A veteran enterprise sales leader argues that AI has changed the tempo of software selling more than its fundamentals. The conversation traces why enterprise customers still want hands-on change management, why AI-native buyers compress decisions into days, and why great go-to-market teams raise the floor with process without crushing the ceiling for human judgment.

A veteran software sales leader argues that AI has changed the tempo of selling far more than its fundamentals. Enterprise buyers still need opinionated partners, hands-on rollout help and trust built through real relationships, even as AI-native customers compress cycles into days and expect constant, asynchronous collaboration.

Figma’s CFO traces a rise from early-career finance hire to public-company executive, crediting luck, first-principles thinking and a willingness to grab the work no one else owned. The conversation widens into how finance leaders build trust, make bets in the AI era and prepare companies for the scrutiny of public markets long before an IPO.

A veteran product leader argues that the best chief product officers set direction, understand customers deeply and keep reallocating resources as technology and markets shift. The conversation ranges from navigating founder dynamics and office politics to making riskier AI bets, protecting time to think and building products around outcomes rather than buttons.