Jacquelyn Goldberg, VP of Sales at Unframe AI, has spent a decade building sales organizations from scratch at AI and enterprise companies — and she’s scaled her current team to multi-million ARR in under a year. In this Expert Insight Interview with John Golden, Jacquelyn unpacks why so many pedigreed sellers stall when they land at AI startups, and what she hires for instead. She shares her working definitions of grit and intellectual curiosity, how she screens for both inside a single interview, and why enterprise buyers are increasingly rejecting prescriptive point solutions in favor of sellers who listen, question, and co-create.
In this episode:
- Why big-logo sellers often flame out at early-stage AI companies
- How to define — and screen for — grit and intellectual curiosity
- Why 25% self-sourced pipeline is non-negotiable at Unframe AI
- What enterprise buyers actually want from sales conversations today
- How Unframe AI engineers company-wide ownership to fuel sales velocity
- Solving the right problem: how to filter for urgency and material business impact
Ready to see how Unframe AI solves complex enterprise problems in days, not months — with POCs you only pay for when satisfied? Visit unframe.ai to learn more.
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