{"version":1,"type":"rich","provider_name":"Libsyn","provider_url":"https:\/\/www.libsyn.com","height":300,"width":600,"title":"SaaStr 855: How Anthropic Rebuilt Its Sales Org From Scratch When Demand Went Vertical with Eleanor Dorfman, Anthropic Head of Industries","description":" SaaStr 855: How Anthropic Rebuilt Its Sales Org From Scratch When Demand Went Vertical with Eleanor Dorfman, Anthropic Head of Industries  When Claude Opus 4.6 shipped in December 2025, Anthropic\u2019s commercial team came back from winter break to find demand had gone vertical. They hadn\u2019t hired for it. They hadn\u2019t planned for it.  As Eleanor Dorfman, Anthropic\u2019s Head of Industries who runs the commercial and industries sales team, put it on the SaaStr AI Annual 2026 stage: even if they\u2019d been ready to 3x or 4x or 5x the sales team, you can\u2019t absorb that many bodies fast enough to deliver a positive customer experience.  So in January 2026, they rebuilt the entire sales org around AI from scratch.  Four months later, the result:&amp;nbsp;54% of new enterprise logos in 2026 came through the self-serve funnel.&amp;nbsp;Real enterprise logos. Real ACV. Real terms of service. Real invoicing. Self-served.  Here\u2019s how they did it, and the four investments any B2B + AI sales leader can copy today. ","author_name":"The Official AI SaaStr Podcast: SaaS | Founders | Investors","author_url":"http:\/\/www.saastr.com","html":"<iframe title=\"Libsyn Player\" style=\"border: none\" src=\"\/\/html5-player.libsyn.com\/embed\/episode\/id\/41382285\/height\/300\/theme\/custom\/thumbnail\/yes\/direction\/forward\/render-playlist\/no\/custom-color\/197bc0\/\" height=\"300\" width=\"600\" scrolling=\"no\"  allowfullscreen webkitallowfullscreen mozallowfullscreen oallowfullscreen msallowfullscreen><\/iframe>","thumbnail_url":"https:\/\/assets.libsyn.com\/secure\/content\/202199395"}