Who:
- Carles Reina: First VP of Revenue at ElevenLabs and employee #4, now full-time at Baobab Ventures
What Happened:
- ElevenLabs scaled from $0 to $600M ARR in just 41 months.
- AI agents close deals, but humans still earn commissions on those accounts.
- 167% average quota attainment across the entire GTM team, with top AEs hitting 600%.
Why It Matters:
- This approach removes friction in GTM by leveraging AI while keeping human incentives intact.
- Proves that AI can handle repetitive tasks like SDR outreach and CSM upsells without replacing humans.
- Sets a new benchmark for AI-powered GTM strategies in high-growth SaaS companies.
ARM Impact:
- Stage 3 (AI Sprinkler) (AI Sprinkler): AI agents handle repetitive tasks like SDR outreach and CSM upsells.
- Stage 4 (Autonomous Revenue Master) (ARM): Humans focus on strategic account ownership while AI handles execution.
- This hybrid model accelerates growth while maintaining human accountability and motivation.
What to Watch:
- How other SaaS companies adopt ElevenLabs' hybrid AI-human GTM model.
- The impact on commission structures and quota setting across the industry.
- Whether this approach becomes the new standard for AI-powered GTM in high-growth SaaS.