Sankar: Frontier tech salespeople must be builders to hold customer credibility
Prukalpa Sankar · Why Startups Fails Even After Finding PMF | Prukalpa Sankar, Atlan · Sep 10, 2026 · at 1:03:57
Prukalpa Sankar, co-founder of Atlan, rejects the notion that enterprise sales professionals do not need to build or possess deep technical understanding in the AI era.
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“Well, I actually think they do. I think if you're trying to sell to the frontier what, how are you going to have a conversation with a customer who's talking to you about, you know, the difference between model gateways and three harnesses and memory systems, like, how are you going to have that conversation? Why are they even going to talk to you?”
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