The RevOps Review

Recorded after closing out the RevOps AF Conference, Jeff Ignacio unpacks the ideas behind his keynote on AI and the future of revenue operations. A tactical and strategic look at how AI is reshaping pipeline management, coaching, forecasting, win-loss analysis, and the role of the modern RevOps operator.

David Winslow of Aurasell breaks down the real tradeoffs facing RevOps leaders today - from consolidating your tech stack to embracing agentic workflows, and why waiting for the dust to settle may be the riskiest move of all.

Nikko Georgantonis, Head of Revenue Systems at Hightouch, joins the show to share how he's transforming RevOps from a dashboard-pulling function into a proactive, insight-driven engine. From AI-powered MEDDPICC inspection agents to rep onboarding milestone tracking, Nikko breaks down the practical ways his team is building, and learning, at the frontier of applied AI in go-to-market.

Melissa Coleman breaks down what really happens when you inherit a go-to-market engine, and how top RevOps leaders turn complexity into clarity. From 30-day diagnostics to board-level influence, this episode explores how to evolve RevOps from a support function into a true strategic driver of growth.

As AI takes over admin, forecasting, and even prospecting, the role of the seller is changing fast. Martin Garvey explores what’s left for humans in the sales process, from navigating complex buying groups to managing the psychology behind enterprise deals.

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...

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,...

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, a...

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 tec...

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 mode...

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 d...

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...

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 drivin...

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...

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 dri...

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 explo...

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 “...

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 cyc...

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 i...

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 w...

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 i...