Investor Tomasz Tunguz published takeaways from an Office Hours conversation with Bardia Shahali, who built sales teams at Fireworks AI and is now VP of Sales at Granola, framing AI as two markets — applications and infrastructure — with different sales-organization models. Shahali said an eight-figure deal can be closed in two weeks, and Tunguz notes that at Fireworks, whose customers are fast-growing AI-native companies, single deals can reach the tens of millions with a very fast sales cycle, though every inference provider chases the same accounts. Tunguz also reports that compensation plans are now set quarterly rather than annually because things change so much quarter to quarter, and that understaffed teams put less effort into outbound and expansion.