monday.com Elevate 2025 | Lindsay Browning, monday.com

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Lindsay Browning

VP, Enterprise Sales

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play_circle_outline Meet Paul Nashawaty and Lindsey Browning: Leaders Shaping Enterprise Sales at Monday.com Elevate 2025

play_circle_outline Discussion on the increasing size of the Elevate conference attendees.

play_circle_outline Embracing AI: Transforming Workplaces, Professional Identities, and Corporate Success through Collaboration and Adaptation

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Lindsay Browning, monday.com

Lindsay Browning

VP, Enterprise Sales monday.com

AI is reshaping professional identities, workflows and collaboration. In this interview from theCube’s Monday.com’s Elevate 2025 coverage, Lindsay Browning, VP of enterprise sales at Monday.com, joins theCUBE’s Paul Nashawaty to discuss how AI is becoming the silent infrastructure behind modern work. Browning shares why adoption and simplicity remain top priorities for CIOs and how reducing tool fatigue is critical to driving enterprise-wide efficiency. She highlights how Monday.com’s AI innovations are designed to meet professionals where they work, eliminat... Read more

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What is Lindsey Browning's role at Monday and how long has she been with the company? add

What factors are contributing to the increase in customer size at this year's Elevate event compared to the previous year? add

What is the impact of AI on professional collaboration and work dynamics? add

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Lindsay Browning, monday.com

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Paul Nashawaty

>> Hello and welcome. I'm Paul Nashawaty, coming to you live from the show floor at Monday.com Elevate 2025. I'm joined today by Lindsey Browning. Lindsey, how you doing?

Lindsay Browning

>> I'm doing well.

Paul Nashawaty

>> Great to have you on. I'm glad that you're joining me today.

Lindsay Browning

>> Well, thank you for being here at our Elevate Conference.

Paul Nashawaty

>> Yeah, it's a great conference. Busy, lots of people.

Lindsay Browning

>> It's so busy. It's so busy.

Paul Nashawaty

>> Why don't you tell the audience a little bit about yourself or your role and a little bit about Monday?

Lindsay Browning

>> Sure. So I'm at Monday, 18 months.

Paul Nashawaty

>> Okay.

Lindsay Browning

>> I'm our VP of enterprise sales and I'm here to make sure that we go into a journey with our customers that lasts a very long time.

Paul Nashawaty

>> That's awesome. You don't have a hard job at all, right?

Lindsay Browning

>> Well, easy-ish.

Paul Nashawaty

>> Well, I think that when we look at the amount of volume and traffic that's hitting the show floor, it is an exciting event. With this day one of the event, the show floor is busy, the keynotes are very, very well attended. I'm very impressed by the amount of attraction we're seeing on the floor.

Lindsay Browning

>> Oh, thank you for saying that.

Paul Nashawaty

>> Yeah.

Lindsay Browning

>> This is my second Elevate. And interestingly, compared to last year, this is double the size of customers.

Paul Nashawaty

>> Oh, that's awesome. That's awesome. So why do you think that?

Lindsay Browning

>> I think there's a couple of reasons why. Obviously, we are growing as an organization. We're a global company, and we focus essentially on three types of customers. You'd have our SMB, our mid-market, and our enterprise customers, but we're no longer just speaking to users. What's important to us is we're speaking to business owners, CEOs, executives that are truly helping their business evolve and move forward.

Paul Nashawaty

>> Absolutely. Absolutely. I've been following Monday for quite some time. I remember when Monday was only 50 people in their company. So it's grown quite a bit.

Lindsay Browning

>> It is.

Paul Nashawaty

>> So let's talk a little bit about AI. So now we have AI in the mix. There's changing the dynamics of how people were working and such. So it's really reshaping all aspects of the industry and all aspects of, but from your perspective, I know you're going to do a keynote or you're going to do a presentation.

Lindsay Browning

>> I am.

Paul Nashawaty

>> That's going to be awesome, I can't wait to attend that. But from your perspective, how is AI changing the way professionals are collaborating or working together?

Lindsay Browning

>> So first of all, you mentioned something that it's completely changing the way we work. I actually think that from this moment on, our professional identities are forever changed and in ways that is extremely exciting and in other ways that's a little bit fearful, personally and professionally. So what I'm going to be focused on tomorrow is just simplifying ways that you can win with AI and work. That's essentially the talk track where you'll meet just five of our incredible AI innovations. But you mentioned collaboration, which is one of the most important things for any company to be really good at. But it tends to be, quite frankly, one of the hardest from a human interaction perspective. But then from a technology perspective. So we help companies and we're working with companies to make sure that work in silo can no longer happen. And we want to be able to show the advantage of when you collaborate on the platform or you simply collaborate on projects, initiatives, OKRs, the value of what gets done together is more powerful than alone. And that's the essence of what Monday.com is.

Paul Nashawaty

>> I love it. I love it. I just did a recent research study and I found that 75% of the respondents indicate they use six to 15 different tools across their ecosystem. They're not liking that because there's a lot of friction, a lot of silos you were mentioning. So you talk to a lot of customers, wherever they are in their journey, whether they're very immature in their journey or if they're very immature. What are the challenges organizations are running into?

Lindsay Browning

>> So I'm going to share two things with you that a lot of CIOs that I speak to are focused on, and it doesn't matter where they are in their journey, if they're innovators, early adopters, or laggers. There are two things that are very important. One is adoption. So if I am going to change the tech stack and I'm going to take you from 15 to five products, how do I ensure you log on every day and you use them and it adds value? And the second thing feeds into that. A lot of CIOs want to reduce the amount of systems that their organization are using. And there's two reasons why. One is simplicity and adoption, but the second is cost.

Paul Nashawaty

>> Yes, yes. Actually, in the same study that I was referring to, I asked CIOs their number one challenge that they were running into with modernization and such. And the two barriers that they hit me with was complexity and skill gap issues. So I know cost is definitely a factor, but skill gap is also a factor, especially when you're looking at all these distributed systems. So I guess confusing. So when you're talking to these organizations and they struggle with this tool fatigue, how important is it for these organizations to reduce the number of tools? And I know in my research I see that there's a large percentage of these organizations that are in favor of a unified approach or a unified platform. What does that mean from a Monday.com perspective?

Lindsay Browning

>> Look, I think when you think of tech stacks you think of or just simply tools, there's need to have and there's nice to have. And if I'm coming into work every day and I want to focus on the work that motivates me, I want to be in the tools that are my need to have, they're my go-to. But in organizations, especially global, large enterprise organizations, there are many tools that we have to touch. But the tools that are the nice to have, they're good to dip in and out of. It's the need to have is where the winning formula is for a lot of companies. The challenge on top of that is you have many different teams in an organization, and quite frankly, many different people on their technology comfort level or journey. So people like what they like.

Paul Nashawaty

>> They do.

Lindsay Browning

>> We're creatures of habit. That's the hardest change that we're seeing is if one team likes one tool, but they depend on another team to work in the same tool and that team doesn't like it, that's where we see a bit of friction.

Paul Nashawaty

>> So I hear you. I hear that. I looked at my research the same way. A lot of individuals and organizations love their bespoke tools. They love their environment, they use it. Change is... People-

Lindsay Browning

>> Change is hard.

Paul Nashawaty

>> Change is hard. Change is hard. But I'll ask because we started the conversation around AI, so how can AI really simplify some of these complicated workflows?

Lindsay Browning

>> I think you need to live. You need to live in the flow of work. And that's what I'm going to open up with tomorrow. I'm going to talk about the fact that for Monday in particular, we are living where you work. We are responding to how you work, and we're solving the complex challenges that slow down your work. When I come in the morning, and if I'm on Monday.com or if I'm on another tool, I want to do my work in that place, and I want it to be quick, and I want it to be easy and I want to help it to make it better. So the ability for any company to have AI in the flow of work, plus the ability to learn in the flow of work, I think that is going to help with simplification and adoption.

Paul Nashawaty

>> I agree with you. I love that response because that response really gets people motivated to do their jobs. It's not about showing up and going, I hate my job, I hate the tools. It's the satisfaction of going to work and doing the work that you like to do.

Lindsay Browning

>> We spend more than half our lives at work.

Paul Nashawaty

>> Oh, exactly.

Lindsay Browning

>> And often in the tasks that drain us, I want to do the work that's extremely rewarding, and honestly, that helps me learn and pushes me outside my comfort zone. That's what all of our customers tell us.

Paul Nashawaty

>> Yeah. So you mentioned the power of starting a familiar use case. What about ease of AI use cases? Do you have any examples that you can share to help drive some of this?

Lindsay Browning

>> Yeah, so there's one example I'm going to share tomorrow. It's probably the quickest win that I'm seeing that's gaining that adoption, that that traction is just automation in the flow of work. So a simple case study tomorrow is a finance manager, Alex, that would normally spend hours sifting through receipts, looking at vendor name, invoice number due dates. And now with the likes of those AI blocks that are built into the flow of work, it's going from hours to minutes, even seconds. So simple tasks that can be automated, that's where we're seeing the biggest value and the biggest win.

Paul Nashawaty

>> I absolutely agree with you. AI obviously is the top of mind for many companies. They're trying to initiate projects with AI in them. There's budgets that put aside just for AI. A 25% of IT budget is allocated for AI projects. So we're seeing the same thing in our research. So I agree with you. And those use cases are really the ones that are really highlighting the fact that this is important. And I guess when organizations or our viewers watching, they may think, well, this is way too complicated for me, or this is way too, or I'm already beyond this, or whatever it may be. What is your advice for somebody that's starting out in this journey and getting ready to go?

Lindsay Browning

>> Well, I feel that I'm on that journey myself. I don't deem myself technical, but I'm a builder and I want to find ways to get more satisfaction in the way of work. I think you have to lead into curiosity. You have to want to understand, first of all, why, what does it mean for me? Where do I get value in it? How's it going to make my day better? How's it going to make me feel better? And then truly to understand what it means for an entire team and then an entire business. Be curious, seek to understand, try it out, play about, figure it out. But what I'm loving seeing from some of our customers is some of them are creating committees. They're creating train-the-trainer models and the employees that are finding value are teaching back to the other employees in the flow of work.

Paul Nashawaty

>> Love that.

Lindsay Browning

>> And I just think lean in.

Paul Nashawaty

>> Yeah, that makes a lot of sense. Actually, what we're seeing at Cover AppDev in one of my practice areas, and we're seeing the growth and development of applications in various stages, but it's no longer the professional developer. It's the lines of businesses that are doing the development or be creating the applications, I should say. And they're doing this with simplicity of using AI. But it's the advantage of not the technical advantage, but the collaboration of the human interface with the data sets that they have access to, and having the lines of business being able to do what they need to do frictionlessly. That's a big, big factor. Would you agree?

Lindsay Browning

>> I completely agree, but I'm going to bring it back to something that matters. For anyone working in any company, you're all focused on solving the same problem. And it's about perspective and it's about different ways of thinking. And I think that's where that intimidation comes down. If you come together to focus on what is the optimum way to grow the business and take the business forward, you need people from different parts of the business to help you solve that problem. And I think that's the beauty of where we're seeing customers ease that fear, but just we're all rowing towards the same goal.

Paul Nashawaty

>> That's great. I agree with you. I agree. I think that everyone's trying to get there. They just want to figure out the right path. It's a hundred roads to the same destination and figuring out the right way to go. So, all right, Lindsay, I'll ask you this question. We're here at Elevate 2026 next year, a year from now. You've been here for 18 months now, and now you have full year behind, underneath you from now. What do you want to see different from the market, the landscape, and what's happening with regards to Monday.com?

Lindsay Browning

>> So I think that the hardest journey we're on is simply change. I want to spend time with my customers here next year. I want to hear the stories that been embraced through simply leaders bought in top down, communicating the value of AI in the day-to-day work, and then seeing impactful results for the individual, for a team, and for a business. I just want to see how you're living in the day-to-day with AI as a partner, not as a tool.

Paul Nashawaty

>> Yeah, well said. Well said. Well, Lindsay, thank you for your insights and your perspective, really adds a lot to the conversation. Thank you for being on with me today.

Lindsay Browning

>> Thank you.

Paul Nashawaty

>> And thank you to the audience that's watching. I'm Paul Nashawaty live from the show floor at Monday.com Elevate 2025 on theCUBE, your leading source for tech news.