Understory Unfiltered: AI Employees, Not “Agents”: How Lindy Runs on 300+ Automations

TLDR: From personal trainer to password-free CRM operations

Lindy Drope, Head of Go-to-Market at Lindy, doesn't know her HubSpot password. She doesn't need it. Her 300 AI agents handle deal creation, pipeline management, CRM updates, meeting prep, and post-call coaching without any manual input.

Listen to this episode to learn how Lindy eliminated sales admin entirely through agentic workflows, why the company's founding team member became the product's namesake, and the white glove implementation approach that helps enterprise clients build high-leverage AI agents.

Meet the guest: Lindy Drope, Head of Go-to-Market at Lindy

Lindy Drope is a founding team member and Head of Go-to-Market at Lindy, the AI agent platform combining the automation power of Zapier with ChatGPT's natural language capabilities. Before pivoting to AI agents, she worked with founder Flo Crivello at Team Flow, a virtual office platform, where she led sales operations.

A former elite gymnast and personal trainer who worked 5 a.m. to 11 p.m. with a six-month client waitlist, Lindy transitioned into sales after her employer recognized her ability to teach others how to sell. She now manages 300+ AI agents that handle everything from CRM automation to ruthless post-call feedback, and regularly gets asked whether she's been an AI avatar the entire time.

Chapters

[00:31] The origin story: How Lindy Drope became the namesake for an AI agent platform after a 94% anonymous vote victory

[03:03] "Have you been an AI the whole time?": Why customers still ask after hours of phone calls

[07:42] Zapier meets ChatGPT: How Lindy defines the no-code agent builder category

[09:09] 300 agents under one person: The shift from AI employees to an agent workforce

[14:17] The marketing content engine: How agents scrape customer data, draft posts, and build content calendars automatically

[16:40] 6,000 integrations out of the box: Why custom development is obsolete

[20:43] The password-free CRM: How Lindy eliminated notes, meeting prep, deal creation, and pipeline management

[26:26] White glove implementation: The 3-10 high-leverage agent playbook for enterprise clients

[27:37] Agent Academy: 2,000+ weekly participants in a three-day certification bootcamp

Key Insights

SaaS sales teams drowning in CRM admin can eliminate manual data entry entirely through complete workflow automation.

"I kid you not, I don't even know my password in HubSpot. Just everything's automated. I don't touch it," Lindy explains. Her agents handle the entire sales operations lifecycle: prospect research, meeting agendas, real-time CRM updates during calls, and personalized follow-up sequences.

"I've never created a contact. I've never created a company. I've never created a deal. I've never closed a deal. Like all of that's just automated." For SaaS growth teams spending hours on manual CRM work, this approach shifts focus entirely to relationship building and closing deals.

SaaS growth leaders struggling with inconsistent sales coaching can deploy AI agents that deliver ruthless, immediate feedback after every call.

Lindy configured her agent to provide direct, harsh feedback on every sales conversation. "I'm super self-critical, so I make it give me really cringe moments. Like it will call out anything I say, give me talk tracks," she shares.

The agent texts her after every sales call with specific improvement opportunities and alternative approaches. This creates a continuous coaching loop impossible with traditional feedback methods. For teams managing complex $100K+ deals, immediate objective analysis from every interaction compounds into significant performance improvements.

SaaS marketing teams coordinating content specialists can replace entire workflows with agents that scrape, draft, QA, and publish automatically.

One enterprise client uses Lindy agents to monitor thousands of customers across Twitter, LinkedIn, and G2 reviews. "It scrapes their current customers and then goes social listening. Look at their Twitter, LinkedIn, G2 reviews, find any data about their customers and then go back and create content for it," Lindy explains.

The agents draft posts about customer milestones like product launches or funding rounds, get feedback, save memories for improvement, build complete Airtable content calendars, and actually publish the content. This eliminates the coordination overhead of managing social listening, content creation, and publishing specialists separately.

SaaS sales teams spending hours on meeting prep can automate competitive intelligence gathering through AI research agents.

"Meeting prep: who am I meeting? What do I need to know about them? What's their background? What have they posted on LinkedIn? What's their buyer persona? Who should I loop into the call that's not already on the call? What company do they work for? What initiatives do they have? What's the makeup of their team?" Lindy lists.

Her agents handle all of this research automatically before every call, preparing comprehensive talking points without manual effort. For teams managing enterprise deals, this level of preparation provides competitive advantages through deeper prospect understanding without additional headcount.

SaaS operations teams coordinating voice, browser, and workflow specialists across multiple vendors can consolidate through unified agent capabilities.

"You can make phone calls with Lindy, you get computer use, voice agents. That's a whole product in itself. Lindy has all of that under the hood of our platform," Lindy notes. Most SaaS companies coordinate separate solutions for call automation, browser tasks, and workflow management.

This consolidation reduces vendor management overhead while enabling sophisticated automation spanning multiple channels. The platform's 6,000 out-of-the-box integrations eliminate the technical coordination barriers that typically slow automation projects.

SaaS marketing teams can build competitive intelligence workflows in minutes that previously required weeks of manual setup.

As we discuss in the episode, at Understory we built a competitor ad monitoring agent during the conversation that scrapes LinkedIn's ad library, analyzes new competitor creatives, identifies targeting themes, and sends Slack notifications automatically. "A year ago that took me like two weeks to set up," Ali notes. The same workflow now takes 30 minutes with agentic tools.

This demonstrates the practical acceleration that no-code agent builders provide for paid media teams. Competitive intelligence that once required dedicated analysts or complex N8N workflows becomes accessible to any growth team willing to experiment with natural language automation.

SaaS agencies are entering a golden age because AI implementation requires expertise that most companies lack internally.

We explored how building AI agents isn't as straightforward as experts like Lindy make it seem. This is why Lindy offers white glove services, why Clay agencies exist, and why demand for implementation specialists continues to grow. As Lindy confirms, roughly 50% of their customers use some form of guided implementation.

For SaaS growth leaders evaluating automation, this signals that the build-versus-buy decision now includes a third option: partnering with specialists who can accelerate time-to-value while training internal teams to scale independently.

SaaS companies struggling with AI implementation can leverage white glove services that identify high-leverage use cases and train internal teams.

Lindy's approach to enterprise clients starts with identifying three to ten high-leverage agents, building them with specialized AI agent builders, then providing live bootcamp training. "We would onboard them and then we would actually teach them how to fish. So it's live bootcamp training on how the agents are built and designed," she explains.

They train heads of BizOps, automation, or AI on building unlimited agents independently. The Agent Academy certifies over 2,000 participants weekly through a three-day bootcamp, creating an ecosystem of go-to-market engineers and automation consultants who can implement Lindy for clients.

Want more insights on eliminating sales and marketing coordination overhead through AI automation? Listen to the full episode on YouTube and subscribe to Understory's podcast for more conversations with SaaS growth leaders.

Looking to coordinate your paid media and GTM engineering without the specialist management overhead? Book a call with Understory to explore how expert allbound execution eliminates vendor coordination and lets you focus on strategic growth decisions.