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We sat down with Carlos Obando to talk about what AI adoption really looks like inside a high-growth company and how procurement teams can scale from “an empty desk” to a strategic function. Carlos shared the playbook Motive uses to evaluate AI tools, the traps to avoid in early-stage vendor deals, and the mindset he hires for as the function matures.

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Key takeaways

• Two AI buying buckets.
  
  
  
  1. Established enterprise vendors adding AI (e.g., platforms you already use) — more straightforward on security/commercials.
     
     
  2. Early-stage AI-native startups — harder to benchmark, higher pricing risk, and require deeper diligence.
     
     
• Make POCs prove the promise.
  Insist on lightweight POCs with agreed KPIs and “rubber-meets-the-road” validation before committing. Avoid shelfware and “tool hoarding.”
  
  
• Protect leverage & price over time.
  Run a RFP or at least surface credible alternatives so you don’t lose negotiating power. Watch for teaser pricing that turns into 4–5x renewals; push for caps and protective T&Cs up front.
  
  
• Security first.
  Loop in security early, especially for tools that integrate with critical systems. Collaboration with IT, Legal, FP&A, and Accounting is constant throughout the project.
  
  
• Building the function from scratch.
  Phase 1: learn the landscape and stakeholder needs.
  Phase 2: establish policies, choose a small set of core tools (e.g., spend visibility/orchestration), and make a couple of key hires.
  Phase 3: mature with vendor scorecards, QBRs, and strategic sourcing cadence.
  
  
• Hire for passion and grit.
  Certifications help, but Carlos optimizes for curiosity, speed, and a service mindset—people who will learn fast and show up for stakeholders.
  
  

Looking ahead.
Expect AI spend to increase with growth. Agentic bots will absorb transactional work, but the human layer—relationships, judgment, and negotiations—remains essential.