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In this episode, I sit down with Stevie Case from Vanta, a former pro gamer turned chief revenue officer, to discuss how AI is transforming the entire go-to-market function in B2B SaaS. Stevie shares insights on building agile sales organizations, how AI supercharges human roles rather than replacing them, and the evolving expectations for sales, customer success, and RevOps teams. The conversation covers AI tool adoption, hiring for an AI-native workforce, and why go-to-market roles are among the most exciting in tech today.

Stevie Case: https://www.linkedin.com/in/steviecase/

00:00:00 - AI’s Impact on Go-To-Market Functions

00:02:06 - Building Scalable Sales Organizations

00:04:47 - Specialization and Segmentation in Sales

00:06:28 - AI Supercharging Customer Success

00:08:23 - Hiring and Onboarding with AI Support

00:10:07 - Building AI-Driven Products with Customers

00:12:08 - Selling New Products to Existing Customers

00:15:02 - Early Product Adoption and Iteration

00:17:25 - Operating at All Levels in Organizations

00:20:01 - Creating Intense, High-Velocity Teams

00:22:15 - Hiring AI-Native, Curious Builders

00:25:05 - Measuring Success by Team Pride and Feedback

00:26:07 - Developing Agent Platforms

00:28:02 - Monetization and Business Model Evolution

00:30:49 - AI-Enabled Competitive Advantages in Fintech

00:32:31 - Top-Down AI Automation Demand

00:34:11 - Reinforcement Learning in Fraud Detection

00:38:00 - International Go-To-Market Expansion

00:41:33 - Designing Global Sales Footprints

00:45:04 - Resourcing RevOps and Systems Teams

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