Databricks CRO Ron Gabrisko: 5 Interesting Learnings on Selling at a $190B AI Company: Flat SDR Headcount, 6-10% Reply Rates, and Free Seats That Unlocked Consumption

Databricks CRO Ron Gabrisko shares five GTM lessons from scaling to $190B valuation: requiring AI-native seller skills in hiring, maintaining flat SDR headcount while boosting reply rates via personalization, keeping SDRs as an AE training pipeline, allocating 60% of rep time to customer meetings with AI-built demos, and switching to consumption pricing to unlock adoption.

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Topics: AI (Horizontal) · Enterprise Software

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