About this session

Most companies are trying to figure out where AI fits into a sales org that already exists. Anthropic didn't have that problem. They had a blank slate and a question most founders would kill to answer: what does a sales team look like when you design it around AI from the very beginning, with no legacy processes to migrate and no habits to break? This isn't a story about replacing SDRs or automating outbound. It's about what happens when every role, workflow, and hiring decision is made with AI as a given, not an addition. In this session, Eleanor will cover: What "AI-native" actually means in practice when you're building a sales org, not retrofitting one How they structured roles, comp, and day-to-day workflows when AI handles the work that traditionally trained junior reps The hiring profile that works in an AI-native team vs. a traditional one Where they still bet heavily on humans, and why those bets are non-negotiable The counterintuitive lessons from selling AI while running your sales team on AI