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PODCAST

RevOpsAF The Podcast

RevOpsAF is the podcast for people who are RevOpsAF and want to learn about everything RevOpsAF! Powered by the RevOps Co-op, the number one community for operations professionals.

business careers

All Episodes

29:40

GTM Engineering: The R&D Arm of RevOps

RevOpsAF The Podcast ·

2025/08/29

In this episode of the RevOpsAF podcast, co-host Camela Thompson sits down with Saad Bayezeed, Head of Revenue Operations at Easygenerator, to explore one of the fastest-emerging roles in go-to-market: the GTM Engineer. Saad explains why he sees GTM Engineering as the R&D arm of RevOps—a function built to test new tools (especially AI), run short experiments, and hand off the winners to RevOps for scale.If you’ve ever wondered where innovation fits in a busy ops org, this episode gives you

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30:20

Breaking, Fixing, Scaling & and The 1-3-10 Rule

RevOpsAF The Podcast ·

2025/08/22

From the 1-3-10 rule (why processes inevitably break at certain team sizes) to how to balance building for today vs. building for scale, Benjamin offers hard-earned advice for anyone navigating hypergrowth. He also reveals his rollout & rollback playbook so you never have to live through your own “spam-the-finance-team” nightmare.📊 What you'll learn: → How the 1-3-10 rule predicts process breakdowns as teams grow → Strategies for future-proofing systems without hurting adoption today → The

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37:17

Delivering Customer Value & the Evidence of Impact

RevOpsAF The Podcast ·

2025/08/15

In this episode of the RevOpsAF podcast, co-host Matt Volm, CEO & Founder of RevOps Co-op, sits down with Daphne Costa Lopes, Global Director of Customer Success for Strategic Accounts at HubSpot and founder of This Is Growth.Daphne shares her proven framework for defining, delivering, and measuring customer value—and why this is a massive (and often untapped) lever for retention, expansion, and revenue growth. From aligning C-suite leaders on what “value” really means, to creating

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33:56

Surviving the Valley of Death as a Startup

RevOpsAF The Podcast ·

2025/08/08

In this episode of the RevOpsAF podcast, co-host Matt Volm, CEO of RevOps Co-op, chats with Garrett Stanton, former sales leader at Salesforce and Okta, about why so many startups stall on the journey from $1M to $10M ARR—and how to beat the odds.🚨 Less than 4% of SaaS companies make it through the so-called "Valley of Death." Garrett has been through it multiple times and now advises early-stage companies on how to scale go-to-market with intention and operational rigor. 🎯 What you’ll

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32:44

RevOps Rewired

RevOpsAF The Podcast ·

2025/08/01

In this episode of the RevOpsAF podcast, host Matt Volm sits down with Mark Lerner, Director of Growth Marketing at DealHub and author of RevOps Rewired: Rethinking Revenue for the Digital Age, to explore how three massive paradigm shifts - COVID, economic contraction, and the rise of AI - have fundamentally changed the game for Revenue Operations.Mark draws from hundreds of interviews and his own CPQ experience to break down what today’s RevOps pros need to know about platform consolidation, the

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29:32

Change Management: From Pushback to Buy-in

RevOpsAF The Podcast ·

2025/07/25

In this episode of the RevOpsAF podcast, co-host Matt Volm sits down with Timmy Hendrickson, President of the Enablement Squad, to explore what it really takes to manage change across RevOps and Enablement functions.Timmy shares the full story of how his team successfully evaluated, implemented, and operationalized Seismic - and why none of it would’ve been possible without a strong partnership with RevOps. From outdated sales content and no engagement tracking to a fully integrated content engine

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24:11

Thinking AI? Think Data First.

RevOpsAF The Podcast ·

2025/07/18

In this episode of the RevOpsAF podcast, co-host Camela sits down with Sonia Chawla, SVP of Revenue Strategy and Operations at Climate Impact Partners and a seasoned RevOps executive and systems thinker, to discuss why jumping into AI without a strong data foundation is a recipe for failure.RevOps leaders will walk away with a clear framework for how to evaluate, structure, and prepare their data systems before layering on AI tools. With over 15 years of experience scaling revenue operations at

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27:00

Why Customer Data Is a RevOps Priority

RevOpsAF The Podcast ·

2025/07/11

In this episode of the RevOpsAF podcast, co-host Camela Thompson sits down with Irwin Hipsman, currently Founder of Repetitos (former Director of Customer Lifecycle Marketing at Forrester), to discuss why customer contact data should be a top priority for every RevOps team.Irwin brings years of experience in customer lifecycle marketing and shares data-backed insights into how poor-quality customer data sabotages segmentation, engagement, and even executive decision-making. Learn how to evaluate

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33:00

Rebuilding a RevOps Tech Stack

RevOpsAF The Podcast ·

2025/07/05

In this episode of the RevOpsAF podcast, host Matt sits down with Robert Dyer, VP of Revenue Strategy at Suplari, to explore what it takes to rebuild a RevOps tech stack from scratch - not once, but twice.Robert shares his unique experience navigating Suplari’s journey from startup to Microsoft acquisition and back to startup life. He breaks down how to build a lean, AI-powered RevOps stack using tools like hubSpot, Clay, and Apollo - with zero Salesforce developers required. 📊 What you'll

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29:57

What RevOps is like at an executive search firm

RevOpsAF The Podcast ·

2025/06/28

In this episode of the RevOpsAF podcast, host Matt Volm sits down with Dan Kalish, Director of Search Operations at JM Search, to explore what Revenue Operations looks like in the world of executive search.Unlike the typical SaaS RevOps setup, JM Search operates with one-off, high-stakes engagements—and nearly 100% variable comp. Dan shares how he drives efficiency, alignment, and data visibility in a partner-led, services-based business. From customizing KPIs like stick rate and time-to-present,

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34:25

AI and Agents: A New Era for Revenue Operations

RevOpsAF The Podcast ·

2025/06/20

In this episode of the RevOpsAF podcast, host Matthew Volm sits down with Stephen Messer, Co-Founder of Collective[i], to explore how artificial intelligence and autonomous agents are transforming the future of Revenue Operations.🎯 What You'll Learn: Why the traditional CRM-first tech stack is becoming obsolete How AI replaces rigid workflows with dynamic intelligence What forecasting looks like when people are no longer involved How RevOps leaders can drive the shift to AI-first GTM

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24:30

Systems + Data = Optimal Operations

RevOpsAF The Podcast ·

2025/06/16

In this episode of the RevOpsAF podcast, host Camela Thompson sits down with Leore Spira - RevOps leader, startup advisor, and founder of Israel’s first ops-focused community. Together, they break down how systems and data need to work in harmony to drive real operational efficiency across marketing, sales, and customer success teams. 💡 Key topics covered: The evolution of RevOps from lone wolf to strategic growth engine Why RevOps ≠ Sales Ops 2.0 How to gain executive trust and a seat at the

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32:50

Bridging the Gap Between RevOps and Finance

RevOpsAF The Podcast ·

2025/06/06

In this episode of the RevOpsAF podcast, host Matt Volm chats with Riya Grover, CEO and Co-Founder of Sequence - a modern billing and CPQ platform built for today’s complex, AI-driven SaaS pricing models.Together, they dive into: 🔹 Why AI is reshaping how we price and sell 🔹 The growing disconnect between RevOps and Finance 🔹 How legacy CPQ tools are holding teams back 🔹 Why real-time revenue data is a must-have 🔹 What every RevOps leader needs to know about revenue recognition If you’ve

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24:49

The Next Growth Lever: Product Packaging & Pricing

RevOpsAF The Podcast ·

2025/06/02

In Episode 43 of the RevOpsAF podcast, we’re joined by pricing strategist Roee Hartuv, Senior Advisor at Willingness to Pay, to talk about one of the most overlooked levers in the revenue engine: product packaging. We cover: 🚀 Why packaging should come before pricing 💡 How to reduce operational debt caused by bad pricing models 🤖 The role of AI in future-proofing your pricing strategy 📉 How to update legacy customers without causing churn 📦 What adaptive pricing looks like (and how close we

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27:44

The Tactical Side of Scaling rom 1 to 10

RevOpsAF The Podcast ·

2025/05/23

In this episode of the RevOpsAF podcast, Camela Thompson chats with Andreas Drakos, Senior Director of Revenue Operations at Superside, about the real tactical challenges of scaling a RevOps team—from being the one-person Swiss Army knife to building a specialized, high-functioning department.Andreas breaks down the four key pillars of a scalable RevOps org (systems, operations, enablement, and analytics), how to keep team collaboration tight in a remote environment, and why you need to start

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24:33

Building a High Performing RevOps Organization

RevOpsAF The Podcast ·

2025/05/16

In this episode of the RevOpsAF podcast, Camela Thompson is joined by Natalie Furness, CEO and Founder of RevOps Automated, Europe's largest RevOps consultancy. Together, they unpack exclusive research on what separates high-performing RevOps teams from those struggling to prove their value.Topics include: Why RevOps must measure ROI to survive and thrive How to align with CFOs and COOs (not just CROs) Signs your team is at risk of burnout—and how to fix it Why building a "superfunction" beats

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21:36

Leveraging AI to Align Departments

RevOpsAF The Podcast ·

2025/05/12

🎙️ In this episode of the RevOpsAF Podcast, Camela Thompson sits down with Yuri Yakubov, Head of Finance and Business Operations at TigerEye Labs, to explore how AI can help bridge the gap between data teams and go-to-market leaders. They discuss the real-world challenges RevOps teams face when aligning departments, why traditional BI tools aren't enough, and how AI (when used right) can supercharge analyst teams instead of replacing them. Plus: why tech won't fix bad company culture - and what

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24:49

Aligning the Tactical with the Strategic

RevOpsAF The Podcast ·

2025/05/02

Are you stuck in the weeds and wondering how to make a real strategic impact in your RevOps role?In this episode, Kristina Kardell, Director of Revenue Operations at Leapsome, joins co-host Camela Thompson to unpack how RevOps professionals can align daily tactical execution with company-wide strategic goals. We dive into prioritization frameworks, managing up, interviewing like a strategic thinker, and recognizing when it's time to walk away. Whether you're the first RevOps hire or leading a

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28:56

Perfecting Team Handoffs

RevOpsAF The Podcast ·

2025/04/25

Broken handoffs between teams are one of the biggest sources of friction in any revenue engine—and also one of the easiest places for RevOps to make a fast, high-impact fix.In this episode of the RevOpsAF podcast, Camela Thompson chats with Chris Skalicky, VP of Revenue Operations at Growth Therapy, about how to diagnose and improve handoffs between marketing, sales, and customer success. Whether it’s redefining your ICP, aligning teams on lead quality, or transferring discovery context post-sale,

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34:19

The Ins and Outs of Tech Stack Consolidation

RevOpsAF The Podcast ·

2025/04/18

In this episode of the RevOpsAF Podcast, host Matt Volm chats with Sidney Waterfall, VP of Marketing at Open Brand, about how to consolidate and optimize your tech stack without losing your mind - or your data.Sidney shares her hands-on approach to auditing legacy systems, aligning GTM teams around actionable data, and building a CRM that can scale with your business. Whether you're in Sales Ops, Marketing Ops, or leading RevOps strategy, this conversation is packed with tips you can use today. ✅

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76 results

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