The Official SaaStr Podcast: SaaS | Founders | Investors

We ran 22,000 paid SaaStr attendees from the last two years through enrichment and asked 10K to find the patterns. AI native job titles are up 4x in one year 63% of CMOs turned over in the last 16 months  75% of the AI native buyers coming to SaaStr are brand new to the community. The ICP is not who it was 18 months ago, and the data tells you who actually owns AI right now: CEOs, GTM leaders, and COOs. Then we get into agent pricing, which is chaotic. Salesforce, HubSpot, and Atlassian are all moving to charge extra for agent access. One of our vendors quoted us as much as $240K a year for what 10K currently does, about 40,000 API calls a day. So we watched what happens when an agent hits a wall: it immediately looks for workarounds, including mirroring data to Postgres and flagging those vendors as non-starters for anything new. The bigger question is whether we would have picked any of these tools at all if we knew this was coming. Meanwhile, Muse is free, already running competitor tracking, and one of our team members who has never touched 10K started spinning up his own agents in it this week. The bifurcation is real. We also cover collections, which nobody talks about but everyone suffers through. Since we made collections fully agentic, we went from 56% of invoices paid late to 8%. Average days overdue dropped from 17 to 6. Here's exactly what 10K does differently. --------------- This episode is brought to you by Northwest Registered Agent. Starting a business can get expensive fast. Website here. Email somewhere else. Business phone with another provider... Northwest Registered Agent gives you a complete Business Identity in one place, with free tools, resources, and built-in privacy from day one. Get more at northwestregisteredagent.com/SAASTRFREE

175% Growth, 120 Countries, Agents as Buyers: Stripe's CRO of AI on The New AI GTM Playbook The fastest-growing AI companies are rewriting every rule in the GTM playbook, and Stripe has a front-row seat to all of it. In this episode, Maia Josebachvili, Chief Revenue Officer of AI at Stripe, breaks down the four patterns she's seeing across the world's top AI companies, and what they mean for how you build, price, sell, and scale. The numbers alone are staggering: top AI companies grew 120% in 2025 and 175% in 2026. Lovable went from $100M to $400M in eight months. Cursor hit a $2B run rate in under two years. And 48% of revenue at top AI companies now comes from outside their home market. Maia covers: Why the fastest AI companies are in 42 countries on day one and 120 by year three How pricing is evolving from seats to usage to hybrid models, and why getting it wrong kills retention Why enterprise sales is now a year-one problem, not a year-five one What it actually means that agent traffic to Stripe's docs 10x'd in a single year How to build systems that move with your customer across PLG, enterprise, and agent-led motions If you're building an AI company or trying to compete with one, this is the data you need. This episode is brought to you by Northwest Registered Agent.  Starting a business can get expensive fast. Website here. Email somewhere else. Business phone with another provider… Northwest Registered Agent gives you a complete Business Identity in one place — with free tools, resources, and built-in privacy from day one. Get more at northwestregisteredagent.com/SAASTRFREE

In the last 12 months, SaaStr went from a contact form and a generic follow-up email to a fully agentified revenue stack spanning inbound, outbound, and renewals. The result? Revenue doubled, new business is up 60%, and renewals are already 60% ahead of last year, with six more months to go. In this episode, Amelia and Jason walk you through the entire stack live, including 10K, our AI VP of Revenue, showing you the actual inputs, outputs, and results at every stage of the funnel. You'll see: How our inbound agent turned 3 million site sessions into 17,000 conversations and 600 booked meetings The renewal agent that builds a hyper-personalized deck for every customer in real time, routed to the right person on their team Why we use three enrichment tools (ZoomInfo, Sumble, and Clay) and why our agent refuses to pick just one Why we eventually had to build our own outbound agent, and what third-party tools still can't do If you've been thinking about agentifying your go-to-market, this is the closest thing to a blueprint we've ever shared. --------------- This episode of the SaaStr podcast is brought to you by Northwest Registered Agent Starting a business can get expensive fast.  Website here. Email somewhere else. Business phone with another provider…  Northwest Registered Agent gives you a complete Business Identity in one place —  with free tools, resources, and built-in privacy from day one.  Get more at northwestregisteredagent.com/SAASTRFREE  

CRO Confidential: 0 to $600M in Under 4 Years. The ElevenLabs GTM Playbook with Carles Reina (Partner @ Baobab Ventures and Former VP of Revenue at ElevenLabs). Hosted by Sam Blond, CEO and Co-Founder of Monaco Carles Reina was the fourth employee and first GTM hire at ElevenLabs. Four years later, the company hit $600M ARR and an $11B valuation. In this episode of CRO Confidential, Carles breaks down exactly how they built it. He covers the distribution-first strategy that drove 0 to $100M in 20 months, the grants program that pulled demand away from every competitor in the market, and the 20X quota model that had reps hitting 300-600% attainment. He also gets into what he'd do differently — why sales enablement and senior sellers should come earlier than most founders think — and how ElevenLabs wired AI into their GTM motion before most companies were even asking the question. If you're building go-to-market from scratch or trying to figure out what "AI-native" revenue looks like in practice, this one is required listening. This episode of the SaaStr podcast is brought to you by Monaco:  If you're using AI in your go-to-market or you wanna get going, then you need to try Monaco. We're on it, SaaStr's on it, we love it. We use it for outbound, but you can use it for everything, actually. It's everything you need all in one place. At Monaco, it's the all-in-one revenue platform and your system of record. It builds your TAM, runs outbound, captures every interaction, and manages pipeline in one place, all in one great unified platform. Go to monaco.com to learn more. 

SaaStr 876: Shipping Enterprise AI Agents with the CPOs of Rubrik, Glean, and Harvey Building AI agents is one thing. Shipping them to enterprise customers who will hold you responsible for every mistake they make is something else entirely. Jason Lemkin sits down with the CPOs of three of the most ambitious enterprise AI companies - Rubrik, Glean, and Harvey - for an unfiltered conversation on what it actually takes to go agentic in production. Not demos, not roadmaps, actual working agents at scale, inside security, legal, and enterprise search. Rubrik's CPO breaks down how they're building Ruby, their agentic interface for cyber recovery - and why determinism matters when your agent is making decisions about someone's core infrastructure. When an agent makes a mistake at Rubrik, the blast radius isn't a bad email. It's a broken recovery workflow. Emrecan Dogan (Glean) shares how Glean has evolved from enterprise search to a full system of intelligence - powering agents that run on behalf of entire departments, not just individual users. Plus: why MCP alone isn't enough, and what offline-processed context gives you that runtime fetch never will. Anique Drumright (Harvey) explains how Harvey deploys legal engineers - ex-lawyers with 8 to 10 years of practice - with every enterprise customer, and why that human expertise in the deployment pod is what makes agentic workflows actually stick in law firms. The group also digs into the question nobody wants to answer: when your agent takes an action and something goes wrong, who's responsible? And what does it mean to build a product when customers are going to use it in ways you never anticipated? If you're building agents, buying agents, or trying to figure out how to monetize AI in a market that's moving faster than any product roadmap can keep up with, this one is worth your time.