RevOpsAF The Podcast

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 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...

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 t...

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 reven...

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...

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 a...

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...

🎙️ 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 superchar...

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 think...

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...

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,...

In this episode, Camela Thompson sits down with Nicole Looker, Director of Revenue Operations at Rebuy Engine, to break down how RevOps teams can effectively prioritize when everything feels like a priority. From quarterly planning frameworks to tooling tips using Jira, Notion, and Slack, Nicole shares real-world strategies for staying sane and driving impact in high-growth environments. ✅ Learn...

In this episode of the RevOpsAF podcast, we’re joined by Jessica Boiardi, VP of Revenue Operations at Mirror Digital, to talk about something that doesn’t get enough airtime: what it really takes to support working parents in RevOps. With over 15 years of leadership experience at companies like BuzzFeed, Complex, and Turner, Jessica shares her personal journey of balancing parenting, RevOps leader...

Welcome to Episode 34 of the RevOpsAF Podcast! In this episode, co-host Camela Thompson sits down with Ashley Vonella, Director of Revenue Operations at Velocity EHS, to discuss goal-setting strategies for neurodivergent professionals and how to thrive in a demanding RevOps career.   🚀 What You’ll Learn in This Episode: ✔ How to set realistic, sustainable goals in RevOps ✔ The challenges of hyper...

🚀 Is your ICP holding you back? In this episode of the RevOpsAF Podcast, co-host Matthew Volm sits down with Kristina Diederich, a seasoned RevOps leader, to discuss why defining your Ideal Customer Profile (ICP) is not a one-time exercise. 🔍 What You’ll Learn in This Episode: ✅ Why most companies get ICP wrong and how to fix it ✅ How to use real customer data to refine your ICP ✅ The biggest...

Struggling to define your Ideal Customer Profile (ICP)? You’re not alone. In this episode of the RevOpsAF Podcast, Peter Kirk breaks down how to refine your ICP, avoid common pitfalls, and use data-driven insights to attract high-value customers while keeping the wrong ones out of your pipeline. You'll learn: ✅ Why most ICPs are flawed from the start ✅ How to analyze customer data to find your b...

🔥 Should RevOps own business systems? Or should IT take the wheel? This is a pretty spicy 🌶️ debate in RevOps right now, and we’re diving in on the latest episode of the RevOpsAF Podcast. 🎙️ When you’re a small company, RevOps often wears the systems hat - CRM, automation, reporting, yada, yada, yada. But as you scale, IT typically steps in . . . which can lead to a tug-of-war over ownership. @Er...

🚀 Avoid These CPQ Mistakes Before It's Too Late! Thinking about implementing CPQ (Configure, Price, Quote) software? Hold up - many companies buy CPQ too early, overcomplicate pricing models, or forget to align with finance, leading to major headaches down the road. In this episode of the RevOpsAF Podcast, co-host Camela Thompson sits down with James McArthur, Head of RevOps at Nue.io, to break d...

🚀 AI is changing RevOps—are you keeping up? In this episode of the RevOpsAF Podcast, we sit down with Jake Hofwegen, VP of Revenue Operations & Enablement at Contentful, to discuss how AI is automating RevOps workflows, deal desk approvals, territory planning, and sales operations faster than ever before. 💡 What you’ll learn in this episode: ✅ How AI is replacing outdated RevOps processes...

Looking to build a high-performing RevOps or sales team? 📈 In this episode of the RevOpsAF Podcast, co-host Matthew Volm sits down with Jeremey Donovan, Operating Advisor at Insight Partners, to discuss how applying Moneyball-style hiring strategies can help revenue teams make smarter, data-driven hiring decisions. 👉 What You’ll Learn in This Episode: ✔️ Why a candidate’s tenure in past roles is...

In this episode of the RevOpsAF podcast, Co-Host Camela Thompson sits down with Liv Porter from Cloud Adoption Solutions to explore how AI is transforming outbound sales and whether it has truly killed cold prospecting. Topics Covered: 📌 Has AI killed cold outbound? 📌 Declining email open and reply rates 📌 The rise of AI spam detection 📌 How to improve sales outreach in 2025 📌 The comeback of...

In this episode, Matthew Volm, CEO & Co-founder of RevOps Co-op, sits down with Henry Mizel, SVP of Revenue Operations at Apollo.io , to dive deep into RevOps KPIs: how to measure team efficacy and drive strategic business outcomes.   Key Topics Covered: ✔️ What KPIs matter most in RevOps? ✔️ Structuring an effective RevOps team ✔️ Aligning revenue operations strategy with business objectives...

Who out there still thinks marketing stops at the top of the funnel? 🤨 That may have been the case way back when, but not today. Today, marketing spans the full funnel - from lead-to-cash. Alexis Boucher, Revenue Architect at Vasco, spills the RevOps tea on why the lead-to-cash process is the real game-changer 🪄 If you want to unlock a few lead-to-cash secrets, then give this one a listen 🔑 Fol...

You think AI will ever replicate that human connection that exist in B2B sales today? Think again. 😉 So what then is the secret sauce when it comes to a great AI recipe? Join us as we sat down with @Michael Berean, Associate Director B2B Marketing Ops at @SiriusXM, to discuss the best (and worst) applications of AI in Revenue Operations. Key takeaways from the discussion include: 🤖 AI has come a...

For this episode we sat down with Connor Fee, a CRO and COO multiple times over, to discuss what CROs really want from their RevOps teams. We unpacked the multifaceted role of a Chief Revenue Officer (CRO), including how this changes as companies grow and mature (and what stays the same as well). We also dove into the key challenges CROs face in achieving revenue targets and how to effectively lev...