Everyone Ends Up With a Sales Team. Even in the AI Era. The Team Just Scales Later Now. See, E.g., Replit, Gamma, Lovable, Anthropic, etc.

SaaStr reports that even in the AI era, B2B SaaS companies inevitably build a sales organization once demand outpaces self‑serve capacity. Replit’s founder and CEO Amjad Masad recently said more than half his workforce will be salespeople by year‑end, after the company surged from a few million to roughly one hundred fifty million dollars in annual recurring revenue. The tipping point for hiring sales has moved from thirty‑to‑fifty million dollars of ARR in the pre‑AI era to well above one hundred million dollars ARR today, with sales and marketing now accounting for twenty‑three to forty‑four percent of revenue at public leaders. Anthropic, for instance, added over one hundred forty salespeople in eighteen months, surpassing its research hires. As Lemkin notes, waiting for a formal sales team can be costly because the demand has already been building.

Listen to this story

Hear this and more stories in a personalized audio briefing.

Open The Chonkerton