This week on GAEA Talks Live from HumanX, Graeme Scott sits down with Steve Ancheta - serial founder, sixteen-year veteran of enterprise sales, and the founder and CEO of Zig, the first AI platform built for the sales rep rather than for sales management.Steve started in sales at eighteen, took the job to support his new son, and has spent his entire adult life inside the revenue function of technology companies. He has hired hundreds of sales reps, run multiple sales organisations, and watched the same eighty-twenty pattern play out inside every business he has been part of. That firsthand experience is the reason Zig exists - a product designed to give top sellers their own team of virtual employees, cut ramp time, prevent burnout and finally bring the same productivity revolution to sales that AI has brought to engineering.In this episode, recorded live at HumanX 2026 in San Francisco, Steve argues that the real moat in the AI era is domain expertise, that salespeople do not want organisation - they want controlled chaos, and that any tool built on assumed frameworks is building for the wrong user.What you'll take away from this conversation:

• The "jumping off a cliff and building a plane on the way down" mental model that separates real founders from pretenders
• The strategic optimist vs pessimist framework - and why every great founder defaults to option D
• Why eighty percent of revenue comes from twenty percent of sellers - and why no tool has ever actually been built for them
• Why sales reps hate organisation and love controlled chaos - and why most CRMs are built for the wrong user
• The Rick Rubin lesson - "I'm confident in my taste and my ability to know what I like" - applied to product building
• The "does it feel like magic and is it stupidly simple" test that governs every Zig release
• Why "how did that feel" is a better feedback question than "what do you think"
• The love it / don't hate it / not a fan / hate it internal feedback loop that keeps product velocity high
• Why indifference - not hate - is the worst signal in product analytics
• How to prevent the six-to-nine-month sales ramp disaster by making performance predictable from week one
• Why AI will make the human side of sales more valuable, not less
• What Steve Jobs and Chris Voss have in common, and why that combination is the future of AI product design

About Steve Ancheta:Steve Ancheta is the founder and CEO of Zig, an AI platform that equips sales reps with a team of virtual employees so they can sell at top-performer level from day one. Before Zig, Steve spent more than fifteen years leading sales and revenue organisations in enterprise technology, where he hired and managed hundreds of sales professionals. He is a lifelong student of product design, entrepreneurship and the art of building technology around how humans actually behave - with influences drawn from Steve Jobs, Rick Rubin and Chris Voss.GAEA Talks is the enterprise AI podcast for leaders navigating the age of artificial intelligence. Subscribe for weekly conversations with the people shaping the future of business, technology and society.Accelerate your company’s AI transformation, head to https://larridin.com/gaea and book a demo now. Thanks to Larridin for sponsoring today’s video!Steve Ancheta on LinkedIn:   / steveancheta  Zig: https://www.getzig.comHumanX: https://www.humanx.coGAEA AI: https://gaealgm.ai

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