Markets
CROSS-CATEGORY: GTM Inversion — Vertical AI Revives Human AEs While Horizontal SaaS Replaces Its Own SDRs With Agents
The same AI shift is pulling go-to-market in opposite directions across segments: vertical AI's large ACVs justify hiring human account executives again (Crunchbase), while horizontal SaaS vendors automate their own sales workforce — SaaStr now runs go-to-market on 3 humans plus 21+ AI agents, and Monday.com replaced ~100 SDRs with agents. AI is simultaneously creating human sales jobs in high-ACV vertical AI and eliminating them in commodity horizontal SaaS.
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