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  "description": "\n\n\n\n\n\n\n\n\n\n\nYour board is probably asking you to headcount your way to next year's number.\n\nMore AEs, more pipeline, more revenue. It's the playbook that's worked for decades.\n\nBut what if the math is broken?\n\nMark Roberge scaled HubSpot from $0 to $100M and wrote the book on revenue science. Now he's saying the model needs to change, and fast.\n\nWhen AI pushes a rep's selling time from 25% to 75% of their week, headcount stops being the lever it was. Territories, comp plans, quotas, manager ratio",
  "path": "/why-hiring-more-aes-is-the-wrong-way-to-meet-your-revenue-goals-2/",
  "publishedAt": "2026-05-27T15:05:28.000Z",
  "site": "https://www.salesenablementcollective.com",
  "textContent": "Your board is probably asking you to headcount your way to next year's number.\n\nMore AEs, more pipeline, more revenue. It's the playbook that's worked for decades.\n\nBut what if the math is broken?\n\nMark Roberge scaled HubSpot from $0 to $100M and wrote the book on revenue science. Now he's saying the model needs to change, and fast.\n\nWhen AI pushes a rep's selling time from 25% to 75% of their week, headcount stops being the lever it was. Territories, comp plans, quotas, manager ratios, org structure - none of it works the same way.\n\nJoin us and Von in this fireside chat, where Sahil Aggarwal, CEO & co-founder at Von, sits down with Mark Roberge the founding CRO at HubSpot to get into the questions sales leaders are genuinely wrestling with right now.\n\n**The first 50 attendees receive a free copy of Mark's new book, The Science of Scaling.**\n\n### **Why attend?**\n\nAI isn't just changing how reps sell. It's changing what managers do, how teams are structured, and what your org should even look like. This session cuts through the noise with real answers from someone who's seen the data from both sides: the boardroom and the cap table.\n\n  * Why piling on headcount might be the fastest way to fail your revenue target\n  * Get a framework for evaluating AI tools that will actually survive\n  * What a sales org built for 3x rep output actually looks like\n  * How to position yourself at the center of your company's AI strategy before someone else does\n\n\n\n### **You'll walk away with…**\n\n**A new way to make the headcount argument**\nWhen AI can triple rep productivity, \"hire 10 more AEs\" is a hard sell - or it should be. Mark and Sahil break down how to reframe that conversation with your board and what you need to back it up.\n\n**A clearer picture of what's actually changing in org design**\nComp plans, territories, quotas, manager ratios - all of it is shifting. You'll hear a concrete breakdown of what the sales org looks like when a rep can produce $3M instead of $1M, and what that means for the way you build and lead your team.\n\n**The skills and positioning to step into an expanded role**\nAs AI compresses management layers and makes data the strategic asset, sales leaders who own the frameworks win. You'll leave knowing which capabilities to build now and how to drive how fast your company scales.\n\n### **Meet the experts**\n\n**Mark Roberge, Founding CRO at HubSpot**\nMark Roberge built HubSpot's sales org from the ground up, scaling revenue from $0 to $100M and creating one of the most widely used GTM frameworks in SaaS. He now teaches at Harvard Business School and invests in the next generation of revenue-focused startups at Stage 2 Capital. His new book, The Science of Scaling, pulls together everything he's learned along the way.\n\n**Sahil Aggarwal, CEO & Co-Founder, Von**\nSahil is the CEO of Von, a company built to help revenue teams operate with more precision and less noise. As a practitioner turned founder, he brings a ground-level perspective on what AI adoption actually looks like inside a sales org and what it takes to move from theory to execution.",
  "title": "Why hiring more AEs is the wrong way to meet your revenue goals",
  "updatedAt": "2026-05-27T15:19:05.621Z"
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