Go-To-Market

Go-to-Market

Go-To-Market: Winning in the AI-Native Economy

The GTM playbook is being rebuilt in real time. AI is compressing sales cycles, shifting buyer expectations toward outcomes over features, and blurring the line between product and go-to-market entirely. This track brings together revenue leaders who’ll tell you the truth about what’s delivering results across the GTM lifecycle, the builders behind the AI tools reshaping how companies sell, and the investors who’ll share exactly what they look for in a founder’s GTM motion before writing the check.

If you're making GTM decisions in the next 12 months — who to hire, what to automate, how to position, when to scale — this track was designed for you. You’ll leave with a clear-eyed view of what’s real vs. hype, the AI-native playbooks top operators are running right now, the growth metrics VCs actually care about, and the hard-won truths and traps that separate founders who scale from those who stall.

Sessions:

1. Opening Keynote: "The Shift from SaaS to AI-Native GTM"
Gamiel Gran frames what’s actually changed: outcomes over features, the rise of AI-powered buyers, compressing deal cycles, and why the old playbook no longer fits. A sharp setup for everything that follows.

Speakers:
Gamiel Gran (Chief Commercial Officer, Mayfield Fund)

2. Session 1 - Operator Panel Discussion: "What’s Working vs. What’s Breaking"
Real revenue leaders share what’s actually happening on the ground — across demand gen, pipeline creation, buyer behavior, deal velocity, and customer expansion. This is the unfiltered operator view: what’s delivering results and what’s falling short.

It covers:
• How AI-powered buyers are changing the traditional sales funnel
• Real-world strategies for compressing deal velocity
• What’s delivering results in demand gen vs. what’s falling short
• The reality of customer expansion in an outcome-based economy

Speakers:
Adam Ali (SVP WW Revenue, Rox)
Jules Gsell (Strategic Advisor, IVP)
Udi Ledergor (Chief Evangelist, Gong)
Anjai "AJ" Gandhi (PE/VC GTM Operating Partner & Founder, GTM Leader Society) - Moderator

3. Session 2 - Innovator Panel Discussion: "The New AI-Driven GTM Playbook"
The founders building the next generation of AI-powered GTM tools — from personalization at scale to workflow automation to measurable pipeline impact. What’s possible now that wasn’t a year ago, and what’s coming next.

It covers:
• Personalization at scale: Moving beyond simple templates
• Automating workflows to drive measurable pipeline impact
• The next generation of AI-native GTM tools
• Bridging the gap between product capability and market demand

Speakers:
Nithya Lakshmanan (CPO, Outreach)
Michael Grinich (Founder & CEO, WorkOS)
Arjun Pillai (Co-Founder & CEO, Docket)
Vinay Wagh (CEO & Co-Founder, BREVIAN)
Dakota McKenzie (CEO, Dynamic Growth Partners) - Moderator

4. Closing Fireside: "The VC Lens & Founder’s Playbook"
A deep dive into what VCs look for in a founder’s GTM motion—the metrics that matter and the signals that close deals—followed by a tactical "cheat sheet" on the 5 key truths and traps of modern go-to-market.

Speakers:
Matt Carbonara (Investor, Mayfield Fund)
Jim Soss (Fractional CRO - Former CRO, Integrate)

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  Thu, 04/30/2026

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  3:00 PM – 4:30 PM