SaaStr 848: How AI Is Rewiring Sales: Quota, Retention & What's Actually Working with SaaStr, Salesforce and Mangomint

In this episode, three revenue leaders at very different stages of AI adoption get real about what's actually working, what's embarrassingly broken, and why nobody should be doubling quota just yet.

Panelists:

• Greg Beltzer — Chief Customer Officer, AgentForce (Salesforce)
• Ashley Wilson — Co-founder, Momentum by Salesforce
• Marchelle Mooney — VP of Sales, Mangomint
• Amelia Lerutte - Chief AI Officer, SaaStr

They cover:

• Why every company has leads they never followed up on (yes, even Salesforce)
• The "chainsaw without the cover off" problem with AI tool rollouts
• How Mangomint uses AI to fix terrible salon logos in minutes — and why it freaks customers out
• Why Marchelle is not raising quota in 2026, even though she could
• The real resistance to AI adoption (hint: it's not just the CIO)
• How Momentum is using AI to democratize language for SDRs in Argentina
• What retention looks like when AI is listening for slow-drip churn signals
• Why your data is probably worse than you think — and what that means for agents

Key takeaway: AI won't magically fix your sales org. Your data has to be clean, your people need training, and you have to rethink workflows from first principles — not just bolt AI onto the old playbook.

Recorded live at SaaStr London.

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Hey everybody, the biggest B2B + AI event of the year will be back - SaaStr AI in the SF Bay Area, aka the SaaStr Annual, will be back in May 2026.

With 68% VP-level and above, 36% CEOs and founders and a growing 25% AI-first professional, this is the very best of the best S-tier attendees and decision makers that come to SaaStr each year.

But here's the reality, folks: the longer you wait, the higher ticket prices can get. Early bird tickets are available now, but once they're gone, you'll pay hundreds more so don't wait.

Lock in your spot today by going to podcast.saastrannual.com to get my exclusive discount SaaStr AI SF 2026. We'll see you there.

What happens when you go all-in on AI tools in a completely remote organization at scale?

That's where Marchelle Mooney, VP of Sales at MangoMint, found herself.

MangoMint is vertical SaaS for salons and spas with a ~$4K ACV and a five-day sales cycle. Not exactly the profile you'd expect to be running one of the most disciplined remote revenue organizations in SaaS. But Marchelle's team is closing in on a 7.2x ARR-to-OTE ratio, has increased win rates 7% in two quarters, and has given reps 16 hours back per month. All fully remote, all with lean headcount.

In this session, Marchelle breaks down the exact three-layer AI Rigor Stack she built to get there: the Clarity Layer, the Cadence Layer, and the Co-Pilot Layer. She also walks through the full tool stack (Notion, Slack, Salesforce, Snowflake, Sigma, Momentum) and how data flows automatically to reps without them ever hunting for a dashboard.

The core insight: the problem was never the tools. It was fragmentation. And the path to fixing it runs through subtraction, not addition.

If you're running a remote or hybrid revenue org and feel like you're running fast but not getting anywhere, this one's for you.

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Hey everybody - we are LESS THAN 60 DAYS out from the biggest B2B and AI event of the year. SaaStr Annual is coming back to the SF Bay Area this May, and if you're not registered yet, what are you waiting for?

This is where the real deals get done. 68% VP-level and above. 36% CEOs and founders. 25% AI-first professionals. This isn't a conference, this is THE room where S-tier decision makers show up to figure out what's next.

But here's the deal: ticket prices go up FAST. Like, actually hundreds. Don't be that person who waits and then pays full price.

Lock in your spot TODAY. Go to podcast.saastrannual.com and use my exclusive discount for SaaStr AI SF 2026.

May is closer than you think. See you there.

SaaStr 846: 10 Things to Know Before You Deploy Your First AI SDR with SaaStr's CEO and CAIO

If you're about to roll out your first AI SDR, or you're on your second or third deployment and still not getting the results you want, this one's for you.

Amelia Lerutte, SaaStr Chief AI Officer, and Jason Lemkin, SaaStr CEO and Founder, walk through everything they've learned from running 20+ AI agents in production at SaaStr, including four AI SDRs spanning outbound, inbound, customer success, and sponsor engagement. After 10 months, 1.5 million inbound sessions, and over 200,000 outbound messages sent, they've made enough mistakes to save you a lot of time and money.

In this session they cover:

Why the tool doesn't matter as much as you think, and what actually does.

The single biggest mistake both early-stage startups and billion-dollar companies make when deploying their first AI SDR.

How to segment ruthlessly so your agent has the right context for every prospect instead of one big, generic brain.

Why consistency beats brilliance, and what "pretty good at scale" actually looks like in practice.

The minimum traffic and list size you need before an inbound or outbound AI SDR is worth deploying.

How many humans you actually need to run this well, and what happens when you don't have them.

What the first 30 days should look like, and why nothing is ever truly set and forget.

The real story behind Amelia AI, SaaStr's multimodal video agent, including what they'd do differently if starting over.

They also get into lookalike audiences as a list-building hack for early stage companies, when to build versus buy, and what it actually feels like when someone tries to prompt inject your agent at scale.

If you've been on the fence about deploying an AI SDR, or you've deployed one and it's underperforming, this is the most practical breakdown of what it takes to make one work.

Resources mentioned: SaaStr AI Agents directory: saastr.ai/agents SaaStr Annual 2026: May 12-14, SF Bay Area