Will AI agents replace the human enterprise seller? Nathan Rader and TJ Williams are weighing in on that debate, and not as outside observers. Early in their careers, both sold enterprise software at IBM, Oracle, and Google. Nathan later led go-to-market at a string of growth-stage startups including Parsable, HighRadius, and Karat, while TJ went on to lead sales organizations at Dropbox and Degreed. Today, they're each confronting AI's impact firsthand — Nathan as Chief Revenue Officer of Oro Labs, and TJ as an Operating Partner at Brighton Park Capital, leading the firm's go-to-market advisory practice.

In this episode, host Usman Rabbani sits down with Nathan and TJ to discuss how enterprise sales is evolving as AI agents take on more of the work traditionally done by sellers. Together, they trace the arc from Lotus Notes to AI-native GTM stacks, and what separates the shift in tooling from the shift in what actually wins deals. Their conversation spans where human judgment remains irreplaceable in the sales process, why efficiency gains from AI haven't yet translated into top-line growth, what happens to the talent pipeline as entry-level SDR and BDR roles disappear, and what will separate great go-to-market organizations once every competitor has access to the same tools.

TJ expands on several of these themes in his recent thought piece, How to Build a Sales Team That Wins in an AI World, which makes the case for investing in the SDR pipeline rather than gutting it, and for hiring sellers who treat AI tools as a core part of the job rather than a threat to it.

For anyone building, leading, or investing in a go-to-market organization, this episode offers a grounded, experience-driven view of where AI is genuinely changing enterprise sales, and where the fundamentals still hold true.

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What does it actually take to modernize healthcare? Dr. Mark Camel has spent decades confronting this question — not as a consultant or outsider, but as a surgeon and builder of one of the most operationally sophisticated independent physician groups in musculoskeletal healthcare.

In this episode, host Usman Rabbani sits down with Dr. Camel, co-founder of Orthopedic & Neurosurgery Specialists (ONS), to discuss the lessons learned scaling ONS from a seven-surgeon practice into a 175-physician, four-state platform. Together, they explore the operational decisions that transformed ONS into one of the most technology-forward provider groups, years before digitization and AI became mainstream healthcare priorities.

Their conversation spans the realities of building technology inside healthcare organizations, the hard-earned lessons behind buy-versus-build software decisions, why most healthcare technology struggles to achieve broad adoption, and where AI is already delivering measurable operational ROI today.

For anyone building, investing in, or evaluating healthcare technology, this episode offers an insider’s perspective on how meaningful change actually happens inside one of the world’s most complex and resistant industries.

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Building a category-defining company is hard. Backing one at scale is harder.

In this episode, our host Usman Rabbani sits down with Drew Pearson — Operating Partner and Chairman of the Portfolio Committee at Brighton Park Capital and former Chairman of the Portfolio Committee at General Atlantic — for a candid conversation on what separates the growth firms and founders that break through from those that don't.

Drew draws on nearly three decades at the intersection of capital and company-building to share the metrics he's found to be most useful in evaluating long-term value creation potential, where investors often misjudge risk (even when the numbers look strong), and what the best CEO-investor partnerships look like from both sides of the table.

Whether you're scaling a technology company or evaluating where to deploy capital, this episode offers a rare look inside the discipline and decision-making that drives exceptional outcomes in growth equity.

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