Forward‑Deployed Engineers Become the AI Sales Engine
As AI capabilities outpace traditional sales cycles, startups are replacing SDR‑AE handoffs with forward‑deployed engineers who co‑create outcomes with clients. These $200k‑a‑year specialists turn platform APIs into tailored solutions, making usage‑based revenue the only viable model for deals above $100k. The result: a reshaped GTM playbook where engineering drives sales.