickly within the first demo that this was a super high-potential product and fit a lot of our needs.”

It was important to the team to find a technology partner, not just a platform. Katy gravitates toward fast-growing technology companies that listen closely to customers, invest in onboarding, and continue evolving alongside the teams using their products. She saw that in Juicebox:

“You guys have that approach. You’re meeting us where we’re at in terms of goals and objectives and making sure that the product features align with that.”

That gave Fleetio confidence that Juicebox could create immediate value while continuing to support the way the recruiting team wanted to work over time.

Bringing More Context Into Every Search

Ethan does a lot of recruiting for senior engineering and leadership roles, where searches can become highly specific very quickly.

Juicebox gives him a faster way to understand the market around a role, including estimated compensation, candidate location, company stage, and the types of growth environments candidates have experienced. He brings those insights back to hiring managers to sharpen the search before the team invests heavily in outreach.

“It definitely helps during those conversations, especially in terms of need-to-have versus nice-to-have.”

For example, if a particular combination of experience is concentrated in a single expensive market, Ethan can show that to the hiring manager early on. Together, they can decide which requirements are essential and where they have room to broaden the search.

Juicebox helps Ethan account for those nuances without having to rebuild the search manually each time. Following Fleetio’s acquisition of Auto Integrate, some roles also come with geographic constraints, so hiring candidates on the East Coast can create better timezone overlap with colleagues in the UK. 

Expanding Pipeline Across Different Hiring Needs

This flexibility within Juicebox allows the Fleetio team to use Agents differently across teams, depending on each search's requirements.

On the go-to-market side, Reggie Landicho leads much of Fleetio’s sales recruiting and uses Agents for recurring SMB and mid-market hiring, as well as harder-to-fill director-level and confidential searches. Agents continuously add new candidates for him to review, and once he has a shortlist, Reggie batches outreach in Juicebox Sequences based on the strongest engagement he sees.

On the technical side, Ethan uses Juicebox Agents most heavily for senior software engineers, engineering managers, and directors.

“The Agents have been amazing for us. It’s been a huge velocity boost.”

Once the GTM and technical teams have defined what a strong candidate looks like, Agents can continue exploring the market while recruiters focus on outreach, conversations, and moving candidates through the process.

That lets the same team support both high-volume and highly targeted searches without relying on a single sourcing workflow.

Finding More Value in Existing Candidate Data

The integration with their ATS, Greenhouse, gives Fleetio another way to build a pipeline from candidates it already knows.

Some roles can attract 1,000 to 2,000 applications within a few days of opening. Ethan can use Juicebox to search through their existing ATS data and immediately see whether a relevant candidate has already entered Fleetio’s recruiting process.

“I know for a fact I’ve gotten at least a handful of interviews from Juicebox doing that specifically, where it says, ‘Oh, this person exists in Greenhouse. You just need to reach out.’”

That’s just one more path for recruiters to find qualified candidates while reducing duplicate research and review for each new search.

Operating Like There’s Another Recruiter on the Team

Fleetio wants to use automation to build workflows so efficiently that from the outside, it seems like there’s another person on the team.

“We’re trying to get our automations to the point where we’re effectively operating at a level where you would guess we had another hire on the team that we don’t.”

Recruiters still own the judgment, relationships, and strategy behind each search. The goal is to give them more capacity to do that work, and the team is already seeing that show up in the numbers.

One year into the partnership, sourcing volume has increased 33% year to date across Fleetio’s talent team. Within GTM recruiting, that increase is even higher at 67%.

Katy connected that added capacity to a real resourcing decision. When the team was evaluating Juicebox, Fleetio had also been considering adding dedicated sourcing support for their recruiters. Juicebox gave them another way to expand capacity while keeping recruiters at the center of the process.

Creating More Room for Strategic Recruiting

Sourcing is only one part of what Fleetio’s talent team owns.

Katy works closely with finance and senior leaders on workforce planning and hiring strategy. Ethan manages reporting, talent branding, recruiting technology, and vendor relationships alongside his engineering searches. Across the team, recruiters are also calibrating roles with hiring managers, engaging candidates, and helping the business make better decisions about where and how to hire.

The more efficiently they can build a pipeline, the more time they can devote to that work.

“We’re very honored to be part of what I think is your foundational group of customers. We’re excited to go on the ride with you guys.”

Fleetio is still finding new ways to use Juicebox across Search, Agents, sequencing, and its existing Greenhouse data. As those workflows continue to develop, the team can keep adding sourcing capacity without pulling recruiters away from the broader work they own.

Juicebox has already helped Fleetio increase sourcing efficiency, expand pipeline across a wider range of roles, and give recruiters more capacity without changing the work they are ultimately there to do.

That’s the model Fleetio is working toward: a talent team where AI extends the reach of strong recruiters and gives them more room to focus on the decisions, relationships, and strategy that move hiring forward.