Uploaded May 2026 | Updated September 2026, 2 weeks ago
Ghazi Masood is the CRO at Replit. He sat down with us live on the SaaStr floor to talk about the B2B enterprise wave hitting vibe coding, how Replit is hiring sales from non-traditional backgrounds, the shift from seat-based to usage-based pricing, and why SaaStr 2027 will be about agents and humans co-mingling inside the same org.
In this interview we cover:
• Top-down mandates: every enterprise wants Replit
• Prototypes, internal tools, SaaS replacements: what enterprises are building
• Why IT cares about governance and security, not just speed
• Killing the IT backlog: hours vs. weeks
• "Bookie": the 180-skill GTM agent Replit built on Replit
• Hiring sales from non-traditional backgrounds (school teachers, military vets as top sellers)
• The mock panel: candidates have to show what they've built on Replit
• Automating inbound by Q2, keeping outbound human
• Why Replit chose Salesforce, then built on top of it
• SaaS isn't dead, it's the rails for vibe coding
• The shift to usage-based pricing + the credit calculator
• SaaStr 2027: agents and humans co-mingling in the org
• International expansion: London, then APAC, then LATAM
Parent stream replay (full Day 1): youtu.be/EWv2cIQpYbo
Timestamps:
00:00 Welcome from the SaaStr floor
00:20 What does a CRO do? Ghazi's path to Replit
00:48 What's changed: vibe coding comes for enterprise
01:25 Prototypes, internal tools, SaaS replacements
02:00 The trust + governance balance for IT
02:46 Vibe coding is a game changer for non-technical operators
03:14 The IT department headache: new attack vectors
03:38 Who's adopting AI well vs. not
04:09 Killing the IT backlog
04:50 Hours vs. weeks: the new pace of prototyping
05:12 How the GTM cycle is accelerating
05:39 Eating our own dog food
06:08 What "dog fooding" actually means
06:30 Building CPQ from scratch on Replit
06:48 Jacob Fernau's SDR call-coaching app
07:31 Bookie: the GTM agent with 180 skills
08:06 Hiring sales from non-traditional backgrounds
08:48 School teachers + military vets as top sellers
09:15 The mock panel: "what have you built on Replit?"
09:35 GTM in an AI-driven world: balancing automation with relationships
10:08 Fully automating inbound sales by Q2
10:25 Outbound: equip humans, don't replace them
11:20 HubSpot → Salesforce, but custom-built on top
11:53 SaaS isn't dead, it's the rails for vibe coding
12:15 SMBs build their own, enterprises customize on top
13:00 Community + sales: the Brazil example with Marcelo
14:00 The bottom-up motion: side projects becoming work projects
15:00 Entry points: top-down mandates + land and expand
15:27 What Ghazi said on stage at SaaStr
15:51 Where's the ROI? (the cynicism question)
16:54 Transforming offerings in the AI world
17:20 Replit's pricing shift: seats → usage credits
17:53 Concerns with usage-based pricing + the credit calculator
18:55 SaaStr 2027: agents and humans co-mingling in orgs
19:48 How freelancers can get into Replit (or sell into enterprise)
21:18 Which industries are adopting Replit (financial services leading)
22:13 International expansion: London → APAC → LATAM
23:50 Wrap
Subscribe for more: youtube.com/@replit
Follow Manny: https://x.com/MannyBernabe
Follow Raymmar: https://x.com/raymmar
Follow Francisco: https://x.com/Franciscocrz
#Replit #AI #Enterprise #B2BSales #VibeCoding #SaaStr #SalesHiring #UsageBasedPricing #FutureOfWork #B2BAI
Ghazi Masood is the CRO at Replit. He sat down with us live on the SaaStr floor to talk about the B2B enterprise wave hitting vibe coding, how Replit is hiring sales from non-traditional backgrounds, the shift from seat-based to usage-based pricing, and why SaaStr 2027 will be about agents and humans co-mingling inside the same org.
In this interview we cover:
• Top-down mandates: every enterprise wants Replit
• Prototypes, internal tools, SaaS replacements: what enterprises are building
• Why IT cares about governance and security, not just speed
• Killing the IT backlog: hours vs. weeks
• "Bookie": the 180-skill GTM agent Replit built on Replit
• Hiring sales from non-traditional backgrounds (school teachers, military vets as top sellers)
• The mock panel: candidates have to show what they've built on Replit
• Automating inbound by Q2, keeping outbound human
• Why Replit chose Salesforce, then built on top of it
• SaaS isn't dead, it's the rails for vibe coding
• The shift to usage-based pricing + the credit calculator
• SaaStr 2027: agents and humans co-mingling in the org
• International expansion: London, then APAC, then LATAM
Parent stream replay (full Day 1): youtu.be/EWv2cIQpYbo
Timestamps:
00:00 Welcome from the SaaStr floor
00:20 What does a CRO do? Ghazi's path to Replit
00:48 What's changed: vibe coding comes for enterprise
01:25 Prototypes, internal tools, SaaS replacements
02:00 The trust + governance balance for IT
02:46 Vibe coding is a game changer for non-technical operators
03:14 The IT department headache: new attack vectors
03:38 Who's adopting AI well vs. not
04:09 Killing the IT backlog
04:50 Hours vs. weeks: the new pace of prototyping
05:12 How the GTM cycle is accelerating
05:39 Eating our own dog food
06:08 What "dog fooding" actually means
06:30 Building CPQ from scratch on Replit
06:48 Jacob Fernau's SDR call-coaching app
07:31 Bookie: the GTM agent with 180 skills
08:06 Hiring sales from non-traditional backgrounds
08:48 School teachers + military vets as top sellers
09:15 The mock panel: "what have you built on Replit?"
09:35 GTM in an AI-driven world: balancing automation with relationships
10:08 Fully automating inbound sales by Q2
10:25 Outbound: equip humans, don't replace them
11:20 HubSpot → Salesforce, but custom-built on top
11:53 SaaS isn't dead, it's the rails for vibe coding
12:15 SMBs build their own, enterprises customize on top
13:00 Community + sales: the Brazil example with Marcelo
14:00 The bottom-up motion: side projects becoming work projects
15:00 Entry points: top-down mandates + land and expand
15:27 What Ghazi said on stage at SaaStr
15:51 Where's the ROI? (the cynicism question)
16:54 Transforming offerings in the AI world
17:20 Replit's pricing shift: seats → usage credits
17:53 Concerns with usage-based pricing + the credit calculator
18:55 SaaStr 2027: agents and humans co-mingling in orgs
19:48 How freelancers can get into Replit (or sell into enterprise)
21:18 Which industries are adopting Replit (financial services leading)
22:13 International expansion: London → APAC → LATAM
23:50 Wrap
Subscribe for more: youtube.com/@replit
Follow Manny: https://x.com/MannyBernabe
Follow Raymmar: https://x.com/raymmar
Follow Francisco: https://x.com/Franciscocrz
#Replit #AI #Enterprise #B2BSales #VibeCoding #SaaStr #SalesHiring #UsageBasedPricing #FutureOfWork #B2BAI
