S2E4: AI is Making Sales Teams MORE Important, Not Less | Sahil Mansuri (Bravado)

In this episode of Get Paid, Manny talks with Sahil Mansuri, founder of Bravado, about how AI is transforming sales and recruiting. While many SaaS companies see AI as a threat to their business models, Bravado has seen their margins increase from 40% to 90% by using AI to handle repetitive recruiting tasks. What makes this fascinating is that even as AI eliminates jobs across industries, great salespeople are becoming more valuable, not less.
Sahil shares counterintuitive insights about hiring top performers (look for people overperforming at lesser companies), the return of prospecting skills, and why technical expertise is non-negotiable for today's AEs. Most provocatively, he argues that AI won't replace enterprise sales roles, pointing to companies like Slack and Square that initially avoided building sales teams only to later realize their necessity.
The future belongs to companies that use AI to handle mundane tasks while empowering their human salespeople to focus on high-value relationship building.