---
title: "Sales in the Age of AI"
description: "Bardia Shahali, VP of Sales at Granola, on how AI-era sales teams run smaller, ramp faster, and change who you hire and how you compensate reps."
categories: ["office hours","sales","AI"]
keywords: ["Bardia Shahali","Granola","sales leadership","AI sales","Office Hours","Theory Ventures","go-to-market","sales hiring","sales ramp"]
ai_summary: "Bardia Shahali, VP of Sales at Granola, joins Office Hours to discuss what the sales organization should look like in the AI era, drawing on his experience scaling go-to-market at Fireworks AI and Granola."
date: 2026-10-12
lastmod: 2026-10-12
wordCount: 93
readingTime: 1 minutes
canonical_url: https://tomtunguz.com/bardia-shahali-office-hours/
author: "Tomasz Tunguz"
---


{{< email_image src="bmn8cztqxx7revzdepug" alt="Theory Office Hours: The Leaner Sales Org, with Tom Tunguz & Bardia Shahali" width="540" height="304" >}}

On Tuesday, October 20th at 10 AM Pacific, Office Hours will host [Bardia Shahali](https://www.linkedin.com/in/bardiashahali), VP of Sales at Granola, for a conversation on what the sales organization should look like in the AI era.

We'll talk about :

- Why AI-era sales teams run smaller, and how far quotas have moved from traditional SaaS benchmarks.
- How faster ramps and larger deals change who you hire and how you compensate reps.
- How to structure go-to-market when the product spreads on its own.

[Register here for Office Hours : The Leaner Sales Org with Bardia Shahali](https://gatsby.events/theory-ventures/rsvp/register?e=the-ai-era-sales-org-fewer-reps-bigger-quotas).