SalesTechStar Interview with Jonathon Blackburn, CRO at Fyxer AI

Jonathon Blackburn, CRO at Fyxer AI shares a few thoughts on what can drive revenue growth for B2B SaaS teams in this SalesTechStar interview:

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What excites you most about being Fyxer AI’s new CRO?

What excites me most is the sheer scale of the opportunity. I’ve been part of some really successful SaaS companies, but they were often limited by who they sold to. Fyxer is solving a universal problem: helping people everywhere work smarter and communicate faster. It’s the first product I’ve led where my entire family can use it, and they actually do, which says a lot. The team is incredibly sharp, lean, and works maniacally hard. There’s a rare mix of speed, clarity, and obsession here that makes the work both challenging and rewarding. The TAM is enormous, and the sense of potential feels different from anything I’ve seen before.

What revenue tactics and strategies work well in today’s SaaS market?

The fundamentals haven’t changed. Good sales still comes down to people, process, and product fit. But expectations have. Buyers are sharper, they do more research upfront, and they expect efficiency from every interaction. The best GTM teams operate like precision systems. They’re concise, strategic, and use data and AI to move faster. What’s changed most isn’t the what, it’s the bar. Customers now expect software that feels deeply intuitive and human, and sales experiences that reflect that same standard.

Can you share a little about the revtech and salestech you’ve often relied on to drive goals?

My tech stack has evolved a lot over the years. Early on it was the classic setup with Salesforce, Gong, Clari, LinkedIn, and Zoom. More recently, I’ve leaned heavily into HubSpot as a core system. I haven’t used Gong in years, Clari became unnecessary once we built better visibility into our own process, and LinkedIn is still useful but not as essential as it once was. Where I’ve seen the biggest change is in data and automation. We’ve replaced legacy tools like ZoomInfo with more flexible ones like Clay and other AI-driven aggregators. They pull richer, more dynamic data and save teams hours every week. The modern tech stack has to be modular, efficient, and smart enough to do the heavy lifting for you.

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What are some of the challenges that most SaaS CROs are struggling with today?

A lot of CROs are still running old playbooks in a new world. They’re using the same tools, the same scripts, and the same motions that worked five, or even worse, 10 years ago but the market has moved on. One of the biggest gaps I see is that many CROs haven’t sold in years. They’ve lost touch with how buyers actually behave today. If you’re not jumping into cycles or shadowing reps closely, it’s impossible to know what’s landing and what’s not. The best leaders I know are the ones who stay close to the customer and the team and adapt faster than their competitors. The ones who don’t fall behind quickly.

How do you feel modern SaaS CROs should restructure their teams and roles to optimize for an AI-powered salestech market?

The biggest mindset shift is realizing that small, high-slope teams can now do what used to take whole departments. With the right people and the right tech, you can move faster and smarter. At Fyxer, before we hire anyone, the exec team has to answer two questions: why can’t AI do this, and how will this person leverage AI to be more effective. It forces clarity and ensures we’re building teams that compound productivity, not just headcount. We’re seeing roles blend more fluidly too. Marketing ops, rev ops, and GTM engineering are becoming tightly interwoven. The line between human and automated work is fading, and that’s a good thing.

Five thoughts on B2B revenue generation and demand generation and what the future holds.

1. PLG and sales-led aren’t opposites anymore. The best companies design them to fuel each other.
2. Inbound is still king, but you can’t rely on it. The best GTM engines pair inbound scale with outbound precision.
3. The next generation of demand gen will be AI-native, creating micro-personalized experiences at scale.
4. Retention and expansion are the new growth engines. The best revenue teams are just as focused on activation and expansion as acquisition.
5. Brand and trust are back. In an AI-saturated market, people buy from companies they believe are

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