Redefining GTM Roles for AI

In this episode of Sound Bites, host Bill Binch from Battery Ventures talks with Gaurav Agarwal from ClickUp about how AI is reshaping RevOps and GTM organizations; from the rise of AI builder teams and GTM architects, to managing “AI slop,” measuring productivity gains and rebuilding products and careers for an AI-native future.

Key Takeaways/Key Moments: 

(02:01) Why RevOps Must Become Builders, Not Just Buyers

Gaurav explains that RevOps and GTM Ops can no longer just evaluate and implement tools; they must be able to build systems and workflows on AI-powered platforms, partnering with a deep “AI builder” team that sets the technical foundation.

(04:51) Inside ClickUp’s AI Builder Model: 80% Software Is Enough

ClickUp hires extremely technical, AI-native grads who can spin up internal tools at lightning speed, often recreating 60–80% of a Salesforce-like system in weeks, while RevOps teams build agents, prompts and workflows on top of that platform.

(10:36) From ‘Not Building’ to ‘AI Slop’ to Governance

Gaurav breaks down three stages organizations go through: first not building anything with AI, then over-building messy “AI slop” and maturing into a governed state with a small set of centrally owned, high-quality agents.

(13:23) Redefining GTM Roles for an AI-First World

Gaurav simplifies the org into three layers—AI-first systems engineers, RevOps/GTM “architects” who design the workflows, and frontline teams who use these AI-powered systems to sell, support and grow customers more effectively.

(25:44) Building the AI-Native Version of Your Business

Gaurav argues that every existing software company must effectively build a second, AI-native version of itself by rethinking product, operations and customer experience from the ground up instead of just slapping an “AI layer” on top.

Disclaimer: 

This material is intended for an audience of entrepreneurs and provided for informational purposes, and it is not, and may not be relied on in any manner as, legal, tax or investment advice or as an offer to sell or a solicitation of an offer to buy an interest in any fund or investment vehicle managed by Battery Ventures or any other Battery entity. 

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