My Fintech Newsletter for more interviews and the latest insights:
↪︎ https://rexsalisbury.substack.com/
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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Rex Salisbury LinkedIn:
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