In Depth Why old-school sales work still wins in the AI era | Graham Moreno (Head of GTM, Parallel)
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May 21, 2026 
Graham Moreno, Head of GTM at Parallel and former GTM leader at Grafana Labs and MongoDB, shares sharp views on selling AI-era software. He defends structured, in-person enterprise rollouts. He explains hiring non-sellers early, compressing AI-native sales cycles, and designing processes that raise the floor without capping stars.
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Why In-Person Enterprise Rollouts Beat Marketplaces
- Old-school structured enterprise sales still win because change management and in-person rollouts drive measurable adoption over marketplaces.
- Graham Moreno found banks that did structured rollouts saw far better results six months after deployment than those who “let the market decide.”
Hire Partners Enablement And Data First
- Hire three non-sales early: a partner lead, an enablement lead, and a data lead to scale enterprise GTM quickly.
- Moreno staffed partners early to get into partners' centers of excellence before competitors and flex resources for events.
AI-Native Buyers Compress Sales Cycles
- Selling to AI-native customers compresses enterprise cycles because continuous async collaboration extracts context faster.
- Moreno says AI-native deals that traditionally take six to eight weeks can close in five to eight business days due to constant Slack/text interaction.