Episode 28 of B2B SaaS Talks digs into a major shift in enterprise software sales: the rise of the Chief Data Officer as a key buyer. Lucas and Luna discuss why CDOs are now gatekeepers for data infrastructure and analytics deals, how their priorities differ from the CIO or CTO, and what sales reps need to do differently to win. The episode centers on the concrete example of Snowflake's go-to-market evolution and how its sales team adapted to speak the language of data governance and interoperability. Listeners learn why the CDO cares about lineage first and speed second, and why the old demo of query performance no longer closes the deal. A fresh angle for anyone selling into the modern enterprise.

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