Elevate your ABM strategy: insights from SaaStr 2025

The Future of Sales Engagement: Driving Pipeline in an AI-Powered GTM World

Speakers: Gabe Rogol, Demandbase & Arym Diamond, AWS

In today’s complex B2B landscape, GTM teams face a growing challenge: how to effectively leverage AI when long sales cycles, large buying groups, and siloed functions are the norm. In this session, Gabe Rogol and Arym Diamond unpacked the fragmentation happening across sales, marketing, ops, and CS—and why it’s creating confusion, not clarity, in AI adoption.

They explored how GTM leaders can avoid repeating the mistakes of past automation waves by creating a unified AI strategy across data, agent collaboration, and human touch. From aligning agents around the customer journey to redefining the role of humans in AI-powered GTM, this session offered a pragmatic roadmap for driving pipeline with purpose—not chaos—in an AI-driven future.