Monaco's Sam Blond: Sales Comp Plans Break Before the Org Chart Does

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Sam Blond — Monaco co-founder/CEO, previously CRO at Brex and a VC at Founders Fund who reviewed roughly 200 AI sales startups — told SaaStr AI 2026 that once agents qualify the leads humans close, individual attribution simply disappears and per-rep commission math stops functioning. His prescription is to shift compensation to total enterprise value optimization before agents force the issue, and to buy AI sales tools only after testing the unhappy paths and auditing exactly what the tool writes back to the CRM, because most are "dead on arrival." This is the first widely-reported framing of AI disruption hitting the compensation layer rather than the headcount layer.