May 21
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Eleanor Dorfman, Head of Industries at Anthropic, joins SaaStr AI 2026 to break down how Anthropic rebuilt its sales org as an AI-native operation after the launch of Claude Opus 4.6 sent demand vertical in December 2025. In this session, Eleanor covers: * Why enterprise self-serve is no longer a downgrade, and how it now drives 54% of new enterprise logos in 2026 * The six-tool stack (Clay, LeanData, Salesforce, Gong, Ironclad, Slack) and how Claude threads between them as the connective tissue * Making Slack the front door for deal desk, legal, RevOps, and support, so reps stop chasing approvals across systems * The 5 skills every AE runs every day: morning briefing, call prep, customer follow-up, competitive intel, and creating an asset * How to encode your best reps' workflows as Claude skills so their playbook becomes the baseline for the whole team * Why forecasting, coaching, and proposal generation now run on Claude with humans in the loop If you lead a go-to-market team and want a real, in-production blueprint for an AI-native sales motion, this one is for you. ------------------------------------------------------------------------------------------------------ Want to join the SaaStr AI community? We're the 🌎largest community for B2B+AI software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8