Why AR has 1 million analysts and almost no software that works | Caitlin Leksana

Fazeshift is building AI-native accounts receivable automation for mid-market and enterprise companies. In a recent episode of Front Lines, we sat down with Caitlin Leksana, Co-Founder and CEO of Fazeshift, to learn how she discovered one of enterprise software most overlooked problems and why AI is the first technology capable of actually solving it.

Topics Discussed:

- How Caitlin discovered the accounts receivable problem while building a different company - Why accounts payable has been solved but accounts receivable remains a manual, analyst-heavy operation - The swivel chair problem that defines daily life for AR analysts - Why there are roughly 1 million AR analysts in the United States, about the same as the number of public school teachers - Why AI ability to handle variable, company-specific workflows is what finally makes AR automation possible - How Fazeshift starts at the data layer before applying any AI - What creating a market looks like in practice: no budgets, no timelines, no competing vendors - How Caitlin ran founder-led sales for a year before hiring a founding account executive - Why Fazeshift SDR team now drives 80% of top-of-funnel pipeline - Why Caitlin looks at Salesforce as a brand model, not a product comparison