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A podcast conversation with SaaStr founder Jason Lemkin about replacing his go-to-market team with AI agents after his last salesperson quit. He says 20 agents managed by 1.2 humans now do the work of 10 SDRs and AEs. He covers what works, what doesn't, and where sales is heading.
We link to the original and never republish it. All credit to Jason Lemkin.
Key takeaways
- Lemkin reports that 20 AI agents run by 1.2 humans now cover work previously done by a team of 10 SDRs and AEs.
- Lemkin predicts most SDRs and BDRs will be "extinct" within a year, so founders hiring for those roles should question the plan.
- The episode has a segment arguing against building your own AI tools, so check what exists before you build.
- Human oversight is part of Lemkin's setup, so plan who will manage and review the agents rather than treating them as hands-off.
- Lemkin separates AI emails that are merely acceptable from ones that are good, so budget time to improve the output.
Who it's for
B2B SaaS founders and sales leaders deciding whether to restructure or shrink a go-to-market team around AI agents.
Why it's worth your time
It is a first-hand 2026 account of one company running sales mostly on agents, and the tools may change, but the questions about staffing, oversight and quality still apply.
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