In this episode, I break down why the old sales engineering model is collapsing and why forward-deployed engineers are becoming the backbone of every real AI GTM motion. I walk through what the role actually does, why it traces back to Palantir, and how companies like Decagon, Harvey, and OpenAI are rebuilding their GTM around people who can diagnose a workflow, wire the logic, validate the output, and prove the system works in real time.
If you want to understand why AI deals close only when the work gets proven, and why teams without this muscle are selling vapor instead of outcomes, this is the place to start. Get my weekly breakdown of AI, GTM, and Cloud Employees:
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