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.
133 Episodes
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Webflow CRO Adrian Rosenkranz breaks down how go-to-market teams are evolving in an AI-first world. From unifying PLG and enterprise motions to treating governance as a driver of growth, this episode explores how to design revenue systems that scale, without sacrificing control.
In this episode, Jeff is joined by Franco Anzini, a GTM operations executive who has helped scale multiple SaaS companies from $10M to $250M ARR and led organisations through IPO and acquisition.Franco shares what RevOps actually looks like at different stages of growth, and how the role evolves as companies scale. From building the operational foundations in early growth, to creating forecasting discipline before IPO, he explains the systems, data infrastructure, and decision-making frameworks that allow revenue teams to grow sustainably.They also discuss the shift from systems thinking to business impact, the rise of GTM engineering, and why AI initiatives often fail without clean, centralised data.
In this episode, Jeff sits down with Guy Rayer, VP of Revenue Operations at Kontakt.io, to explore how RevOps is evolving in a world of AI, limited TAM, and complex healthcare buying cycles.Guy shares how operating in a concentrated healthcare market, just 300 target health systems representing 80% of the opportunity, fundamentally changes go-to-market strategy. Instead of volume-based outbound, his team leans into depth: account-based execution, persona mapping, proximity strategy, and face-to-face influence at industry events like HIMSS and ViVE.
In this episode, Jeff sits down with Jaap Westrick, Founder of Modern Revenue, to explore the hidden disconnect between finance and go-to-market team, and why compensation plans are often blamed for problems they didn’t create.Drawing on his background in finance and advisory work with 30+ companies, Jaap explains why CRO–CFO misalignment stems from fundamentally different training, incentives, and languages. They unpack why comp plans are usually a symptom of deeper strategic issues - from poor planning cycles and unclear definitions to flawed capacity models and disconnected data strategies.
In this episode, Jeff sits down with Pranav Lal, Head of Business Technology at Gusto, to unpack what it really means to build a commerce engine, not just a tech stack.Drawing on experience from high-growth journeys at Slack, Eventbrite, and Ethos Life, Pav shares hard-won lessons on lead-to-cash architecture, IPO readiness, SOX compliance, and designing systems that scale without drowning in tech debt.
Clark Dixon, VP of Revenue Operations at EverDriven, joins the show to discuss how revenue architecture creates clarity, alignment, and focus across go-to-market teams.EverDriven is a mission-driven company providing modern transportation solutions for K–12 students with unique needs, including those experiencing homelessness or requiring specialised support. Clark shares how the bowtie data model became a powerful unifying framework in his previous roles, transforming disconnected funnels into a single, measurable revenue system.
How do you grow faster while creating fewer opportunities? Alex Kusters explains how Impact Networking redefined its ICP, built a formulaic targeting model, and embraced signal-based selling to drive 114% growth in net-new logos. A masterclass in modern RevOps, mid-market positioning, and building systems people actually want to use.
Jordan Crawford explains the Permissionless Value Prop, a way of combining internal and external data to create outreach that earns attention.- Why most AI SDR tools produce identical messages- The limits of firmographic ICPs- How to define a “paying qualified segment”- Vertical vs. horizontal GTM trade-offs- Where RevOps should start with AI
In this episode, Jeff is joined by Stuart Watson, Head of Revenue Operations at ResolveAI, to unpack how modern AI workflows are changing what’s possible in RevOps.From deploying hundreds of autonomous agents to clean and qualify messy account data, to using Claude Code to cut territories, build internal tools, and replace legacy dashboards, Stuart shares real-world examples of how AI can close data gaps instead of waiting for them to be fixed.The conversation explores why “AI-ready data” doesn’t mean perfect data, how agentic workflows are turning RevOps leaders into digital workforce managers, and what skills will matter most as AI becomes embedded in go-to-market operations.
In this episode, Jeff talks with Pedrum Khosravi, Senior Director of Growth Operations at Paytient, about how to connect GTM work directly to business outcomes. They dig into building a usable revenue model, mapping initiatives to the right KPIs, using AI for enrichment and handoffs in tools like HubSpot, and why RevOps leaders should take more high-upside risks to truly move the needle.
In this episode, Jeff sits down with Colin Brown, VP of Revenue Operations at DDN, to unpack what AI adoption actually looks like in go-to-market teams. From distinguishing AI-supported habits vs. AI-enabled processes to evaluating build vs. buy, Colin shares candid lessons, the tooling he trusts, why custom workflows matter, and the real challenges of change management. A pragmatic, no-fluff look at where AI drives genuine productivity, and where it doesn’t.
Jeff sits down with Mat Rodriguez to explore how RevOps turns guesswork into predictable revenue. They dig into why forecasting breaks down without data discipline, how owning Salesforce as a true source of truth changes the quality of forecast conversations, and what it takes to build operational rigor without slowing the business down.The conversation also covers the role of alignment in driving GTM execution, from narrowing ICPs and coordinating account plans to creating SLAs that improve top-of-funnel credibility. If you’re looking to replace reactive forecasting with confidence and bring your GTM teams into real alignment, this episode delivers practical, hard-earned lessons.
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.
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