About
Joshua Teixidor is a revenue and go-to-market executive with three decades in the technology and corporate training industry, twenty of them leading B2B, B2G and channel sales organizations from SDR through Enterprise and federal.
He has owned a $49M+ annual bookings portfolio across five teams and four frontline managers, grown Enterprise bookings from $4.5M to $12.8M, rebuilt a 30-rep organization into a 13-rep unit that doubled monthly bookings, and launched an SDR function from zero that produced $1.5M in net-new pipeline in its first year. Most recently he served as VP of Sales for a Cyber Security Training and SAAs company, where he built the revenue operating system across B2B, channel and government segments.
He also built AI coaching and agentic prospecting systems in-house rather than buying them, which produced the finding he now writes and speaks about: AI collapses the cost of activity and raises the price of judgment, moving the bottleneck from rep output to manager judgment.
He is the author of Carry the Weight- A sales leaders guide for coaching, trust and building people who win, written for the newly promoted frontline manager. He holds degrees from the University of New Orleans and Tulane University, mentors business owners through SCORE San Antonio, and lives in San Antonio with his family.
He has owned a $49M+ annual bookings portfolio across five teams and four frontline managers, grown Enterprise bookings from $4.5M to $12.8M, rebuilt a 30-rep organization into a 13-rep unit that doubled monthly bookings, and launched an SDR function from zero that produced $1.5M in net-new pipeline in its first year. Most recently he served as VP of Sales for a Cyber Security Training and SAAs company, where he built the revenue operating system across B2B, channel and government segments.
He also built AI coaching and agentic prospecting systems in-house rather than buying them, which produced the finding he now writes and speaks about: AI collapses the cost of activity and raises the price of judgment, moving the bottleneck from rep output to manager judgment.
He is the author of Carry the Weight- A sales leaders guide for coaching, trust and building people who win, written for the newly promoted frontline manager. He holds degrees from the University of New Orleans and Tulane University, mentors business owners through SCORE San Antonio, and lives in San Antonio with his family.
Session
SESSION
SPEAKER
Day 2 · Thursday, September 3, 2026
2:25 pm - 2:35 pm ET
When Scarcity-Built Systems Meet Abundance – The Judgment Gap in AI-Powered Sales Leadership
Joshua Teixidor scaled agentic prospecting inside a $49M revenue organization spanning three channels and a 51-person team. Touch volume climbed. Pipeline quality fell. The reason wasn't the technology. It was the inspection model. Frontline managers were trained to coach for scarcity – for reps who couldn't generate enough activity. AI broke that assumption overnight, and nobody rebuilt the system underneath it. In this fireside chat, Joshua unpacks what happens when abundance exposes the cracks in how sales leaders coach, inspect, and trust their pipeline – and what it actually takes to rebuild judgment for the AI era.
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