Speakers: Jess Simon, Enablement, Clay; Sam Wener, Head of Enablement & RevOps, Notion; Bradford Jordan, Baseten; moderated by Anton Kravchenko, CEO & Co-founder, Sonora
Session Content Listing: Bradford describes how Baseten widened its hiring pool beyond the rare engineer-seller to former SEs and CSMs, engineers taught to sell, former founders, and professional sellers. That puts enablement in the business of "producing needles from hay". Sam lays out Notion's Outcome Architect competencies (solutions design, AI building, commercial expertise, trusted advisor) and traits (agency, learning velocity, "AI-pilled"), and has candidates build in Notion during interviews. Jess frames Clay's approach as AI doing the science and humans doing the art. AI handles account research, health alerts and context switching, so reps spend their time on judgment; one rep sent a care package to a customer who was too sick to join her kickoff. Bradford adds that the pendulum is swinging back after the era of cutting CS: automation should create space for human connection.
On health, Notion now tracks AI weekly active members, weekly active contributors, and time Outcome Architects spend with customers. Clay learned that high credit consumption isn't health, since a runaway table can burn credits, so it looks for a committed Clay builder inside every account. Baseten defines health as customers who understand their unit economics, often comparing open-source models; with zero commitment and no lock-in, the strongest risk signal is an account the team isn't talking to. Sam's key point is that change management and learning can't be automated, so enablement's job is helping people know where to focus amid the noise.
