Should I shift from hiring technical talent to functional talent for AI-powered GTM as workflows mature?

Yes, this is a common evolution as AI GTM systems mature. Initially, you need technical talent (developers/engineers) to build and integrate workflows with databases and complex systems. Once workflows become more automated and tools abstract the complexity, functional talent with creative writing, marketing ops, journalism, or product marketing backgrounds become more valuable for content creation, campaign design, and audience understanding. Consider a hybrid pod structure with 2 sales/marketing people plus 1 developer, or prioritize internal functional talent over agencies since they better understand your audience and product.