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Welcome to In Depth, a podcast from The First Round Review that’s dedicated to surfacing the tactical advice founders and startup leaders need to grow their teams, their companies and themselves. Hosted by Brett Berson, a partner at First Round, In Depth will cover a lot of ground and a wide range of topics, from hiring executives and becoming a better manager, to the importance of storytelling inside of your organization. But every interview will hit the level of tactical depth where the very best advice is found. We hope you’ll join us. Subscribe to “In Depth” now and learn more at firstround.com

Why old-school sales work still wins in the AI era | Graham Moreno (Head of GTM, Parallel)

In the latest episode of Executive Function, Brett sits down with Graham Moreno, Head of GTM at Parallel Web Systems. Before Parallel, Graham scaled Windsurf's GTM organization from three sellers to seventy-five in under a year, served as President through the Cognition acquisition, and earlier built and led enterprise sales teams at Grafana Labs and MongoDB. In this conversation, he unpacks why the AI-era backlash against structured enterprise sales misreads the data, how to design a process that raises the floor for ordinary reps without capping the ceiling for stars, and why selling to AI-native customers compresses an eight-week cycle into five business days. In today's episode, we discuss: * Why in-person enterprise rollouts still beat product-led motions * Building a robust sales process that still leaves room for unscripted moments * Why the three highest-leverage early sales hires aren't sellers at all * The case for outsized commission accelerators for star sellers — and the kind of person they attract * Why most AI companies are skipping the in-person sales work that enterprise customers actually want References: * Ahead: https://www.ahead.com [https://www.ahead.com] * Amazon: https://www.amazon.com [https://www.amazon.com] * Anthropic: https://www.anthropic.com [https://www.anthropic.com] * Attio: https://www.attio.com [https://www.attio.com] * Augment Code: https://www.augmentcode.com/ [https://www.augmentcode.com/] * Cognition: https://cognition.ai [https://cognition.ai] * Cursor: https://cursor.com [https://cursor.com] * Dani McCabe: https://www.linkedin.com/in/danielle-mccabe/ [https://www.linkedin.com/in/danielle-mccabe/] * Datadog: https://www.datadoghq.com [https://www.datadoghq.com] * GitHub Copilot: https://github.com/features/copilot [https://github.com/features/copilot] * HubSpot: https://www.hubspot.com [https://www.hubspot.com] * Jeremy Powers: https://www.linkedin.com/in/jeremypowers/ [https://www.linkedin.com/in/jeremypowers/] * JPMorgan: https://www.jpmorgan.com [https://www.jpmorgan.com] * Matt McClernan: https://www.linkedin.com/in/mattmcclernan/ [https://www.linkedin.com/in/mattmcclernan/] * MongoDB: https://www.mongodb.com [https://www.mongodb.com] * Nicole Rettinger: https://www.linkedin.com/in/nicole-rettinger-23b20465/ [https://www.linkedin.com/in/nicole-rettinger-23b20465/] * Notion: https://www.notion.com [https://www.notion.com] * OpenAI: https://openai.com [https://openai.com] * Parag Agrawal: https://www.linkedin.com/in/paragagr/ [https://www.linkedin.com/in/paragagr/] * Parallel: https://parallel.ai [https://parallel.ai] * Snowflake: https://www.snowflake.com [https://www.snowflake.com] * University of Chicago: https://www.uchicago.edu [https://www.uchicago.edu] * Windsurf: https://windsurf.com [https://windsurf.com] Where to find Graham: * LinkedIn: https://www.linkedin.com/in/grahammoreno/ [https://www.linkedin.com/in/grahammoreno/] Where to find Brett: * LinkedIn: https://www.linkedin.com/in/brett-berson-9986094/ [https://www.linkedin.com/in/brett-berson-9986094/] * Twitter/X: https://twitter.com/brettberson [https://twitter.com/brettberson] Where to find First Round Capital: * Website: https://firstround.com/ [https://firstround.com/] * First Round Review: https://review.firstround.com/ [https://review.firstround.com/] * Twitter/X: https://twitter.com/firstround [https://twitter.com/firstround] * YouTube: https://www.youtube.com/@FirstRoundCapital [https://www.youtube.com/@FirstRoundCapital] * This podcast on all platforms: https://review.firstround.com/podcast [https://review.firstround.com/podcast] Timestamps: 00:00 Introduction 00:32 Has the sales playbook changed in the AI era? 02:13 Why "showing up" beats letting the marketplace decide 06:50 Why great salespeople sell to engineers and executives in one motion 11:37 Selling to AI-native buyers who grew up on ChatGPT 13:49 Same seller, different tempo: 8 weeks vs. 8 business days 15:57 How AI-native buyers handle build vs. buy decisions 17:48 The rep who taught a champion's son guitar over Zoom 19:03 Raising the floor without capping the ceiling 22:09 Why too much process narrows the kind of seller you attract 25:46 The three pillars of GTM excellence 31:00 Building peers who are 80% aligned, not 100% 38:03 Whether AI is changing what good enablement looks like 41:35 Selling against direct and implied competitors at once 42:45 Instrumenting the funnel from stage zero to close 45:57 Why post-sales should always roll up to the revenue leader 48:19 The case for outsized commissions 52:02 The 96 hours of panic before Cognition acquired Windsurf 53:04 How far out should a GTM leader be planning? 57:53 What a normal week looks like in hypergrowth

21 mei 2026 - 1 h 2 min