AI startups and investors are hiring people to build in-person networks

In short: Even as AI tools take over more routine tasks, AI startups and venture-capital firms are increasingly hiring people whose main job is to build and manage human relationships.

What's going on

Startups and investors in the AI world are putting more weight on what some call their “ecosystem.” This is a company’s wider circle of relationships, including customers, business partners, people who help sell the product, and supporters who recommend it.

The work is not new. Companies have long hosted events, introduced potential partners, and helped customers learn a product. What is changing is that more firms are treating this relationship-building as its own job, with dedicated hires whose day-to-day work is to connect people and keep those connections strong.

Slow Ventures partner Yoni Rechtman described an ecosystem as a network that goes beyond customers. It can include partners, distribution channels (the routes a product takes to reach buyers, like stores or resellers), and advocates (people who promote a product because they trust it). Andreessen Horowitz has also described its ecosystem work as focused on strengthening networks and trust.

At AI sales startup Clay, ecosystem lead Natalie Sportelli has coordinated product demonstrations and coaching for customers and partners. She has also helped run industry events. The bigger idea is simple: even in a field built on automation, many leaders still think trusted, in-person connections are a key part of getting deals done and solving problems together.

What to watch

If this trend continues, more tech companies may add “ecosystem” roles alongside traditional sales and marketing. It could also mean more in-person meetups, partner programs, and private events, as firms try to build trust in a fast-changing AI market.

Source: NYTimes