Tomasz Tunguz, MD @ Theory
Bardia Shahali, who scaled sales at Fireworks AI and now leads Granola, reveals how AI infrastructure and application sales differ: infrastructure deals close in weeks at $10M+ scale with intense competition, while apps move faster with higher rep productivity. Fast-changing product roadmaps force quarterly (not annual) compensation resets and risk under-staffing outbound efforts.
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Topics: AI Infrastructure · AI (Horizontal)
Published by Tomasz Tunguz · their site ↗
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