RevOpsAF The Podcast

Is your RevOps role about to evolve—or get replaced? In this game-changing episode, fractional CMO and Cannonball GTM co-founder Doug Bell reveals why the traditional RevOps function is being disrupted by a new breed of professional: the Revenue Engineer.   What You'll Discover: • Why go-to-market engineering is flanking traditional RevOps stacks • How AI tools like Claude Code are democratizing technical skills • The three-stage maturity model every RevOps pro needs to understand • Why pain-based segmentation beats traditional ICP targeting • How Revenue Engineers are commanding $200K+ salaries • Real examples of existential data points that drive pipeline   Featured Guest: Doug Bell - Fractional CMO, Former Partner at Chief Outsiders, Co-founder of Cannonball GTM LinkedIn: https://www.linkedin.com/in/dougbell1/ Cannonball GTM: https://www.cannonballgtm.com   Host: Camela Thompson - RevOps Expert LinkedIn: https://www.linkedin.com/in/camela-thompson/   Resources Mentioned: • Cannonball GTM Substack: https://cannonballgtm.substack.com/ • Clay University: https://university.clay.com/ • Kellen Casebeer: https://www.linkedin.com/in/kellen-casebeer/ • Eric Nowoslawski: https://www.linkedin.com/in/outboundphd/   Related RevOps Co-op Content: • RevOps Career Growth Hub: https://www.revopscoop.com/resources/revops-career-growth-hub • AI in RevOps Blog Series: https://www.revopscoop.com/learn/blog • RevOps Community: https://www.revopscoop.com/membership/membership-options   #revops #revenueoperations #GoToMarketEngineering #RevenueEngineer #aiinsales #salesoperations #marketingoperations #customersuccess #revopscoop #revopsaf #salesenablement #datadriven #PainBasedSegmentation #claudecode #gtmstrategy #revenuegrowth

Discover how MongoDB is revolutionizing go-to-market operations by using AI to eliminate the "bureaucracy gap" and empower sales teams to focus on what matters most: building relationships with customers.   In this episode of RevOpsAF, co-host Matthew Volm sits down with Amanda Lin, Senior Manager of Go-to-Market AI Operations at MongoDB, to explore how one of the world's leading database companies is leveraging artificial intelligence to transform their revenue operations.   🔥 Key Topics Covered: • What the "bureaucracy gap" is and why it's killing productivity • How MongoDB built a sales intelligence platform as a cognitive offload engine • Real-world AI use cases: meeting preparation, account research, and proof point discovery • The data foundation challenges every company faces when implementing AI • Why 80% solutions beat 0% solutions every time • Future predictions for RevOps and AI in 2026 • The evolution from commit models to consumption to AI-powered revenue models   🔗 Connect with Our Guests: Amanda Lin: https://www.linkedin.com/in/amanda-lin-14402775/ Matthew Volm: https://www.linkedin.com/in/matthewvolm/ MongoDB: https://www.mongodb.com/   📚 Related Resources: • RevOps Co-op Blog: https://www.revopscoop.com/learn/blog • Join Our Community: https://www.revopscoop.com/membership/membership-options    #RevOps #AI #ArtificialIntelligence #MongoDB #SalesOperations #GoToMarket #RevOpsAF #RevenueOperations #SalesIntelligence #DataStrategy #SalesAutomation #RevOpsCoop    📧 Stay Connected: Website: https://www.revopscoop.com LinkedIn: https://www.linkedin.com/company/revopscoop

Ever feel like your RevOps role is a catch-all for everything nobody else wants to do? You're not alone. In this eye-opening episode, Mahak Vedi, CEO of Revology Consulting, breaks down the evolution (and confusion) around RevOps titles and what it means for your career.   What You'll Learn: • Why RevOps became a "catch-all" function and how that's hurting the profession • The rise of Go-to-Market Engineering and how it differs from traditional RevOps • Real strategies for job hunting in today's confusing title landscape • How to position yourself strategically whether you're technical or strategic • What executives need to understand about operations roles (spoiler: it's a thankless job when done right)   Key Insights: • RevOps was meant to be analytical and strategic, but many companies just renamed their admins • Go-to-Market Engineers focus on tooling and AI implementation while RevOps handles strategy • The job market shows 7,000 RevOps roles globally vs. 1,200-1,400 Go-to-Market Engineering roles • Networking and community involvement are crucial for landing your next role   Featured Speakers: • Mahak Vedi - https://www.linkedin.com/in/mahakvedi/ - CEO, Revology Consulting • Camela Thompson - https://www.linkedin.com/in/camela-thompson/ - Head of Marketing at RevOps Co-op   Company Spotlight: Revology Consulting - https://www.revologyconsulting.com/ - helps B2B companies untangle their tech stacks, clean their data, and scale without firefighting.   Connect with RevOps Co-op: 🌐 Website: https://www.revopscoop.com 💬 Join our Community: https://www.revopscoop.com/membership/membership-options 📧 Newsletter: https://www.revopscoop.com/membership/join-the-club 🎓 Courses: https://www.revopscoop.com/learn/courses-education   #revops #revenueoperations #GoToMarketEngineering #salesops #marketingops #CustomerSuccessOps #revopscoop #revopsaf #careeradvice #jobsearch #revopscommunity #b2bsales #salesstrategy #revopstools #crm #salesenablement    About RevOps Co-op: We're a community of 19,000+ RevOps professionals sharing knowledge, best practices, and career support. Our mission is to elevate the RevOps profession through education, networking, and advocacy.

🚀 Ready to transform your sales kickoff from a Vegas party into a revenue-driving foundation? Join us as Roderick Jefferson, enablement expert and author, breaks down why most SKOs fail and how RevOps can be the secret weapon for year-long success.   🎯 What You'll Learn: • Why sales kickoff is the FLOOR, not the ceiling of your annual strategy • How to get RevOps involved from day one (not as an afterthought) • The power of focusing on WHY instead of what, when, and how • Why "sales enablement" is dead and go-to-market enablement is the future • How to create ongoing reinforcement that actually sticks • The importance of mid-year summits for course correction   💡 Key Insights: • RevOps should be part of pre-planning, not just execution • Success metrics need to be agreed upon upfront by ALL teams • Culture for the entire year starts at your kickoff event • Stop being the "piñata" of your organization • AI is great for content, but humans provide the context   🔗 Connect with Our Guests: Roderick Jefferson: https://www.linkedin.com/in/roderickjefferson/ Camela Thompson: https://www.linkedin.com/in/camela-thompson/   📚 Roderick's New Book: "Stroke of Success" - A powerful story about work-life balance and what happens when you let work overtake who you are. → https://www.roderickjefferson.com/stroke-of-success   🎙️ More RevOpsAF Content:  Join our community: https://www.revopscoop.com/membership/membership-options • Read our blog: https://www.revopscoop.com/learn/blog • Check out our courses: https://www.revopscoop.com/learn/courses-education   #RevOps #SalesKickoff #RevenueOperations #SalesEnablement #GoToMarket #RevOpsAF #SalesOps #MarketingOps #CustomerSuccess #RevenueCycle #SalesTraining #RevOpsStrategy

Think AI is the silver bullet for your sales challenges? Think again. In this eye-opening episode of RevOpsAF, host Camela Thompson sits down with Jiaxi Zhu, RevOps Analytics expert at Google, to uncover the truth about AI in sales - and why most companies are stuck in pilot purgatory.   What You'll Learn: • Why 40-50% of companies are experimenting with AI but most never scale beyond pilots • The two critical buckets where AI deployment actually works in sales • How to calculate real ROI (hint: it's not about adoption metrics) • The biggest mistake teams make when rolling out AI tools • Why timing your AI rollout wrong can kill adoption before it starts • How to redefine sales roles when AI takes over repetitive tasks   Featured Guest: Jiaxi Zhu - RevOps Analytics Expert at Google LinkedIn: https://www.linkedin.com/in/jiaxi-zhu/   Host: Camela Thompson - Co-host of RevOpsAF LinkedIn: https://www.linkedin.com/in/camela-thompson/   Resources Mentioned: • RevOps Co-op Community: https://www.revopscoop.com/membership/membership-options • RevOpsAF Conference: https://revopsaf.revopscoop.com/ • RevOps Blog: https://www.revopscoop.com/learn/blog   🔔 Subscribe for more RevOps insights that actually work 📢 Share with your RevOps team - they'll thank you later   #RevOps #AI #SalesOperations #RevenueOperations #SalesAI #RevOpsCoop #RevOpsAF #SalesStrategy #AIinSales #RevOpsAnalytics #SalesProductivity #ChangeManagement 

Feeling stuck in the job market? RevOps career coach Arriel Balogun from Infinitely Elevated shares game-changing strategies to run your job search like the revenue professional you are. In this episode, discover how to leverage your RevOps superpowers to land your dream role faster.   What You'll Learn: • How to overcome the three biggest job search struggles RevOps professionals face • Why treating your job search like a RevOps dashboard changes everything • The power of tracking applications, interview feedback, and market signals • How to articulate your business impact beyond just listing tools • Interview preparation strategies that actually work • Why soft skills are becoming more critical than technical certifications • How to build a "brag box" to showcase your accomplishments • Strategic approaches to resume tailoring and LinkedIn optimization   Key Takeaways: ✅ Track your job search like a RevOps dashboard - measure what matters ✅ Focus on business problems solved, not just tools used ✅ Practice difficult interview questions before they matter ✅ Build rest and recovery into your job search strategy ✅ Use data signals to pivot your approach when needed   Featured Guest: Arriel Balogun - RevOps Career Coach & Founder of Infinitely Elevated LinkedIn: https://www.linkedin.com/in/arrielbalogun/ Website: https://infinitelyelevated.com/   Host: Camela Thompson - RevOps Co-op LinkedIn: https://www.linkedin.com/in/camela-thompson/   Connect with RevOps Co-op: 🌐 Website: https://www.revopscoop.com 💼 LinkedIn: https://www.linkedin.com/company/revopscoop   #RevOps #JobSearch #CareerCoaching #RevenueOperations #JobHunting #CareerAdvice #InterviewTips #RevOpsCareer #SalesOps #MarketingOps #CustomerSuccess #RevOpsAF #CareerDevelopment #ProfessionalGrowth

Are you spending all your time managing your bottom 20% performers while ignoring the massive opportunity sitting right in front of you? In this game-changing episode of RevOpsAF, co-host Matthew Volm sits down with Ross Rich, CEO and co-founder of Accord, to reveal why the middle 60% of your sales team is your biggest untapped revenue opportunity.   🎯 What You'll Learn: • Why AI is forcing a reckoning for the "movable middle" of sales teams • The costly traps most RevOps leaders fall into when trying to improve performance • How to identify and replicate what your top 20% do naturally • Why "destination tools" kill adoption and what to do instead • The simple framework to make excellence unavoidable for your entire team • How to get 60% more impact from your sales investments • Real tactics you can implement immediately after listening   🎙️ About Our Guest: Ross Rich is the CEO and co-founder of Accord, where he's spent over 5 years building AI-powered revenue execution tools that transform sales best practices into unavoidable playbooks. With a background in enterprise sales, Ross understands firsthand the challenges of scaling what top performers do naturally.   🔗 Resources Mentioned: • Accord Platform: https://inaccord.com/ • RevOps Co-op Community: https://www.revopscoop.com/ • Ross Rich on LinkedIn: https://www.linkedin.com/in/rossrich/ • Matthew Volm on LinkedIn: https://www.linkedin.com/in/matthewvolm/   🚀 Ready to Level Up Your RevOps Game? 👥 Join 18,000+ RevOps professionals: https://www.revopscoop.com/membership/membership-options   #revops #SalesOperations #RevenueOperations #SalesEnablement #AI #SalesProductivity #revopsaf #SalesManagement #RevenueGrowth #SalesStrategy #B2BSales #salesleadership

Ready to transform your AI experiments into revenue-generating machines? Join Matthew Volm and Fabrice Buron, VP of Revenue Operations at Outreach, as they dive deep into the practical realities of AI agent deployment in revenue operations.   In this episode, we explore: ✅ How to assess your AI readiness before diving in ✅ The critical infrastructure requirements for successful AI implementation ✅ Why "build vs. buy" isn't even a question anymore ✅ Measuring AI success beyond vanity metrics ✅ The future of RevOps in an AI-driven world   💡 Featured Guest: Fabrice Buron - VP of Revenue Operations & Strategic Alliances at Outreach LinkedIn: https://www.linkedin.com/in/fabrice-buron-b931771/   📚 Related Resources: • RevOps Co-op Blog: https://www.revopscoop.com/learn/blog • Join Our Community: https://www.revopscoop.com/membership/membership-options • Previous Episodes: https://www.revopscoop.com/learn/podcast   👥 Connect with RevOps Co-op: • Website: https://www.revopscoop.com • LinkedIn: https://www.linkedin.com/company/revopscoop • YouTube: https://www.youtube.com/@revopscoop   #RevOps #AI #ArtificialIntelligence #SalesOps #MarketingOps #RevenueOperations #SalesAutomation #GTM #B2BSales #SalesEnablement #RevenueTech #Outreach

Join James Warren, Senior Manager of Technology at the Chief of Staff Association, as he reveals the proven strategies that helped him build RevOps departments from the ground up—three times over.   In this episode, you'll discover: ✅ The "inception method" for planting RevOps ideas that stakeholders think are their own ✅ How to use agile methodology and regular newsletters to build credibility across departments ✅ The power of "lunch and learns" to demonstrate the art of the possible ✅ Why listening first (with no ideas on day one) is crucial for long-term success ✅ How to flip from being reactive to becoming the status quo   Featured Links: 🔗 James Warren's LinkedIn: https://www.linkedin.com/in/jamesatwarren/ 🔗 Camela Thompson's LinkedIn: https://www.linkedin.com/in/camela-thompson/ 🔗 Join RevOps Co-op Community: https://www.revopscoop.com/membership/membership-options 🔗 RevOps Co-op Blog: https://www.revopscoop.com/learn/blog 🔗 YouTube Channel: https://www.youtube.com/@revopscoop   About RevOpsAF: RevOpsAF is the only podcast for people who are RevOps AF and want to learn all about things that are RevOps AF. Our goal is to give the revenue operations community the skills needed to accelerate their careers.   Connect with RevOps Co-op: 🌐 Website: https://www.revopscoop.com 💼 LinkedIn: https://www.linkedin.com/company/revopscoop   #revops #revenueoperations #InfluenceWithoutAuthority #salesops #marketingops #CustomerSuccessOps #revopsaf #leadership #processmanagement #systemsthinking #revopscommunity #b2boperations

In this eye-opening episode of RevOpsAF the Podcast, co-host Camela Thompson sits down with Jelena Arnold, Director of RevOps, to tackle one of the biggest challenges facing revenue operations professionals today: the lack of standardization across organizations.   🔥 What You'll Learn: • Why there's no universal RevOps blueprint (and why that's actually okay) • The critical people skills needed to drive organizational change • How to sell RevOps initiatives to executives who don't "get it" • Why RevOps should report through Finance, not go-to-market teams • The art of speaking different "languages" to sales, marketing, and CS teams • Strategies for getting out of the sales firefighting trap • How to align teams around unified goals instead of competing metrics   🎙️ About Our Guests: Jelena Arnold: https://www.linkedin.com/in/jelena-arnold/ Camela Thompson: https://www.linkedin.com/in/camela-thompson/   🚀 Ready to Level Up Your RevOps Game? • Join our community: https://www.revopscoop.com/membership/membership-options • Read our blog: https://www.revopscoop.com/learn/blog    💬 What's your biggest challenge with RevOps alignment at your company? Drop a comment below and let's discuss!   👍 If this episode helped you think differently about RevOps structure, smash that like button and subscribe for more insights from revenue operations leaders.   📧 Contact RevOps Co-op: • Website: https://www.revopscoop.com • LinkedIn: https://www.linkedin.com/company/revopscoop   RevOps Co-op is the largest community of revenue operations professionals, with 18K+ members across 45 countries. We're here to help you accelerate your RevOps career through peer learning, expert content, and networking opportunities.   #RevOps #RevenueOperations #SalesOps #MarketingOps #CustomerSuccess #B2BSales #RevOpsAF #ProcessManagement #ChangeManagement #ExecutiveAlignment #RevOpsCommunity #DataDriven

If you've ever felt like annual planning is a losing game, this episode is for you.   Nancy McBee, who leads both finance and revenue operations at SeekOut, breaks down why the disconnect between finance and RevOps happens—and more importantly, how to fix it.   What You'll Learn: • The real reason tops-down and bottoms-up plans never match (and why that's normal) • How to build trust with finance before budget season hits • Why "owning your data" is the fastest way to earn credibility • The art of flexible modeling that adapts as assumptions change • When to push back on unrealistic targets (and how to do it diplomatically)   Featured Guest: Nancy McBee - Finance & Revenue Operations Leader at SeekOut LinkedIn: https://www.linkedin.com/in/nancy-mcbee-5845a169/   Host: Camela Thompson - RevOps Expert & Co-host of RevOpsAF LinkedIn: https://www.linkedin.com/in/camela-thompson/   Resources Mentioned: • SeekOut: https://seekout.com • RevOpsAF Conference: https://revopsaf.revopscoop.com/   Connect with RevOps Co-op: 🌐 Website: https://www.revopscoop.com 💼 LinkedIn: https://www.linkedin.com/company/revopscoop   Like this content? Hit subscribe for weekly RevOps insights that actually move the needle.   Want more? Join 18,000+ RevOps professionals in our Slack community where the real conversations happen: https://www.revopscoop.com/membership/membership-options   #RevOps #RevenueOperations #Forecasting #BudgetPlanning #SalesOps #MarketingOps #FinanceAndRevOps #B2BSales #SaaS #RevOpsAF #DataDriven #BusinessPlanning

Think partner ecosystems are just for enterprise companies? Think again. In this eye-opening episode of RevOpsAF, Camela Thompson sits down with partner operations expert Allen Smolinski to reveal why 95% of businesses are leaving money on the table by neglecting their partner strategy.   🔥 What You'll Learn: • Why partner ecosystems make sense for EVERY business (yes, even yours) • The critical difference between RevOps and Partner Operations • How to avoid the "one distributor trap" that kills growth • Why partner portals fail and what to do instead • The data model mistakes that create operational nightmares • Level 2 & 3 analytics that transform partner performance   🎯 Featured Expert: Allen Smolinski brings 20+ years of partner ecosystem expertise, specializing in program management and data analytics. Connect with Allen: • LinkedIn: https://www.linkedin.com/in/smolinski/ • Website: https://thechannelmethod.com/   🔗 Resources Mentioned: • RevOps Co-op Community: https://www.revopscoop.com/membership/membership-options • Seattle RevOps Chapter: https://www.revopscoop.com/who-we-are/geographic-chapters   💡 Why This Matters: If you're in RevOps and partner operations keeps landing on your plate, this episode is your survival guide. Learn why dedicated partner ops roles are crucial and how to build systems that actually work.   👥 Join the Conversation: Drop a comment below with your biggest partner operations challenge! Our community of 18K+ RevOps professionals is here to help.   🔔 Don't Miss Out: • Subscribe for weekly RevOps insights • Hit the bell for notifications • Share with your RevOps team   About RevOps Co-op: We're a community of 18K+ revenue operations professionals sharing knowledge, best practices, and career growth opportunities. Join us at revopscoop.com Connect with us: • Website: https://www.revopscoop.com • LinkedIn: https://www.linkedin.com/company/revopscoop • Slack Community: https://www.revopscoop.com/membership/membership-options • Blog: https://www.revopscoop.com/learn/blog   Questions? Comments? Ideas for future episodes? Email us at community@revopscoop.com   This episode is brought to you by HG Insights - powering go-to-market strategy with AI-powered revenue growth intelligence. Learn more at www.hginsights.com   #revops RevOps #PartnerOperations #RevenueOperations #B2BSales #PartnerEcosystem #DataAnalytics #SalesOps #MarketingOps #BusinessGrowth #RevOpsCoop #PartnerStrategy #SystemsThinking

🚀 Think your product is ready for Product-Led Growth? Think again.   In this episode of RevOpsAF, host Camela Thompson sits down with Lauren Knight, a seasoned RevOps expert who's spent the last decade building go-to-market foundations for early-stage startups. Lauren breaks down the harsh reality: most PLG dreams fail on day one because companies rush into it without the proper foundation.   What You'll Learn: • The real definition of Product-Led Growth (it's not just a free trial!) • Critical signs your product ISN'T ready for PLG • Essential infrastructure requirements before making the switch • Why time-to-value is everything in PLG success • The hybrid approach that actually works • Realistic timelines for PLG implementation (spoiler: it's not 90 days) • How to identify if your customers are telling you they're ready   Featured Expert: Lauren Knight - RevOps expert specializing in go-to-market operations for early-stage startups. 🤝Connect with Lauren on LinkedIn: https://www.linkedin.com/in/lauren-knight725/   Ready to level up your RevOps game? 🔔 Subscribe for weekly RevOps insights 👍 Like if this helped you avoid a PLG disaster 💬 Comment with your biggest PLG challenge 📧 Join our community of 18K+ RevOps professionals: https://www.revopscoop.com/membership/membership-options   More RevOps Resources: 📚 Blog: https://www.revopscoop.com/learn/blog 🎓 Courses: https://www.revopscoop.com/learn/courses-education 🎪 RevOpsAF Conference: https://revopsaf.revopscoop.com/ 📺 YouTube Channel: https://www.youtube.com/@revopscoop   Connect with RevOps Co-op: 🔗 LinkedIn: https://www.linkedin.com/company/revopscoop 📧 Newsletter: https://www.revopscoop.com/   #RevOps #ProductLedGrowth #PLG #RevenueOperations #SaaS #GoToMarket #StartupGrowth #RevOpsCoop #RevOpsAF #ProductStrategy #CustomerSuccess #SalesOps #MarketingOps

Should you blow up your CRM… or is the real problem hiding somewhere else?   In this episode of RevOpsAF, Camela Thompson sits down with Alex Biale, Co-founder of Domestique, to tackle one of the most common (and costly) myths in RevOps: 👉 “A new CRM will fix everything.”   Spoiler: It won’t.   Together, they break down the real reasons systems fail — and why migrating from HubSpot, Salesforce, or anything else rarely solves the underlying issues. If your team is debating a CRM switch, you need to hear this before you spend six figures on a rebuild.   In This Episode You’ll Learn: → Why executives keep pushing for CRM migrations → The most misdiagnosed problems in RevOps → How to challenge leadership (without losing your job) → Strategy → Process → Tech → Data → Enablement: the framework that actually works → Why “garbage in, garbage out” still haunts every GTM org → How to speak the language executives listen to → What great consultants do before saying yes to a migration   Who This Episode Is For: ✔️ RevOps leaders ✔️ In-house operators ✔️  @salesforce  +  @HubSpot-CRM  admins ✔️ Consultants and agencies ✔️ Anyone who’s been told “We just need a new CRM”   Why This Matters: CRM migrations are expensive, disruptive, and usually unnecessary. Learn how to diagnose the real problem, push back confidently, and build a system aligned with the business — not the other way around.   🔗 Connect With the Guest Alex Biale (Domestique) LinkedIn: https://www.linkedin.com/in/alexbiale/ 🎙️ Listen to More RevOpsAF: https://www.revopscoop.com/learn/podcast   #RevOps #RevenueOperations #GTMStrategy #CRMStrategy #CRMMigration #SalesforceAdmins #HubSpotCRM #OpsLeadership #B2BOperations #GoToMarket #SalesOperations #MarketingOperations #CustomerSuccessOps #DataQuality #RevOpsAF #B2BPodcast #TechStack #ProcessDesign #BusinessSystems #OperationalExcellence

In this episode of the RevOpsAF Podcast, Camela Thompson, Head of Marketing at RevOps Co-op, chats with Jeremy Steinbring, Founder & CEO of RevOnyx, about one of the most dangerous trends in GTM today — AI Shiny Object Syndrome.   They unpack why RevOps teams are drowning in “AI-powered” tools that don’t deliver, how to spot hype before it hijacks your strategy, and where AI actually creates measurable value across the revenue engine.   👉 You’ll learn: → Why “AI as a shortcut” is killing operational focus → Where AI really adds value (and where it fails) → How to evaluate readiness before deploying new tools → Why retention and relationships are the true differentiators in 2025 → Practical frameworks for experimentation without wrecking your tech stack   🤝 Connect with: Camela Thompson – Head of Marketing, RevOps Co-op: https://www.linkedin.com/in/camela-thompson/ Jeremy Steinbring – Founder & CEO, RevOnyx: https://www.linkedin.com/in/jeremysteinbring/   🚀 Join the community: 👉 https://www.revopscoop.com   Connect with 18,000+ operators learning, growing, and swapping hard-won RevOps lessons.   #RevOpsAF #RevenueOperations #ArtificialIntelligence #RevOps #GTM #AIinRevOps #SalesOps #MarketingOps #CSOps #DataStrategy #Automation #Podcast

When everything in your go-to-market motion feels like a dumpster fire, how do you stay strategic instead of just surviving? In this episode of the RevOpsAF Podcast, co-host Camela Thompson, Head of Marketing at RevOps Co-op, sits down with Jacki Leahy, Founder of Activate the Magic, to talk about chaos, confidence, and control in Revenue Operations.   Jacki gets real about why roadmaps fall apart, how operators become “ticket takers,” and what it really takes to become a trusted strategic partner.   You’ll learn how to: 🚀 Build adaptive roadmaps that actually survive a reorg 📊 Use data and math to influence leadership decisions 💰 Partner with the CFO (and why that’s the secret to job security) 🧠 Set boundaries, prioritize impact, and avoid burnout 💬 Communicate value so you’re seen as a strategic advisor, not a task executor   If you’ve ever felt buried in requests, frustrated by constant pivots, or stuck proving your value — this episode is your blueprint for leveling up as a RevOps leader.   📢 Subscribe to the RevOps Co-op YouTube channel for weekly interviews, frameworks, and insights from the world’s top RevOps leaders.   🔗 Learn more and join our 18,000+ member community at www.revopscoop.com   🤝 Connect with Jacki https://www.linkedin.com/in/jackileahy/ 🪄 Activate the Magic https://activatethemagic.com/ 🧮 Annual Planning Pregame https://luma.com/v2rirxhl 🎨 More from Kate Dileo https://katedileo.com/   #RevOps #RevenueOperations #Leadership #CRO #SalesOps #CFO #RevOpsPodcast #GTM #ActivateTheMagic

What kind of RevOps operator are you — a Systems Architect, Growth Catalyst, Execution Engineer, or GTM Operator?   In this episode of the RevOpsAF Podcast, Matthew Volm sits down with Jared Barol, a seasoned RevOps and GTM leader, to break down the RevOps Archetype Matrix — a practical framework for identifying your strengths, hiring smarter, and scaling RevOps teams across every growth stage.   💡 In this episode, you’ll learn: → The OPS Framework: Operations, Performance, and Strategy — the 3 pillars of every great RevOps team → How to identify your RevOps archetype (Systems Architect, Growth Catalyst, Execution Engineer, or GTM Operator) → The biggest “gotchas” that can derail each archetype — and how to avoid them → How to build balanced RevOps teams across early-stage startups, growth companies, and public enterprises → Why AI will compress RevOps orgs — and how to future-proof your career   🔥 Perfect for: Revenue Operations leaders, Sales Ops pros, Marketing Ops, CS Ops, and anyone looking to elevate their RevOps career.   🤝 Connect with Jared: https://www.linkedin.com/in/jaredbarol/   🔗 Resources & Links: Join the community → https://www.revopscoop.com/membership/membership-options Explore more RevOps insights → https://www.revopscoop.com/learn/blog Take the Archetype Test → https://www.jaredbarol.com/revops-diagnostic   #revops #revenueoperations #revopsaf #salesops #marketingops #csops #leadership #gtmstrategy #careergrowth #RevOpsCommunity

In this fiery episode of the RevOpsAF Podcast, co-host Matthew Volm, CEO of RevOps Co-op, sits down with Camela Thompson, Head of Marketing at RevOps Co-op and longtime revenue operator, to unpack the real truth about hiring revenue operations consultants.   Camela’s been on both sides — as a consultant herself and as an operator who’s hired dozens. Together, she and Matt break down: 🚩 The red flags that signal a consultant will cause chaos, not clarity ✅ The green flags that prove they’re a true strategic partner 🧠 How to structure contracts, scope projects, and protect your team’s sanity ⚙️ Why there’s no such thing as the “best CRM” — only the one that fits your business 💬 The one hot take that will start a debate in every RevOps Slack   Whether you’re a RevOps consultant, fractional operator, or GTM leader hiring your first outside partner, this episode will help you avoid bad engagements and build scalable, trust-based relationships.   📊 What You’ll Learn: → How to properly scope RevOps projects before signing a contract → The difference between freelancers, agencies, and embedded ops support → Why communication and empathy matter more than certifications → How to vet consultants like you’d hire an internal team member → Why “build once, walk away” consulting is a recipe for failure   🔗 Related content: https://www.revopscoop.com/learn/blog https://www.revopscoop.com/membership/membership-options   🤝 Connect with Camela: https://www.linkedin.com/in/camela-thompson/ 🤝 Connect with Matt: https://www.linkedin.com/in/matthewvolm/   💡 Not a member yet? Join the 18,000+ strong RevOps Co-op community for events, resources, and more episodes like this!

🎙️ In this episode of the RevOpsAF Podcast, host Matthew Volm (CEO & Founder of RevOps Co-op) sits down with Ralph Gootee, Co-founder and CEO of TigerEye, to uncover one of the most under-discussed growth levers in RevOps: territory management.   From scaling PlanGrid to a $875M acquisition by Autodesk to now building an AI-native platform for GTM intelligence, Ralph has seen firsthand how territory design can make—or break—revenue performance. He breaks down why equitable territories are the foundation of scalable growth, how politics often derail fairness, and what the next generation of AI-assisted optimization will look like.   📊 What you’ll learn: → Why territory design is the hidden lever behind every GTM motion → How to use data and AI to rebalance territories with fairness and precision → The math and politics behind territory planning (and how to survive both) → Why the best-performing GTM orgs use hybrid models (geo + named + vertical) → How RevOps teams can become true strategic partners to the C-suite   💬 Key quote: “When your highest-performing rep quits because they got the short end of the territory stick, that’s not a sales problem—it’s a RevOps problem.” — Ralph Gootee   📍 Perfect for: Sales Ops, RevOps Leaders, GTM Architects, and Operators focused on Systems, Process Management, and Thought Leadership.   🧠 Related content: Blog: https://www.revopscoop.com/blog Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options   Learn more about TigerEye: https://www.tigereye.ai/   Follow Ralph Gootee on LinkedIn: https://www.linkedin.com/in/ralphleon/   Connect with Matthew Volm: https://www.linkedin.com/in/matthewvolm/   #RevOps #SalesOps #TerritoryManagement #RevenueOperations #GTMStrategy #TigerEye #RevOpsAF #MatthewVolm #RalphGootee

Your CRM isn’t starving for data — it’s drowning in the wrong kind. 🤯   In this episode of the RevOpsAF Podcast, co-host Camela Thompson chats with Arjun Ganatra, Business Systems Lead at Veriff, about how to eliminate manual data entry, clean up your CRM, and unlock real-time insights through AI-powered passive logging.   🧠 Arjun shares how his team automates data capture using tools like Momentum, how to decide what not to automate, and how to win rep buy-in without killing morale.   📈 What You’ll Learn 🧼 How to “set it and refine it” with passive logging ⚙️ What NOT to automate (yes, pipeline stages stay manual 🚫) 🤝 Tactics to get sales leadership buy-in and rep trust 💬 Using AI to auto-summarize calls & fill CRM fields 🔮 Future of RevOps: voice interfaces & collaborative AI   🧩 Perfect For Sales Ops • RevOps • CS Ops leaders focused on systems, process management, analytics, and thought leadership   🔗 Links & Resources 💡 Read more on the RevOps Co-op Blog: https://www.revopscoop.com/learn/blog 👥 Join the RevOps Co-op Community: https://www.revopscoop.com/membership/membership-options 🤝 Connect with Arjun Ganatra on LinkedIn: https://www.linkedin.com/in/arjunganatra/ 🎧 Follow Camela Thompson on LinkedIn: https://www.linkedin.com/in/camela-thompson/   🔔 Subscribe to RevOpsAF for weekly episodes with the world’s top RevOps leaders.   #revops #salesops #DataHygiene #crm #revenueoperations #AIinRevOps #automation #processmanagement #RevOpsPodcast #PassiveLogging