SetSail is an AI-powered sales data and revenue intelligence platform that automatically captures go-to-market activity, syncs it to Salesforce, and delivers just-in-time insights and incentives to help teams close more revenue.
Independently researched by the SalesHive team. Ratings are from public review platforms; this page is not sponsored by or affiliated with SetSail. Research last updated December 2025.
What is SetSail?
SetSail is a sales data and revenue intelligence platform designed to help B2B revenue teams "do what wins." The product automatically captures sales activity from email, calendar, call recording and engagement tools, normalizes it into a Sales Data Layer, and syncs it back into systems of record like Salesforce. On top of that data foundation, SetSail layers an AI revenue analyst that can answer natural-language questions about deals, accounts, and performance, pushing timely guidance to sellers where they work.
The platform combines three core pillars: sales data capture, revenue intelligence, and sales performance management. It automatically logs emails, meetings, call transcripts and contacts, enriches contact records, and creates a complete activity history in Salesforce and data warehouses. SetSail then analyzes this data to identify the behaviors that correlate with winning deals, highlights risky opportunities, prepares reps for meetings with MEDDICC-style analyses and summaries, and delivers alerts and recommendations via Slack, email and in-app views.
Founded in 2018 in San Mateo, California by former Google machine learning experts, SetSail has raised approximately $37M in venture funding, including a $26M Series A led by Insight Partners, bringing total funding to $37M across four rounds. The company has been recognized by G2 as one of the Top 50 Sales Products and earns high marks for ease of use and being “easy to do business with,” with customers including LinkedIn, Spotify, Cisco, Dropbox, ADP, Databricks and OutSystems.
SetSail positions itself at the intersection of revenue intelligence, sales activity capture, and performance management. Rather than just providing dashboards, it focuses on turning raw activity into actionable signals and incentives that change rep behavior. The company has since joined ZoomInfo (often referenced as “SetSail (acquired by ZoomInfo)”), and continues to operate as a specialized AI sales data and insights platform within the broader sales and RevOps technology ecosystem.
SetSail key features
Teams typically use it for sales activity tracking and CRM data capture, revenue intelligence and deal risk detection, sales performance management and incentive programs, and more.
- AI revenue analyst chat interface. lets users ask natural-language questions about deals, accounts, pipeline, and performance and get instant answers instead of building dashboards.
- Automated activity capture. automatically collects every relevant email, calendar meeting, call transcript, and contact from sales tools and logs them back to Salesforce with no rep data entry.
- Sales Data Layer. centralizes and standardizes sales activity data from across the go-to-market tech stack so RevOps can build accurate reporting and analysis.
- Revenue intelligence and deal risk detection. analyzes behaviors and deal histories to flag at-risk opportunities and surface leading indicators of sales success.
- Meeting prep and MEDDICC analysis. generates pre-call summaries and MEDDICC-style analyses so reps know key stakeholders, risks, metrics, and next steps before every meeting.
- Performance insights and coaching. identifies what top-performing reps do differently and gives managers granular behavioral analytics for targeted coaching.
- Gamification and micro-incentives. uses points, contests, leaderboards, and rewards to drive the right sales activities and keep reps engaged.
- Leaderboards and scorecards. provides real-time visibility into activity and signal-based KPIs at the rep, team, and region level to encourage friendly competition.
- Slack and email notifications. pushes deal alerts, meeting prep, and behavioral insights directly into Slack and email so reps don't have to log into another dashboard.
- Salesforce data sync and enrichment. writes activities and enriched contact attributes (e.g., title, department, phone) back to Salesforce to keep CRM data accurate and complete.
- Multi-source integrations. connects to sales engagement and conversation intelligence tools such as Gong, Outreach, Salesloft, and Chorus to pull in call and sequence data.
- Customizable signals and KPIs. allows RevOps teams to define the specific behaviors, milestones, and metrics that matter for their unique sales process.
- Data lake exports. pushes standardized activity data into data warehouses such as Snowflake and Databricks for broader BI and analytics use cases.
- Security and compliance. built on AWS with SOC 2 Type 2 certification, encryption in transit and at rest, and strong access controls to protect sensitive sales data.
- AI-powered notifications and subscriptions. lets users subscribe to recurring questions so key insights (e.g., risky deals, top-performer behaviors) are delivered on a schedule.
What reviewers love, and what to watch
A balanced view of SetSail, drawn from public reviews and product research.
Pros
- Very intuitive, user-friendly interface that reps adopt quickly for tracking daily activities and progress.
- Automatic capture of emails, meetings, and contacts keeps Salesforce data accurate and up to date without extra rep effort.
- Gamified leaderboards, contests, and cash or points-based rewards effectively motivate reps and create healthy competition.
- Provides clear visibility into which specific activities and behaviors actually drive pipeline, quota attainment, and win rates.
- Highly regarded customer success and account management support during rollout and optimization of signals and contests.
Cons
- Initial setup and configuration of metrics, signals, and contests can be time-consuming and often relies on SetSail’s team.
- Limited self-service customization for admins; many changes to scoring or program design must go through support or account management.
- Some users feel the UI and visual design are fairly basic and would like a more modern, colorful interface and richer in-app guidance.
SetSail pricing
Published pricing at the time of research. Always confirm current rates with the vendor.
- Seat-based pricing aligned to number of users and use cases
- Custom configuration of signals, integrations, and data sources
- Enterprise onboarding, implementation, and customer success included
Who SetSail is for
A strong fit for
Data-driven B2B companies with modern CRMs (most commonly Salesforce), multi-touch sales cycles, and sales or RevOps teams that want AI-driven visibility into activity data and a scalable way to replicate top-performer behaviors across 30+ sellers.
Probably not for
Very small sales teams, organizations without a mature CRM or digital sales motion, and companies looking primarily for a simple out-of-the-box forecasting tool rather than a configurable sales data and analytics layer.
How SetSail compares
Within the RevOps and sales analytics market, SetSail competes most directly with revenue intelligence platforms like People.ai and Clari, as well as sales performance and gamification tools such as Ambition and incentive compensation platforms like CaptivateIQ. Where some competitors focus primarily on forecasting, pipeline dashboards, or commission calculations, SetSail differentiates itself by starting with a comprehensive Sales Data Layer and then layering AI and behavioral science on top of that data to change how reps actually behave.
For organizations that already have conversation intelligence tools (e.g., Gong) and forecasting systems but struggle with incomplete CRM data or inconsistent rep behaviors, SetSail is often used alongside those tools rather than as a replacement. Its strengths lie in automatically filling the activity-data gap, revealing which actions correlate with wins, and driving those actions with gamified incentives and AI-guided next steps. Companies needing a simple CRM or standalone forecasting tool may gravitate more toward broader platforms like Salesforce Sales Cloud or Clari, whereas teams with mature Salesforce implementations and a strong appetite for AI-driven behavioral change will find SetSail especially compelling.
Tool research is the easy part. Someone still has to build the lists, write the copy, make the calls, and book the meetings.
Frequently asked about SetSail
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