Jon Addison reorganised Okta's sales org around product specialisation and partner-led deals. The result: 95% of top 100 deals now partner-led, new products driving 40% higher ACV, and the company's first year of operating profit. Here's the playbook.
ICONIQ Growth surveyed 150+ B2B software companies in January 2026. The data: top performers run 20-30% leaner teams, 9x flatter management structures, and generate roughly 2x more net new revenue per rep. The driver is AI-assisted prospecting, RevOps centralisation, and fewer coordination layers between reps and leadership.
For decades, the fix for slowing growth was simple: hire a better VP Sales. A great sales leader could double revenue in 90 days without changing the product. That playbook still works, but the underlying assumption has collapsed. Products are no longer static.
SaaStr is running 21+ AI agents in production, including two 'AI VPs' that cost $257 combined last month while replacing what used to be 5 full-time roles. The company swung from minus 19% to plus 47% revenue growth YoY. Here is what the actual bills look like and why cost is no longer the constraint.
Palantir reported a 145% Rule of 40 score (revenue growth plus margin), matching only chip manufacturers. Meanwhile, Coinbase CEO Brian Armstrong declared war on managers-of-managers: ship code or leave. Both moves signal the same shift: AI compression is flattening sales hierarchies and forcing every layer to produce.
Jon Addison restructured Okta's GTM around product specialisation and partner-led deals, driving a $1.6B operating income swing. New product deals now close 40% higher ACV. The playbook: 95% of top 100 deals are partner-influenced, and the AI agent security gap opened a new TAM.
Four in five ANZ CFOs now manage responsibilities beyond finance, including sales operations, data analytics, and tech oversight. That creates risk when financial leaders lack sales expertise but control territory planning, quota setting, and revenue forecasting. The comp approval bottleneck is real.
Kyle Parrish joined Figma at $2M ARR in 2018, built the enterprise motion from scratch, and scaled to 300 person team before IPO. The playbook: hire for stage alignment, win on value not price, and respect the community you are selling into. Base comp and hiring strategy included.
Sam Senior, CEO of TestBox, says buyers are using LLMs to research and decide before they contact sales. The first call is no longer discovery, it is validation. And the window to influence that research is closing fast.
Brisbane crypto exchange Swyftx replaced CEO Jason Titman with cofounders as acting co-CEOs and cut 15% of headcount after acquiring Easy Crypto and Caleb & Brown. The cuts follow a year of rapid M&A that grew the team to 300 people across Australia, New Zealand, and the US.
Marshelle Mooney runs a remote SMB sales team at Mangomint (salon and spa software) generating $7.20 in ARR for every dollar of OTE paid. Context: 3x to 5x is typical for SMB SaaS, above 6x is rare. She is doing it with $4k ACV, five-day cycles, and a stack consolidated to two surfaces.
Stela Solar takes over as CEO of Stone & Chalk, ANZ's largest startup accelerator. Solar spent 20+ years in AI solution sales at Microsoft, Accenture, and CSIRO. Signals shift toward AI strategy and corporate partnerships.