Latest updates for ANZ sales professionals
Fast-growing AI agent vendors are restricting Forward Deployed Engineers to enterprise accounts only, leaving mid-market customers with self-serve onboarding. The shift matters because deployment support is the single biggest variable in whether AI agents actually work. Zendesk data shows enterprise customers with FDE involvement hit 60-80% automation rates versus 20% for self-serve.
Meta is cutting 10% of its workforce (8,000 people) on May 20 and leaving 6,000 roles unfilled. The reason: capital investments of up to $135 billion in AI infrastructure for 2026. Sales teams at Meta, already hit by earlier cuts targeting advertising operations, face more uncertainty as the company trades headcount for compute power.
Australian comparison platform Finder shed 54 roles in April 2026, marking its fifth redundancy round since 2023. The cuts hit roughly 10% of remaining headcount across multiple markets. For sales professionals, this signals continued pressure on fintech B2B partnerships and affiliate revenue models.
Alliance of Industry Associations submitted pre-budget demands for AI investment, skills funding, and tax reform ahead of May's federal budget. The submission tests whether the Albanese government's December National AI Plan translates into actual budget allocation after AI got zero mentions in 2024 papers.
SaaStr AI Annual 2026 has 2,548 registered attendees, 49.5% holding founder, CEO, or C-suite titles. That is not a conference. That is a room full of budget holders. Sales leaders selling to enterprise B2B should note: engineering leaders now make up 12% of attendees, up from 3-4% five years ago.
Sub-1-year contracts jumped from 4% to 13% of new logo deals in three years, while three-year commitments dropped. Sales cycles are shorter (19 weeks, down from 25), but buyers won't lock in long-term when the category leader could flip in 12 months. This is not hesitation: it is rational risk management in a market where AI tools barely existed a year ago.
Tech expertise on Australian boards has barely moved in 15 years. Less than 8% of ASX500 directors come from STEM backgrounds, compared to 80% from legal and finance. At current rates, board tech representation won't hit meaningful levels until 2078, per ASIC chair Joe Longo. That matters now: AI adoption is accelerating, and boards without data and tech advisors face liability risks.
Expedia is closing Lastminute.com.au on June 2, ending new bookings after 25 years. The move consolidates Expedia's ANZ portfolio under core brands, 12 years after acquiring the site in a $658 million deal for parent company Wotif. Impact on local sales teams unclear.
Revolut is pushing SME banking in Australia with merchant acquiring at 0.5% and business accounts, but won't say how many AEs they're hiring or what the comp looks like. The company has 1 million local users and claims A$250 million in fee savings, but sales team details remain opaque.
Anthropic reached $30 billion annualised revenue with roughly 5,000 employees, generating 6 to 10 times more revenue per head than Google did at the same scale. The AI company grew 30x in 15 months with no dedicated sales team, no CRO, and a research-heavy structure. OpenAI is running similar numbers: $24B revenue, 4,500 staff, doubling headcount to 8,000 by year end.
SaaStr's Jason Lemkin hasn't opened Canva in months despite being a happy customer for 8 years. The pattern: specialist AI tools like Reve, Opus Pro, and Higgsfield are eating specific use cases while team usage masks power user churn. When your most engaged champions quietly disengage, that is a leading indicator every B2B vendor should track.
The SaaStr.ai Index tracking 25 leading B2B software companies hit a 50.5% decline from October 2025 to April 2026. This is not a correction. The market has structurally re-rated software as an asset class, now trading below S&P 500 multiples for the first time ever. Two forces: AI capex displacing traditional software budgets, and substitution fear that agents will replace seat-based revenue models.