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.
110 Episodes
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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.
Jeff Ignacio sits down with John Queally, Senior Director of RevOps at Clari, to explore how modern RevOps can go from support function to strategic command center. John shares how his team leverages product telemetry, AI-powered account health scores, and a unified cadence to drive real outcomes across the GTM funnel. They also dig into why RevOps must own data quality in the AI era, and why sometimes the best ops leaders step outside of ops to level up. If you’re serious about scaling smarter, this one’s for you.
In this episode, Brett Hovanec, founder of On the Fly Ops, breaks down the most overlooked (and dangerous) flaws in go-to-market operations - from fuzzy MQL definitions to broken lead handoffs and churn-blind CS processes.
Alexander Lucey, Head of Finance and Ops at Unify GTM, joins to unpack how RevOps complexity evolves as a business scales - especially post-product market fit. He shares how Unify is building a "system of action" (not just a system of record), what it really takes to operationalise outbound with intent data, and why RevOps is a game of constant recalibration. From founder-led selling to functional sales orgs, this one’s packed with tactical insight for ops leaders navigating high-growth chaos.
In this episode, Tom VanLangen, VP of RevOps at Quickbase, challenges the traditional idea of ops as gatekeepers. He shares why now is the time for ops leaders to embrace risk, carve out space for innovation, and say yes to calculated bets - especially when it comes to AI and evolving GTM playbooks.
Nicole Looker, Director of RevOps at Rebuy, shares how she scaled from solo operator to strategic leader - with a focus on stakeholder trust, soft skills, and team development.She breaks down why RevOps success isn’t just about tooling, but about communication, prioritisation, and relationships.Expect insights on:Hiring for trust over technical perfectionManaging up (and out) across exec teamsBuilding autonomy and capability in new hiresCommunicating priorities without chaosWhether you’re building your first RevOps team or managing one solo, this episode is a must.
In this episode, Gabe Rothman (VP of Operations at Rescale) joins to unpack one of the biggest challenges facing RevOps leaders today: navigating the explosion of AI tools, deciding where to consolidate tech stacks, and figuring out how to truly drive efficiency - without simply chasing shiny objects. From AI’s evolving role in account planning to redefining what a “customer” actually means inside complex businesses, Gabe shares real-world lessons on making smarter decisions in an increasingly noisy market.
In this special solo episode, Jeff dives deep into what happens when rapid growth hits a wall - and how RevOps leaders can untangle the complexity. From system sprawl to siloed teams and redundant tech, this is a practical guide to retooling your operating model, rebuilding governance, and making RevOps a strategic growth engine again.
In this episode, Justin Humphreys, Head of RevOps at Bright Network, explains why foundational RevOps decisions - like which CRM to use - can make or break a startup’s growth. He shares insights from his telco roots, his move into marketing and CS ops, and why he’s now offering early-stage companies free advice through RevOps Hub.
Our host, Jeff Ignacio, sits down with Rich Bishop, founder of Midgame Consulting, to talk all things RevOps. From his unexpected leap into consulting to transforming go-to-market strategies at PE-backed and traditional companies. Rich shares what makes change management stick, how to win over skeptical sales teams, and why CRM adoption is about more than just data hygiene. If you're navigating complex orgs, outdated processes, or just trying to make RevOps less of a “flavour of the month,” this one’s for you.
This week on The RevOps Review, Jeff Ignacio is joined by Mustafa Saeed, cofounder and CEO of Luella.ai, to unpack the chaotic new normal in outbound email. Mustafa explains why cold email as we know it is broken, how AI-fueled automation is killing deliverability, and what organisations can do to protect their sender reputation. They dive into domain health, infrastructure strategies, and the role of RevOps in owning email performance. Plus, a deep discussion on the emerging "Go-To-Market Engineer" role, why it's gaining traction and the challenges in building this rare profile. If your pipeline depends on outbound, this is an episode you can't afford to miss.
In this episode, we chat with Olga Traskova, VP of Revenue Operations at Birdeye, about transforming go-to-market processes to support scale. Olga shares how her team spans marketing, sales, and customer success ops, the balance between quick wins and long-term transformation, and her vision for blending human insight with AI-driven tools. From optimising pipeline hygiene to building forecasting accuracy and orchestrating a “marching band” sales motion, Olga brings a wealth of RevOps wisdom for any leader navigating growth.
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