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 ...
Aug 22, 2025•24 min•Season 1Ep. 100
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.
Aug 15, 2025•34 min•Season 1Ep. 99
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,...
Aug 08, 2025•27 min•Season 1Ep. 98
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.
Jul 25, 2025•30 min•Season 1Ep. 97
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....
Jul 18, 2025•20 min•Season 1Ep. 96
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.
Jul 11, 2025•28 min•Season 1Ep. 95
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 perfection Managing up (and out) across exec teams Building autonomy and capability in new hires Communicating priorities without chaos Whether you’re...
Jul 04, 2025•26 min•Season 1Ep. 94
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 n...
Jun 27, 2025•31 min•Season 1Ep. 93
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.
Jun 20, 2025•19 min•Season 1Ep. 92
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.
Jun 13, 2025•22 min•Season 1Ep. 91
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...
Jun 06, 2025•19 min•Season 1Ep. 90
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 Engin...
May 23, 2025•27 min•Season 1Ep. 89
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 ...
May 21, 2025•29 min•Season 1Ep. 88
In this episode, Mike Simmons—founder of Catalyst and go-to-market strategist—joins us to break down how great meetings, clear processes, and intentional systems can make or break a revenue org. From applying the Jobs-To-Be-Done framework to meetings, to building sales stages that actually reflect probability, Mike shares practical strategies, frameworks, and whiteboard-worthy insights for go-to-market and RevOps leaders navigating change. This one’s for the operators, the thinkers, and the buil...
May 19, 2025•27 min•Season 1Ep. 87
This week Bill Kantor challenges traditional sales tactics, explaining why perfect forecasting doesn’t maximise sales. He explores AI’s role in outreach, the shift towards hyper-personalisation, and why static territory planning is outdated. Bill also shares insights on pipeline management and how RevOps can drive smarter, data-driven decisions. You can also tune in to this episode over on Cognism’s Youtube channel. Watch the video episode: https://youtu.be/UnwFf13-CgU
May 02, 2025•30 min•Season 1Ep. 86
In this episode, we sit down with Kyle Lacy, CMO of Jellyfish, to explore the intersection of marketing, revenue operations, and go-to-market strategy. We discuss the challenges of cross-functional alignment, the ongoing debate between brand vs. demand, and how marketing leaders can earn a seat at the revenue table. Plus, Kyle shares his insights on pipeline forecasting, revenue modeling, and why every team should invest in creative, unmeasurable "moonshot" ideas. Tune in for a deep dive into th...
Apr 25, 2025•35 min•Season 1Ep. 85
This week Jeff Ignacio sits down with Joe Ort, founder of RevOps Inflection, to explore the critical differences between revenue operations in private equity versus venture capital backed companies. With 15 years of experience in RevOps and analytics, Joe shares insights on growth strategies, planning cycles, and how AI is reshaping sales efficiency. They also dive into top-down vs. bottom-up planning, the role of RevOps in optimising sales productivity, and why getting the fundamentals right fr...
Apr 18, 2025•12 min•Season 1Ep. 84
In this episode, Jeff sits down with Adam Thompson, Chief Product Officer at Cognism, to explore the evolving landscape of sales intelligence. They dive into the challenges of building high-quality B2B data, the impact of web scraping, and whether data is truly becoming a commodity. Adam shares insights on the hidden pitfalls of CRM hygiene, the complexity of global data compliance, and the real power of personalisation in sales outreach. Plus, a fun quiz on business demographics and a peek at C...
Apr 11, 2025•26 min•Season 1Ep. 83
In this episode of RevOps Review, host Jeff Ignacio chats with Lewis Chawko, founder of RevOpsConsulting.io, about his journey from sales to revenue operations and how he turned a side hustle into a full-fledged consulting business. Lewis shares his insights on scaling go-to-market teams, optimizing RevOps tech stacks, and the challenges of moving from inbound to outbound motions. Whether you're an operator or aspiring consultant, this episode is packed with valuable takeaways on growing a caree...
Apr 04, 2025•23 min•Season 1Ep. 82
In this episode of RevOps Review, host Jeff Ignacio sits down with Sandy Robinson, VP of Revenue Operations and Client Growth at Quavo and host of RevOps Unboxed. Sandy shares her insights on stepping into a new RevOps leadership role, navigating the first 30, 60, and 90 days, and the challenges of building and rebuilding revenue operations from the ground up. Tune in for expert advice on aligning stakeholders, driving strategic impact, and setting up RevOps for long-term success.
Mar 21, 2025•37 min•Season 1Ep. 81
In this episode, Matthieu Garlock, Senior Director of RevOps at Equitybee, dives into the complexities of revenue operations in a marketplace model. He shares insights on balancing supply and demand, leveraging data to optimize investment flows, and navigating regulatory challenges in the financial sector. Matthieu also discusses his journey from RevOps into sales, the impact of AI on the industry, and why focusing on fundamentals is key to success in a rapidly evolving landscape. https://www.in...
Mar 14, 2025•33 min•Season 1Ep. 80
Our host, Jeff Ignacio sits down with Tori Moss, Head of Revenue Operations at Pigment, who shares her journey from Salesforce admin to RevOps leader, reflecting on lessons learned during hypergrowth at Greenhouse. She dives into the evolution of RevOps, the challenges of scaling teams, the role of AI in business planning, and the importance of strategic leadership. Tune in for insights on building a high-impact RevOps function and navigating rapid growth in today's dynamic business landscape....
Mar 07, 2025•34 min•Season 1Ep. 79
This week Jeff Ignacio sits down with Hayes Davis, CEO of Gradient Works, to tackle the pipeline coverage problem facing revenue leaders today. Hayes shares his insights on why traditional outbound strategies are failing, how AI is being misused in sales, and why static territory models are leaving money on the table. He also dives into the importance of pipeline forecasting and how RevOps teams can improve sales efficiency with dynamic allocation models.
Feb 28, 2025•31 min•Season 1Ep. 78
Our host, Jeff Ignacio, sat down with Taft Love, Founder of Iceberg RevOps, to explore the evolving landscape of revenue operations and global sales. Taft shares his journey from sales leadership to building a specialised RevOps consultancy, offering insights into scaling organisations, fostering cross-functional alignment, and navigating the unique challenges of global marketplaces. Whether you're a RevOps pro or new to the field, this conversation is packed with practical advice and strategic ...
Feb 21, 2025•32 min•Season 1Ep. 77
In this episode, Joel Arnold, founder of Arnold GTM Advisors and former VP of Revenue Operations, explores the transformative role of AI in go-to-market strategies. From leveraging large language models for prospecting and note-taking, to analising call data for predictive insights, Joel shares practical use cases driving real ROI. He also dives into the current experimentation curve, contrasting automated workflows with autonomous AI agents.
Feb 14, 2025•27 min•Season 1Ep. 76
In this episode, we’re joined by Jessi Eagan, Senior Manager of GTM Revenue Operations at Macabacus, to discuss her journey from marketing operations to leading RevOps as a team of one. Jessi shares how her diverse experience has equipped her to oversee the entire revenue lifecycle, from marketing automation to sales reporting. She also dispels common misconceptions about RevOps, highlighting its role in unifying marketing, sales, and customer success.
Feb 07, 2025•28 min•Season 1Ep. 75
In this episode, we’re joined by Stuart Balcombe, author and workflow creator at Connected GTM. Stuart shares surprising insights about the underutilisation of HubSpot’s app marketplace and discusses opportunities for businesses to better integrate and leverage the platform. We also explore HubSpot’s strengths in the SMB and mid-market spaces, its growing enterprise capabilities, and the importance of aligning data-driven GTM strategies with customer needs.
Jan 31, 2025•28 min•Season 1Ep. 74
Our host, Jeff Ignacio, sits down with Benjamin Zeitz, Head of Revenue Operations at Sweep.io to discuss Benjamin’s experience in a hybrid role, the importance of expertise in operational tools like Salesforce, and the integration of RevOps into customer success.
Jan 24, 2025•22 min•Season 1Ep. 73
This week Jeff sits down with Sara McNamara to explore how artificial intelligence is reshaping the way revenue operations teams work. They dive into how AI tools can enable sales teams to focus on high-impact activities and why cutting-edge tools alone won't drive results. Packed with actionable insights, this episode is a must-listen for leaders navigating budget constraints, growth challenges, and the rapidly advancing AI landscape.
Jan 17, 2025•27 min•Season 1Ep. 72
Our host, Jeff Ignacio, sits down with Jonathan Unger, Senior Manager of Demand Generation and RevOps at Regrow to chat about sustainability, climate tech and what it’s like doing RevOps in a mission-driven organisation.
Jan 10, 2025•23 min•Season 1Ep. 71
