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Rethink GTM Pricing, Hiring, Compensation for AI Scale

Office Hours: GTM Leadership in the AI Era: Pricing, Hiring, and Compensation Thursday, December 11 5:30–7:30 PM PDT As AI-native companies scale, GTM leaders are being forced to rethink long-standing assumptions about pricing, hiring, incentives, and how revenue organizations should operate in a world defined by rapid iteration and usage-driven value. For this month’s Office Hours, we’re bringing together two leaders who have repeatedly built high-performing GTM functions at some of the fastest-growing companies in AI and infrastructure. Joining us are David Morse and Graham Moreno of Cognition AI, operators with deep experience building category-defining revenue teams. Graham has led go-to-market organizations from pre-seed through hundreds of millions in ARR, including scaling Windsurf more than 40x in 18 months and helping build Grafana Labs from the earliest days to over 250M in ARR. David brings nearly a decade of experience deploying AI into large enterprises, having led Scale AI’s core business as VP/GM, guided Hebbia through its growth stage as CRO, and built Dropbox’s enterprise field teams through its IPO. Their collective experience, spanning early hypergrowth, enterprise AI adoption, pricing innovation, and revenue operations, will ground a candid conversation on what GTM excellence looks like in the AI era. This Office Hours session will explore: Pricing AI How AI-native companies are approaching pricing strategy, from usage-based and value-based models to new frameworks that capture ROI and set clear customer expectations as capabilities evolve. Building the AI-Native GTM Organization What it takes to identify and attract the next generation of GTM leaders who can navigate rapid product iteration, shifting pricing models, and AI-driven buyer behavior. Rethinking Compensation and Quotas How traditional sales compensation is being reinvented as automation, usage variability, and rapid scaling redefine performance metrics and incentives. This session is designed for founders, GTM leaders, and operators building revenue organizations in the AI era. We hope you will join us for a candid, tactical conversation with two of the sharpest GTM minds in AI.