SaaStr: 'Sales Used to Be the Engine. For the AI Leaders, It's Often More the Caboose'

SaaStr·medium signal

SaaStr argues AI-native leaders increasingly grow through product and usage expansion, with sales pulled along behind rather than driving — a GTM inversion from the playbook that built classic SaaS. The piece lands alongside monday.com's January decision to replace its 100-person SDR team with agents and Atlassian's first-ever seat decline, suggesting the sales org itself is becoming a cost center AI compresses.