The AI-Native GTM Playbook | Sam Blond, Monaco

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Sam Blond is the Co-founder and CEO of Monaco, the revenue engine for startups. Sam is one of the best sales operators in tech. He spent four years as CRO at Brex, where he helped scale it to a ~$12B valuation, ran sales at Zenefits before that, and got his start at EchoSign. If there’s a modern GTM playbook, Sam helped write it. Our conversation walks through how AI has rewritten a big chunk of it. But most importantly, we talk about what hasn’t changed. We get into the sales work AI is now better at than humans, and why Sam thinks 90% of startups misdiagnose their bottleneck as conversion when it’s really demand gen. He explains why he doesn’t measure early brand marketing at all and…