RevOps Co-op

8 episodes scanned. 100% of ad slots promote the show's own products.

Recent Episodes

1. #127 How to build an AI-ready GTM org for 2027 – with Lonny Sternberg, VP of RevOps at Veriforce

   Nov 2, 2026

   Lonny Sternberg, VP of RevOps at Veriforce, lays out his operating thesis for revenue operations: clarity built on a loop of governance, context, systems, and rhythm. The conversation covers shared definitions for metrics like ARR, ACV, and SQL-to-SQO conversion, the risks of AI agents and self-built analytics without governance, and capturing context automatically so reps don't have to update the CRM. It also addresses change management, surfacing the right information to the right people (including call prep and live coaching), and why RevOps should be involved before decisions are made rather than after.

2. #126 Stop Building Agents, Design Workflows Instead – with Ravi Parimi, GTM & RevOps Leader

   Oct 26, 2026

   Ravi Parimi, a revenue operations and go-to-market leader with more than 20 years of experience at AWS, VMware, Cisco, Zendesk and ServiceTitan, and a stint as executive in residence advising a16z portfolio companies, joins Janis and Philipp to discuss enterprise AI agent deployment. He argues that agent-first thinking works for experimentation but fails in production, and that workflows, with defined inputs, outputs, people and systems, should be the unit of design. The conversation also covers human-agent handoffs, permission scopes, deterministic rules, post-launch agent operations, and how RevOps roles and operating models may change.

3. #125 Why Most GTM AI Strategies Fail (and How to Fix It) – with Kelly Lewis & Tiffany Jones, Hosts of The Revenue Insiders

   Oct 12, 2026

   Janis Zech, CEO and founder of WeFlow, joins Kelly Lewis and Tiffany Jones on The Revenue Insiders to explain why AI in go-to-market depends on a clean data foundation. He describes WeFlow's approach to automated activity capture, AI meeting prep, and MEDDIC/MEDDPICC coaching scorecards, and why accurate forecasts depend on deal-level intelligence. The conversation also covers the role of enablement and critical thinking as AI takes over data entry, and Zech closes by asking listeners whether they are AI-first or problem-first.

4. #124 Why Token Maxing Is Only Phase One – with Avtar Varma, VP RevOps at Chainguard

   Oct 5, 2026

   Avtar Varma, newly appointed VP RevOps at Chainguard, discusses three stages of enterprise AI adoption: token maxing (democratized access), centralization within functions (templated skills and agents), and a company-wide AI ops team with functional liaisons. He argues against usage leaderboards as vanity metrics, advocates for hackathon-style idea rewards, and explains why go-to-market is the ideal proving ground for AI ROI before broader organizational rollout.

5. #123 Forecasting Revenue You Haven't Earned Yet – with Colin Gerber, VP RevOps & Strategy at Socure

   Sep 28, 2026

   Colin Gerber, VP RevOps & Strategy at Socure, returns to discuss consumption-based revenue forecasting in detail. He walks through Socure's solution readiness document process that substantiates bookings, the BAR (booked ARR realization) monthly review cadence, and the four-source forecasting stack (Salesforce, JIRA, NetSuite, Tableau). The episode covers how to model seasonality into ramp schedules, live trial implementations that close the go-live gap, compensation structures that align AEs and CSMs to realization success, and the two critical mistakes that derail consumption forecasts.

6. #122 What Leading Sales for 6 Months Taught Me About RevOps – with Nicole Bradshaw, Head of RevOps at PandaDoc

   Sep 21, 2026

   Nicole Bradshaw, Head of RevOps at PandaDoc, spent six months as interim global sales leader at Eventbrite and discovered critical gaps in how RevOps teams apply sales best practices to their own stakeholder management. She discusses how understanding executive priorities, balancing business impact against time to impact, and adopting a consultative approach—rather than order-taking—are essential to driving meaningful change and making RevOps roles resistant to automation.

7. #121 Going Regional Without Breaking RevOps – with Dan Jiao, VP RevOps at Aircall

   Sep 14, 2026

   Dan Jiao, VP RevOps at Aircall, discusses the transition from a global functional sales model to a regional GM (general manager) model. Having executed this organizational shift twice—at Signifyd and now at Aircall—Dan explains how RevOps becomes the 'glue' holding one company together across four distinct business units (Global SMB, Americas, EMEA, APAC), each with its own P&L. The conversation covers segmentation ownership, territory design co-design, capacity modeling across regions, forecasting standardization, and how embedded regional RevOps business partners serve as de facto chiefs of staff to GMs.

8. #120 How to become the AI Orchestrator of the GTM org – with Mollie Bodensteiner, VP RevOps at ZoomInfo

   Sep 7, 2026

   Mollie Bodensteiner, VP RevOps at ZoomInfo, discusses how AI is fundamentally transforming revenue operations roles, team structures, and career paths. She breaks down emerging roles like go-to-market engineers and agent operations specialists, explains the governance challenges of AI sprawl, and outlines how RevOps is evolving from a reactive reporting function to a systems-building and governance organization. The conversation covers flattening org structures, shifting from career ladders to portfolios, and the critical importance of curiosity, impact-driven thinking, and collaborative problem-solving for early-career operators.

9. #119 CPQ in the AI era – with Colin Gerber, VP RevOps & Strategy at Socure

   Aug 31, 2026

   Colin Gerber, VP RevOps & Strategy at Socure, discusses the evolution of CPQ over 17 years across three eras: Zuora's billing-centric phase, Salesforce CPQ's ecosystem approach, and today's platform-agnostic, AI-ready tools like DealHub. He shares how Socure pressure-tested pricing in Excel before implementing CPQ, transitioned to consumption-based à la carte pricing across 35 modules spanning 170 countries, and is building a bidirectional entitlements object to unify CRM, CPQ, and billing as a single source of truth.

10. RevOpsAF Podcast Episode 99: What Executives Actually Want From RevOps

    Jul 17, 2026