Claim OwnershipThe RevOps Review
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Interviewing leading revenue operators - reviewing the ever changing landscape of GTM operations to keep your revenue engine on track.
121 Episodes
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In this episode, Jeff sits down with Rutger Katz, Founder of Neon Triforce and fractional VP of Revenue Operations, to unpack how modern RevOps teams should think beyond funnels and start managing revenue as a system.Drawing on Winning by Design frameworks, lean manufacturing principles, and 15 years of consultancy experience, Rutger explains how to turn customer insights into action using models like the bow tie, why governance and decision rights matter more as companies scale, and how RevOps leaders can shift from ticket-takers to true strategic partners.
Jeff sits down with Gaurav Agarwal to unpack how first principles thinking helps leaders build repeatable growth without falling back on stale playbooks. They dig into the mechanics of a revenue machine, generate demand, close demand, grow customers, and how ClickUp has evolved from pure PLG to sales-assist and into true sales-led growth.Gaurav also shares a sharp POV on AI agents: where they drive real productivity, why “more output” can create misalignment and “slop,” and what operators must do to keep teams (and agents) pulling in the same direction. If you’re navigating GTM strategy, annual planning, or the AI era of execution, this one’s packed with frameworks you’ll actually use.
Manny Bobe joins Jeff to break down the fast-emerging world of vibe coding — AI-guided software creation that’s turning non-technical people into product builders. Manny shares his journey from CFA to data scientist to AI evangelist, explains why coding skills became his career unlock, and shows how AI removes the need for complex environments, dev setup, and backend knowledge. Together they explore real-world examples from RevOps, sales, and product teams using vibe coding to solve problems instantly and build tools no SaaS vendor ever would.
Jeff sits down with Brandon Bienstock to explore how a strong operating cadence turns RevOps into the engine of a high-trust GTM. They unpack the four core rhythms and how democratising insights creates alignment across the entire revenue team.Brandon shares why scorecards should prioritise quality over vanity metrics, why simple comp plans drive the best behaviour, and why great RevOps leaders “walk the floor” to truly understand how reps sell.If you're tightening your GTM motion or refreshing your operating rhythm for next year, this episode is well worth your time.
In this episode, Jeff sits down with Anthony Enrico, Founder & CEO of LeanScale, for a deep dive into one of the biggest blind spots in modern GTM: building a growth model that actually matches reality.Anthony breaks down why so many revenue teams fail before execution even begins, from unrealistic plans set months before leaders join, to pipeline targets built without understanding sales cycle timing, to ICP definitions that are far too broad to drive efficiency.
In this episode, Cliff Hawkins, Senior Director of Revenue Operations at Level AI, shares how he’s reimagining RevOps by blending community, experimentation, and automation. Cliff walks through how his team built custom AI workflows to summarise every customer interaction, cutting manual effort while boosting visibility for sales and success teams. He also dives into why outbound isn’t dead, the importance of hyper-personalisation in crowded markets, and how “doing more with less” is shaping org design and new roles like the go‑to‑market engineer. This conversation is packed with real, tested playbooks you can apply to your own role right now.
What happens when a RevOps leader takes the leap into running a seed-stage startup? In this episode, Kyle Himmelwright, VP of Strategy and Operations at Luster, joins Jeff Ignacio to talk about building from scratch, from defining focus in a massive TAM to using AI for top-of-funnel efficiency. They unpack what “predictive enablement” really means, how to stay adaptable without losing focus, and why cultivating your network might be the most underrated skill in operations today.
In this episode, Kristina McMillan, Executive in Residence at Scale Venture Partners, shares what she’s seeing across Scale’s portfolio when it comes to AI adoption in revenue teams. From the rise of the go-to-market engineer to the three levels of AI maturity, Kristina breaks down what’s working, what’s hype, and why RevOps needs to lead with strategy, not just tools. We also get into AI’s real impact on metrics like ARR per employee, the role of internal AI hackathons, and how top teams are choosing between building and buying. If you’re feeling overwhelmed by the pace of change, this episode will give you clarity and a tactical playbook.
Harry explains how he “AI’d the company” from the inside out, then took the same playbook to clients - covering stakeholder buy-in, resource orchestration, and end-to-end GTM flows that keep messaging in sync with the website. Concrete, tool-level detail and repeatable patterns.
RevOps pros spend too much time fixing data and not enough driving growth. Mason McMullin, VP of RevOps and Strategy at Alysio explains how his team uses AI to streamline reporting, clean data, and cut tool-switching. He shares his playbook for prompting LLMs effectively, building a reliable data dictionary, and freeing Ops to focus on what really matters: strategy and enablement.
In this episode, Jeff sits down with Lindsay Roethlisberger, Director of Revenue Operations at Zapier, to explore how RevOps is evolving in a world increasingly shaped by AI. Lindsay shares her journey from Zapier’s first marketing ops hire to leading a 12-person RevOps team spanning analytics, automation, and enablement.Together, they dig into:How Zapier uses AI across SMB, mid-market, and enterprise motionsThe difference between AI-driven workflows and agents - and where each fitsPractical use cases, from chat classification to renewal prep to sales coachingWhy RevOps leaders should think like product managers when adopting AIIf you want to see how AI is reshaping go-to-market infrastructure - and the lessons from one of the most automation-driven companies in SaaS - this episode is packed with practical takeaways.
Jeff sits down with Alex Kean, Director of Revenue Operations at Merge, to explore what it really takes to run RevOps across two go-to-market motions, enterprise sales and a new PLG product launch.Alex unpacks how his lean RevOps team supports Merge’s sales-led engine while prepping for a parallel PLG motion, without breaking existing systems. He shares how his team is leveraging AI and agentic workflows for internal use, including customer health summaries and Slack-ready exec dashboards.
In this episode of RevOps Review, Jeff Ignacio welcomes Brandon Smith, Director of Revenue Operations & AI Strategy at QuotaPath, to break down how one-person RevOps teams can punch way above their weight using AI. Brandon shares how he’s driving ARR per head through intelligent automation, building custom apps on “Good Vibe Coding Fridays,” and teaching go-to-market teams to become builders themselves.You’ll hear how QuotaPath is turning microtools into macro impact, why Brandon favours human-in-the-loop AI over full automation, and how he uses one-on-one GTM interviews to source real problems, not just shiny ideas. If you’re thinking about AI integration beyond email copy and chatbots, this is a blueprint for doing more with less (and having fun doing it).
James Case, Associate Director of Revenue Operations at Healthie, shares his non-linear journey into RevOps - from customer service to sales to operations - and the lessons he’s learned along the way. He breaks down how frontline experience shaped his empathy for sales teams, the importance of prioritisation and change management, and how Healthy is using AI and automation to remove admin work and let providers focus on care. A candid conversation on resourcefulness, scaling processes, and building systems that last.
BetterWorks’ VP of RevOps, Danielle Kaetzer, shares how to turn activity into pipeline - mapping the customer journey, standing up CSQLs with CS/AM, aligning marketing–SDR–AE playbooks, simplifying the stack, and shifting the scoreboard from “meetings booked” to opportunity creation and velocity.
Andrea Bumstead, founder of CS Impact and fractional Chief Customer Officer, shares how she built her business by solving big challenges companies were too hesitant to commit to full-time. She explains why CS teams must tie themselves directly to revenue, the pitfalls of traditional QBRs and her 15-minute QBR framework, and how to forecast renewals in messy real-world environments. Andrea also offers advice to GTM leaders on why investing in yourself is the best way to keep pace in today’s rapidly evolving landscape.
In this episode of RevOps Review, Jeff Ignacio sits down with Rich Archbold, SVP at HubSpot, for a deep dive into how one of the most iconic GTM platforms is using AI, not just to scale workflows, but to rethink them entirely.Rich shares how HubSpot is applying AI across the customer journey, from CRM hygiene to guided selling, to coaching reps via custom GPTs, and how frontline teams are quietly becoming GTM engineers themselves. They explore what happens when every employee uses AI, how this impacts org design (including middle management), and why building a “faster horse” just won’t cut it anymore.If you’re navigating AI in a RevOps or go-to-market leadership role, this one is a blueprint for what’s coming next.
Patrick Spychalski, co-founder of The Kiln, joins to unpack the growing role of go-to-market engineering. From his early work creating content for Clay to founding one of the first GTM engineering agencies, Patrick explains how GTM engineering differs from RevOps, the core tools and workflows driving efficiency today, and why companies should focus on doing more with fewer - but smarter - systems.
In this episode, Jeff sits down with Noah Adelstein, who leads international growth at Rippling and hosts The GTM Engineer podcast. They unpack how Noah helped scale Rippling’s Australia team from 10 to 80+, the evolving state of cold email, and how GTM engineers are reshaping the way we think about growth. Noah shares why marketers must obsess over follow-up as much as lead gen, how AI fits into outbound strategy (without going off the rails), and why constantly rethinking org structure may be the most underrated superpower in modern GTM.
Enterprises are rethinking go-to-market from the ground up. And the foundation is clean, unified, orchestrated data. In this episode, Brian Aggerbeck shares how leading companies are using Data-as-a-Service (DaaS) to build centralised architectures that fuel GTM at scale, without adding more tools or noise. From composable systems to AI-readiness, this is a masterclass in what’s next for RevOps, data leaders, and modern growth teams.
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