SaaS Backwards Episode 189 - SaaS in the AI Agent Era: Build Teams or Build Systems?

How AI Agents Are Transforming B2B SaaS Go-to-Market and Operating Leverage

Guest: David Gabriel, VP of Marketing at Rhumbix

What if your SaaS company doesn’t need more people — it needs better systems?

In this episode of SaaS Backwards, David Gabriel, VP of Marketing at Rhumbix, explains how he rebuilt his marketing organization to be 80% AI-enabled. Rather than hiring traditionally for product marketing and outbound roles, David designed an agent-led infrastructure that executes repeatable go-to-market motions at scale.

He shares:

• How AI agents can augment product marketing, BDR, RevOps, and content functions
• Why outbound became the strategic pivot from inbound dependency
• The discipline required to build repeatable GTM processes before layering in AI
• How margin expansion and Rule of 40 performance are directly tied to AI productivity
• Why the future of SaaS may be “headless” — software built for agents, not humans

For B2B SaaS executives navigating budget pressure, board expectations, and rising performance standards, this episode provides a practical roadmap for increasing revenue while reducing operational drag.

Prefer to watch the episode? Check out this episode's video here. 

Other resources to check out:

Interview with Vinay Bhagat, Founder and CEO of TrustRadius who publishes a yearly report about how B2B buyer behavior is changing.

The Lead Gen Mistake I Guarantee You’re Making – how to create content that better identifies intent from today’s b2b buyer.

And, if you want an outside look at your content with actionable advice, take advantage of our Content Audit. Valued at $20K in free consulting