Your time: 11:00 AM EDT
Riding the wave of change ✹ The future of running proposal teams
A live conversation with Melissa from Tribble, Kristina Nolan from HubSpot, and stargazy founder Chris Carter on how the proposal team role is changing, where it sits in the new sales motion, and what AI is actually making possible today.
The proposal team role is moving faster than most people working inside it can track. Where proposal sits inside the sales motion has changed, often (and detrimentally) without the proposal team being part of the conversation. And the career path most proposal managers thought they were on has been rewritten by the same automation reshaping their day-to-day work. We cover how the role has changed, where proposal fits in the new sales motion, what AI is doing well today, the KPIs worth tracking in 2026, and what proposal careers look like over the next eighteen months. We'll have a live Q&A at the end.
This event has ended.
What you'll leave with
A current read on how the proposal team role has shifted in B2B sales, from two practitioners reshaping it inside their own organisations.
A clear view of where proposal and deal desk sit in the modern sales motion, and where they pull weight in revenue conversations.
The art of the possible with AI in proposal work today, with specific examples of what is working in production and what is still hype.
A practical KPI map for proposal teams in 2026, including which metrics matter, which are noise, and which proposal teams are now expected to own.
A view of the proposal career path eighteen months from now, plus the one skill worth investing in this year if you can only invest in one.
Who this is for
Proposal leaders thinking about where this work is going. Deal desk and sales ops leaders running proposal motions inside complex B2B environments. Sales and revenue leaders who own RFP win rates and want to understand what AI is actually doing inside the function. Capture and bid directors whose teams are being asked to do more, with fewer people, while the brief keeps changing.
If you are wondering whether your role is changing or whether it is being rewritten, this session is for you.
The proposal role is being rewritten. Hear from the people writing it.
Join us on Tuesday 19 May at 11:00 am Eastern Time. Live Q&A is included. Can't make it? Register anyway, and we'll send you the recording.
Your speakers
Who's on stage
Christina Carter
Founder & Host
stargazy
Founder of stargazy, the win intelligence company and an independent analyst firm covering the capture, bid and proposal industry. 15+ years running presales and proposal teams across B2B Enterprise, UK Public Sector, and US GovCon. Has dreams of becoming a beekeeper.
Kristina Nolan
Proposal Strategy Manager
HubSpot
Kristina leads proposal strategy at HubSpot, building RFP response systems for one of the most data-driven revenue organizations in B2B SaaS. Her background spans operations and proposal management across high-growth tech and education, and she's a respected voice on what proposal teams should actually be measuring.
Melissa Armstrong
Leader in Automation & AI
Tribble
Melissa is an executive leader with sixteen-plus years driving enterprise automation and AI strategy across the C-suite. Most recently she was Director of the Intelligent Automation Value Validation Program at UiPath, where she helped large organizations translate automation investments into measurable business outcomes. She now sits inside Tribble, the AI-native company building the answer intelligence layer for revenue teams, where she brings that enterprise lens to what is actually working in proposal and RFP workflows today.