From AE to AI-Led Growth: Cole Courson on Building Pipeline That Doesn’t Waste a Penny

What happens when a founding Account Executive becomes the product strategist at a fast-moving AI-first GTM company? You get a perspective rooted in action, not theory.

In this episode of Pipeline Pioneers, Cole Courson of Unify shares:

• Why 30 to 40% of the pipeline should still come from AEs
• How AI is amplifying, not replacing, every stage of pipeline generation
• The cost of a misaligned ICP and how to fix it fast
• The power of founder-led growth and how Unify invests in it
• Why fewer reps + smarter AI = a better GTM strategy

If you’re building pipeline in an early-stage company and wondering where to put your next 100 pennies, this episode will help you invest wisely.