EPISODE · Mar 5, 2026 · 8 MIN
#6: Breakthrough Brief: AI Isn’t Replacing Your Sales Team (And It Shouldn’t) with Matt Dornfeld
from The Revenue Dilemma · host Tony Capasso
AI SDRs are everywhere — but are they actually working? In this episode, we unpack the growing hype around AI-driven outbound sales and why simply increasing activity won’t fix a broken pipeline. Instead of replacing humans, our guest argues for augmenting them — and explains why most organizations are solving the wrong problem. From market readiness and product-market fit to messaging and data infrastructure, this conversation explores what actually drives revenue growth — and why orchestration, not automation alone, may be the real AI opportunity in sales. If you’re leading a revenue team, building AI workflows, or trying to figure out where to place your bets, this episode brings clarity to the noise.About:Matt Dornfeld is a senior technology leader focused on AI, automation, and strategic partnerships in ecommerce and enterprise tech. He currently serves as Senior Director, Global AI Go-To-Market (GTM) across BigCommerce, Feedonomics and Makeswift, where he drives unified AI-led commercial strategy and revenue enablement. Previously, he led global technology partnerships at Feedonomics, building integrations and alliances with major commerce platforms including Amazon, Google, Meta, Microsoft and TikTok. Matt helps companies scale smarter with AI and automation while shaping modern ecommerce growth and partner ecosystems. Matt on LinkedinTony Capasso on LinkedinOnProfit WebsiteRevenue Dilemma Website
What this episode covers
AI SDRs are everywhere — but are they actually working? In this episode, we unpack the growing hype around AI-driven outbound sales and why simply increasing activity won’t fix a broken pipeline. Instead of replacing humans, our guest argues for augmenting them — and explains why most organizations are solving the wrong problem. From market readiness and product-market fit to messaging and data infrastructure, this conversation explores what actually drives revenue growth — and why orchestration, not automation alone, may be the real AI opportunity in sales. If you’re leading a revenue team, building AI workflows, or trying to figure out where to place your bets, this episode brings clarity to the noise.About:Matt Dornfeld is a senior technology leader focused on AI, automation, and strategic partnerships in ecommerce and enterprise tech. He currently serves as Senior Director, Global AI Go-To-Market (GTM) across BigCommerce, Feedonomics and Makeswift, where he drives unified AI-led commercial strategy and revenue enablement. Previously, he led global technology partnerships at Feedonomics, building integrations and alliances with major commerce platforms including Amazon, Google, Meta, Microsoft and TikTok. Matt helps companies scale smarter with AI and automation while shaping modern ecommerce growth and partner ecosystems. Matt on LinkedinTony Capasso on LinkedinOnProfit WebsiteRevenue Dilemma Website
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#6: Breakthrough Brief: AI Isn’t Replacing Your Sales Team (And It Shouldn’t) with Matt Dornfeld
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