The Official SaaStr Podcast: SaaS | Founders | Investors SaaStr 834: Why OpenAI Doesn't Pay Sales Commission (And Why It Works) with OpenAI GTM Leader Maggie Hott, and Harry Stebbings, Founder of 20VC
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Dec 24, 2025 
Maggie Hott, a go-to-market leader at OpenAI with a robust background at Slack and Webflow, shares her insights on sales strategy and company culture. She discusses OpenAI's revolutionary no-commission sales model, explaining how it fosters innovation and aligns teams. Maggie also opens up about her personal journey with cancer, emphasizing leadership lessons learned along the way. Additionally, she highlights the importance of hiring humble candidates, the role of AI in healthcare, and strategies for effectively leading early-stage startups.
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Life-Changing Cancer Diagnosis
- Maggie Hott described being diagnosed with early-stage pancreatic cancer during an OpenAI world tour and later becoming cancer-free.
- The experience increased her compassion, intolerance for mediocrity, and taught her self-advocacy and delegation.
Join The Rocket Ship, Not The Seat
- Pick the rocket ship, not the seat when choosing where to work; focus on company trajectory over title.
- Joining a fast-growing company accelerates learning and career opportunities beyond any specific role.
Use Salary-First Plans Early
- Consider starting early-stage GTM teams without commission to build collaboration and company-first incentives.
- If you can't pay competitive salaries, use measured incentives or MBOs instead of unlimited commission to avoid unsustainable payouts.