Why This AI Company Is Growing Enablement w/ Melina Giakas from Clay

TLDR: While enablement teams everywhere are shrinking and the whole market is racing to automate, Clay is doing the opposite. Melina Giakas explains why her AI-forward enablement team makes reps earn the shortcut before any automation gets switched on.
Enablement is supposed to be the first thing AI replaces. So why is one of the most AI-forward companies in go-to-market growing its enablement team and deliberately pumping the brakes on automation? In this episode, Kelly Lewis and Tiffany Jones sit down with Melina Giakas, who leads GTM enablement at Clay, for a conversation that challenges almost everything you're hearing about AI in revenue right now. Melina shares how her team uses AI to compound competence instead of skipping it, why she makes go-to-market engineers prove a skill by hand for a quarter before automating it, and how Notion agents quietly handle content governance in the background. It's a practical, contrarian look at where AI actually belongs in modern sales enablement, RevOps, and the broader GTM motion.
In this episode:

• Why Clay is growing enablement headcount while the market cuts it
• The "prove it before you automate it" rule for go-to-market engineers
• Why AI roleplay keeps failing (and it isn't the technology)
• Moving beyond the LMS to measure behavior change, not course completions
• Using Notion agents for content governance with a human in the loop

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Spotify: https://open.spotify.com/show/1g4cKcEX9pIDnzBxxJzUvLApple

Podcasts: https://podcasts.apple.com/us/podcast/the-revenue-insiders/id1767256445YouTube: https://www.youtube.com/channel/UCNCx_Fge5kxBbKHev1C88CgMore: https://www.therevenueinsiders.com
Connect with Melina Giakas: https://www.linkedin.com/in/mgiakas/ | https://www.clay.com