Gabe Larsen is a revenue leader who has spent two decades inside sales and marketing organizations, currently serving as Chief Revenue Officer at Atonom, a company building "cloud employees" — AI teammates that own work end-to-end rather than assist with single tasks. He began with two years of door-to-door sales in Germany, then moved through consulting and investment banking at Accenture and Goldman Sachs before settling into SaaS. He joined 📝Signals (the InsideSales successor) at $5M ARR and helped grow it past $100M, then joined Kustomer at $10M ARR through its acquisition by Meta for over $1 billion.
On the podcast, recorded during his tenure at Signals, Gabe distinguished cloud employees from AI agents on three axes: they are autonomous rather than deterministic, they do full jobs rather than single tasks, and they operate across channels with persistent memory. He described running weekly coaching sessions with cloud employees that report to him, a win-loss cloud employee that replaced expensive consulting work, and the framing fix — opening customer calls with honest disclosure that they're talking to an AI. He argues SaaS tools are limited by building agents trapped inside their own platforms, while cloud employees are cross-platform by design.
Gabe came on the podcast to walk through the last 15 years in sales — from the shift to inside sales at InsideSales.com to why he's betting cloud employees drive the next move toward autonomous organizations.