[AI Week] AI GTM Day VC Panel: What VCs Look for in Founders Who Can Sell

Investors see hundreds of pitches a year, and the founders who stand out are the ones who can sell: their vision, their product and themselves. In this panel, VCs share what they look for in a founder’s go-to-market instincts and how founders can show it before, during and after the pitch. From early customer traction and a repeatable sales motion to storytelling, pricing and fundraising, the panel gets into what makes investors believe a founder can build a real revenue engine. It’s especially timely in the AI era, where markets move fast and a strong demo doesn’t always mean a durable business. Featuring Harrison Rolfes, Senior Research Analyst, PitchBook · Founder & GP, Layer H VenturesCovers private AI companies at PitchBook and invests in vertical intelligence, physical AI and MedTech through Layer H Ventures. Martin Tobias, General Partner, Incisive VenturesLongtime Seattle investor and former startup CEO backing pre-seed B2B software, with a thesis that distribution matters more than product. Kat Winston, Managing Partner, Equity AngelsCo-founder of Equity Angels, which helps underrepresented prop-tech and fintech founders get investor-ready, after 25 years of building, growing and exiting startups.