Saastr · 10 November 2026 · Operating Insight

AI Startups May Have Fewer Sales Reps. But Not as a Percent of the Team. Has The Playbook Really Changed All That Much?

Jason Lemkin, GP @ SaaStr

Despite conventional wisdom, AI-native B2B companies maintain sales at ~18% of headcount vs. 21% in traditional tech. The real efficiency gains come from AI-boosted rep productivity, automated support, and engineering-driven customer implementation—not salesforce reduction.

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Topics: AI (Horizontal) · Enterprise Software

Published by Saastr · their site ↗

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