Jon Addison restructured Okta's GTM around product specialisation and partner-led deals, driving a $1.6B operating income swing. New product deals now close 40% higher ACV. The playbook: 95% of top 100 deals are partner-influenced, and the AI agent security gap opened a new TAM.
Four in five ANZ CFOs now manage responsibilities beyond finance, including sales operations, data analytics, and tech oversight. That creates risk when financial leaders lack sales expertise but control territory planning, quota setting, and revenue forecasting. The comp approval bottleneck is real.
Kyle Parrish joined Figma at $2M ARR in 2018, built the enterprise motion from scratch, and scaled to 300 person team before IPO. The playbook: hire for stage alignment, win on value not price, and respect the community you are selling into. Base comp and hiring strategy included.
Sam Senior, CEO of TestBox, says buyers are using LLMs to research and decide before they contact sales. The first call is no longer discovery, it is validation. And the window to influence that research is closing fast.
Brisbane crypto exchange Swyftx replaced CEO Jason Titman with cofounders as acting co-CEOs and cut 15% of headcount after acquiring Easy Crypto and Caleb & Brown. The cuts follow a year of rapid M&A that grew the team to 300 people across Australia, New Zealand, and the US.
Marshelle Mooney runs a remote SMB sales team at Mangomint (salon and spa software) generating $7.20 in ARR for every dollar of OTE paid. Context: 3x to 5x is typical for SMB SaaS, above 6x is rare. She is doing it with $4k ACV, five-day cycles, and a stack consolidated to two surfaces.
Stela Solar takes over as CEO of Stone & Chalk, ANZ's largest startup accelerator. Solar spent 20+ years in AI solution sales at Microsoft, Accenture, and CSIRO. Signals shift toward AI strategy and corporate partnerships.
Teresa Anania, former SVP Customer Experience at Sophos (now CCO at Verint), breaks down how the cybersecurity firm manages customer success across 600,000 accounts when cyber threats evolve in hours, not days. The reality: by the time a support ticket lands, you have already lost the customer.
New measurement data from Larridin reveals most sales teams are not using the enterprise AI tools companies paid for. The bigger issue: VPs have no visibility into what is actually working. Here is what the data says about AI ROI and where the money is going.
Andrew Leigh, Assistant Minister for Productivity, says formal qualifications matter less as AI changes what employers value. Judgment and oversight skills will trump degrees as AI handles execution work. Worth noting: Atlassian just cut 1,600 jobs to fund AI investment.
Atlassian is cutting 1,600 roles globally, around 10% of its 16,000-person workforce. CEO Mike Cannon-Brookes says the cuts will fund AI investment and enterprise sales expansion. Impact on ANZ sales teams unclear, but the restructure includes shifting skill mix for AI-era software delivery.
Sheila Vashee, Figma's CMO and former second marketing hire at Dropbox, breaks down how Figma captured 95% of the Fortune 500 by investing in enterprise sales far earlier than most PLG companies. The lesson: build the team before you need them, because enterprise buyers need to see you are serious before they commit. Plus, why AI is reshaping marketing strategy without replacing the human craft.