PODCAST · business
RevOpsAF The Podcast
by Matt Volm
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.
Episodes
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If You Only Lead Sales, You're Not a CRO.
If your CRO's responsibility starts at qualified opportunity and ends at closed won — that's a Chief Sales Officer, not a Chief Revenue Officer. There's a difference, and it matters. In this episode, Matthew Volm sits down with Rebecca Grimes, CRO at SheerID, to break down what it actually means…
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AI Is Saving Time. But Is It Driving Revenue?
AI is saving RevOps teams time. But is it actually moving the revenue needle? Tierney Didier, VP of Sales and Channel Operations at Silverfort, joins Matthew Volm to give an honest, ground-level answer — and it's more nuanced than the LinkedIn hype would have you believe. From AI-powered account...
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The SDR Job Is Becoming a Systems Job
The SDR job isn't disappearing — it's transforming into a systems role. And most companies aren't ready for what that actually means. In this episode, Outcraft AI co-founder Edvin Rakickas joins co-host Camela Thompson to break down why AI-assisted outbound failed for so many early adopters, what...
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Build the Workflow, Buy the Risk
Just because you CAN build it with AI... should you? That's the question QuotaPath's RevOps lead is asking — and his answer might surprise you. Brandon Smith, Director of RevOps and AI Operations at QuotaPath, joins Matthew Volm to break down the real build vs. buy calculus for RevOps teams in…
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RevOps Can’t Wait for the Foundation to Be Fixed
You can't fix the foundation if the plane is already in the air. So how do you rebuild the GTM engine without stalling everything leadership is asking for? Nicole Bradshaw has done it multiple times, and she's got a framework for it. In this episode, Nicole Bradshaw, VP of Revenue Operations at...
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AI Can’t Fix What Your Business Can’t Define
97% of companies have active AI initiatives. Only 5% say their data is ready to support them. So what does that gap actually cost you — and what does "ready" even mean? In this episode, Katie Brown (VP of Revenue Operations at Kami) joins Matthew Volm to break down why AI can't fix what your...
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Why Good CRMs Fail
Most companies aren't losing revenue because they picked the wrong CRM. They're losing it because the right CRM was implemented wrong — or ignored entirely. Sound familiar? In this episode, Camela Thompson sits down with Josh Larson, owner of DeltaRev, to dig into the most common operational...
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Speed To Lead Is Only Half the Story
Speed to lead gets all the attention. But if you're not measuring it correctly — or letting bad data into your system before the dial even happens — you're optimizing the wrong thing. Jamie Noel, Senior Director of Revenue Operations at ClearOne Advantage, joins Matthew Volm to break down what…
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Your RevOps Career Can’t Depend on a Tool
Your RevOps career can't be built on tool mastery alone — and AI is making that clearer faster than most people expected. So what does it actually take to stay relevant, get the interesting work, and build something worth talking about? In this episode, Hank Taylor joins Matthew Volm to break…
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Sales Is the Smoke Alarm, Not the Fire
When revenue slows, every instinct says fix the sales team. But what if the problem isn't sales at all? Ian Myszenski, VP of Revenue Operations at Zappi, joins RevOps Co-op co-host Matthew Volm to break down one of the most costly misdiagnoses in go-to-market: treating sales execution as the root...
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The RevOps Skills Nobody Teaches
Most RevOps conversations eventually land on the same territory: AI, tech stacks, SQL, data quality. But what if the biggest skill gap in revenue operations has nothing to do with any of that? In this episode, Jared Myatt (Senior Director of Revenue Operations at Integrate) joins co-host Matthew...
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RevOps Should Build for Itself First
Most RevOps teams are building AI for everyone else — and leaving themselves at the back of their own queue. Shantanu Shekhar, VP of RevOps at Personio, shares why that needs to change and exactly how he's fixed it. In this episode, Shantanu walks through three concrete AI use cases his team has...
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RevOps Is the Operating System
What does it actually take to build a high-performing revenue organization, and how does RevOps make it happen? Andrew Cooper, VP of Revenue Operations at Yooz, breaks it all down: operational excellence, front-line change management, where AI fits (and where it doesn't), and why Yooz went back…
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What Executives Actually Want From RevOps
Most RevOps teams are solving the wrong problems. Not because they lack skill — but because they're not listening to the music the exec team is playing. Gabriel Rustice, VP of Revenue Operations at Seedtag, shares the career lessons he's picked up over 12+ years in sales and revenue operations —...
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The GTM Engineer Era
Building a world-class RevOps team with a lean budget isn't about doing more with less — it's about making the right trade-offs. Marisol Jordan breaks down how she thinks about hiring, the rise of the GTM engineer role, and why the fundamentals of business don't change even as AI rewrites...
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Everybody Has AI. Nobody Owns It.
Everybody has AI. Nobody owns it. That's the real problem facing RevOps teams right now — and it's creating a new version of a problem operators have seen before. In this episode, Brandon Bussey, VP of Revenue Operations at Advantive, joins co-host Matthew Volm to dig into the messy reality of AI...
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The Rise of the RevOps Architect
Most AI projects aren't failing because the technology is broken. They're failing because nobody built the layer that makes the technology safe to use; and that's a RevOps problem. In this episode, Ed King (CEO & Founder of Openprise) joins Matt Volm to break down why AI agents can't touch core...
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The Mid-Funnel Problem Nobody Talks About
Most revenue teams know their top 20% of reps are driving 80% of results. What they don't know is why, and without the why, every intervention is a guess. In this episode, Roope Heinilä (Co-Founder & CEO of Optivian) joins co-host Camela Thompson to unpack the mid-funnel execution gap: why deals...
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The Boring Work Behind Great AI
Your AI initiative isn't underperforming because of the AI. It's underperforming because of what you built it on. Spencer Hardey, VP of Business Operations at HG Insights, joins RevOpsAF co-host Matthew Volm to break down why the boring foundational work — ICP documentation, segmentation, clean...
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The AI Strategy Nobody Actually Has
Most companies have a board-level AI mandate. Almost none of them have an actual AI strategy. That gap is where RevOps practitioners are living right now, and it's one of the more exhausting places to be. In this episode, Taft Love (founder of Iceberg RevOps) and co-host Camela Thompson get into...
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Why AI Agents Need RevOps
Your AI agent says revenue is on track. Your CRO is about to find out you're missing the number by 21%. Sound familiar? In this episode, Guillaume Jacquet (CEO & Co-Founder of Vasco) joins Matt Volm to break down why AI agents fail on revenue data, and why the fix belongs to RevOps. The problem...
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Your Next Hire Isn't Human
What if your next RevOps hire isn't human? Zach West of PatchOps is building AI agents that function like senior consultants, and the playbook applies to any in-house RevOps team. In this episode, Zach breaks down why domain expertise is still the differentiator in an AI-powered world, how to…
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RevOps Isn't a Service Desk: The Curse of Yes
What separates a senior RevOps leader from a technically skilled order-taker? It's not the dashboards. It's not the systems. It's the ability to say no strategically, run change management at scale, and resist becoming a high-functioning service desk. In this episode of RevOpsAF, James Jackson —…
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RevOps Isn't a Support Function. It's Product Dev.
What if RevOps stopped thinking of itself as a support function and started operating like a platform product team? That's the core argument Amani Phipps, Senior Revenue Architect at Bonusly, makes in this episode. And he backs it up with real AI systems his team has built: a Gong-to-HubSpot...
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Not Everything Is an Agent
Everyone's calling their product an "AI agent." Most of them are wrong — and the difference matters a lot for how you build your RevOps tech stack. In this episode, Emir Atli (Co-founder & CRO of HockeyStack) joins Matt Volm to define what a true revenue agent actually is, why the data foundation...
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Garbage In, Garbage, Out: Campaign Data in the Age of AI
Most teams think their campaign data is good enough — until AI starts making stuff up. Drew Smith of Attributa breaks down exactly what campaign data needs to capture, why your data dictionary is now your #1 AI prerequisite, and which system decisions are quietly killing your attribution. If…
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Adapt or Die? RevOps in the Age of AI
Is RevOps "adapt or die" in the age of AI — or is that the wrong question entirely? Taimoor Tariq, Founder of GTM Base, shares what 12 years in RevOps has taught him about staying relevant when everything is changing fast. Spoiler: it's not about chasing the hottest tools. In this episode…
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This Should JUST Take 5 Minutes: A RevOps Rant Session
Ever been told a CRM fix will "only take five minutes"? Yeah. We need to talk. 🔥 In Episode 85 of the RevOpsAF Podcast, co-host Camela Thompson (Head of Marketing at RevOps Co-op) is joined by her husband and fellow RevOps veteran Lance Thompson (Technical Sales Operations at SeekOut) for an...
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Your CRM Has an Identity Crisis (and What You Can Do About It)
Your AI strategy is only as good as the data underneath it. If your CRM can't tell Vodafone Spain from Vodafone Italy, no amount of orchestration will save you. In this episode, Anders Krohn (CEO & Co-Founder of Kernel) joins Matthew Volm to break down the three-layer data enrichment stack, why...
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Why You Should Stop “Doing AI” and Start Solving Problems
Ever feel like you're drowning in AI hype while your actual problems remain unsolved? You're not alone. In this episode of RevOpsAF, host Matthew Volm sits down with Em Wingrove, Chief Marketing Officer at Aptitude 8, to cut through the noise and deliver practical AI strategies that actually…
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The New GTM Hero: Revenue Engineer
Is your RevOps role about to evolve—or get replaced? In this game-changing episode, fractional CMO and Cannonball GTM co-founder Doug Bell reveals why the traditional RevOps function is being disrupted by a new breed of professional: the Revenue Engineer. What You'll Discover: • Why go-to-market...
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How MongoDB Uses AI to Kill Busywork
Discover how MongoDB is revolutionizing go-to-market operations by using AI to eliminate the "bureaucracy gap" and empower sales teams to focus on what matters most: building relationships with customers. In this episode of RevOpsAF, co-host Matthew Volm sits down with Amanda Lin, Senior Manager…
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The RevOps Identity Crisis
Ever feel like your RevOps role is a catch-all for everything nobody else wants to do? You're not alone. In this eye-opening episode, Mahak Vedi, CEO of Revology Consulting, breaks down the evolution (and confusion) around RevOps titles and what it means for your career. What You'll Learn: • Why...
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Episode 79: Enablement Without RevOps Is Just Noise
🚀 Ready to transform your sales kickoff from a Vegas party into a revenue-driving foundation? Join us as Roderick Jefferson, enablement expert and author, breaks down why most SKOs fail and how RevOps can be the secret weapon for year-long success. 🎯 What You'll Learn: • Why sales kickoff is…
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AI Won't Magically Fix Your Sales Team
Think AI is the silver bullet for your sales challenges? Think again. In this eye-opening episode of RevOpsAF, host Camela Thompson sits down with Jiaxi Zhu, RevOps Analytics expert at Google, to uncover the truth about AI in sales - and why most companies are stuck in pilot purgatory. What…
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Run Your Job Search Like a Revenue Engine
Feeling stuck in the job market? RevOps career coach Arriel Balogun from Infinitely Elevated shares game-changing strategies to run your job search like the revenue professional you are. In this episode, discover how to leverage your RevOps superpowers to land your dream role faster. What You'll...
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The Movable Middle: Your Hidden Revenue Lever
Are you spending all your time managing your bottom 20% performers while ignoring the massive opportunity sitting right in front of you? In this game-changing episode of RevOpsAF, co-host Matthew Volm sits down with Ross Rich, CEO and co-founder of Accord, to reveal why the middle 60% of your…
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How To Go From AI Experiments to Revenue Machines
Ready to transform your AI experiments into revenue-generating machines? Join Matthew Volm and Fabrice Buron, VP of Revenue Operations at Outreach, as they dive deep into the practical realities of AI agent deployment in revenue operations. In this episode, we explore: ✅ How to assess your AI...
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Influence Without Authority the RevOps Way
Join James Warren, Senior Manager of Technology at the Chief of Staff Association, as he reveals the proven strategies that helped him build RevOps departments from the ground up—three times over. In this episode, you'll discover: ✅ The "inception method" for planting RevOps ideas that…
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Why RevOps Looks Different Everywhere — And What to Do About It
In this eye-opening episode of RevOpsAF the Podcast, co-host Camela Thompson sits down with Jelena Arnold, Director of RevOps, to tackle one of the biggest challenges facing revenue operations professionals today: the lack of standardization across organizations. 🔥 What You'll Learn: • Why…
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Why the Annual Plan is Always Wrong (And Why That’s Okay)
If you've ever felt like annual planning is a losing game, this episode is for you. Nancy McBee, who leads both finance and revenue operations at SeekOut, breaks down why the disconnect between finance and RevOps happens—and more importantly, how to fix it. What You'll Learn: • The real reason...
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Partner Ops: The Untapped B2B Power Move
Think partner ecosystems are just for enterprise companies? Think again. In this eye-opening episode of RevOpsAF, Camela Thompson sits down with partner operations expert Allen Smolinski to reveal why 95% of businesses are leaving money on the table by neglecting their partner strategy. 🔥 What...
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Why Most PLG Dreams Fail on Day One
🚀 Think your product is ready for Product-Led Growth? Think again. In this episode of RevOpsAF, host Camela Thompson sits down with Lauren Knight, a seasoned RevOps expert who's spent the last decade building go-to-market foundations for early-stage startups. Lauren breaks down the harsh…
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Should You Blow Up Your CRM? Here’s the Brutal Truth.
Should you blow up your CRM… or is the real problem hiding somewhere else? In this episode of RevOpsAF, Camela Thompson sits down with Alex Biale, Co-founder of Domestique, to tackle one of the most common (and costly) myths in RevOps: 👉 “A new CRM will fix everything.” Spoiler: It won’t....
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Shiny Objects, Dull Outcomes - Navigating the AI Tool Craze
In this episode of the RevOpsAF Podcast, Camela Thompson, Head of Marketing at RevOps Co-op, chats with Jeremy Steinbring, Founder & CEO of RevOnyx, about one of the most dangerous trends in GTM today — AI Shiny Object Syndrome. They unpack why RevOps teams are drowning in “AI-powered” tools that...
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Why RevOps Roadmaps Fail and How to Fix It
When everything in your go-to-market motion feels like a dumpster fire, how do you stay strategic instead of just surviving? In this episode of the RevOpsAF Podcast, co-host Camela Thompson, Head of Marketing at RevOps Co-op, sits down with Jacki Leahy, Founder of Activate the Magic, to talk…
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The RevOps Archetype Matrix: Know Your Superpower
What kind of RevOps operator are you — a Systems Architect, Growth Catalyst, Execution Engineer, or GTM Operator? In this episode of the RevOpsAF Podcast, Matthew Volm sits down with Jared Barol, a seasoned RevOps and GTM leader, to break down the RevOps Archetype Matrix — a practical framework…
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RevOps Consultant Red and Green Flags
In this fiery episode of the RevOpsAF Podcast, co-host Matthew Volm, CEO of RevOps Co-op, sits down with Camela Thompson, Head of Marketing at RevOps Co-op and longtime revenue operator, to unpack the real truth about hiring revenue operations consultants. Camela’s been on both sides — as a...
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The Hidden Lever: Why Territory Management Defines GTM Success
🎙️ In this episode of the RevOpsAF Podcast, host Matthew Volm (CEO & Founder of RevOps Co-op) sits down with Ralph Gootee, Co-founder and CEO of TigerEye, to uncover one of the most under-discussed growth levers in RevOps: territory management. From scaling PlanGrid to a $875M acquisition by...
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Set It and Refine It: Clean Data, Auto-magically
Your CRM isn’t starving for data — it’s drowning in the wrong kind. 🤯 In this episode of the RevOpsAF Podcast, co-host Camela Thompson chats with Arjun Ganatra, Business Systems Lead at Veriff, about how to eliminate manual data entry, clean up your CRM, and unlock real-time insights through...
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ABOUT THIS SHOW
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.
HOSTED BY
Matt Volm
CATEGORIES
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How many episodes does RevOpsAF The Podcast have?
RevOpsAF The Podcast currently has 100 episodes available on PodParley. New episodes are automatically indexed when they're published to the podcast feed.
What is RevOpsAF The Podcast about?
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.
How often does RevOpsAF The Podcast release new episodes?
RevOpsAF The Podcast has 100 episodes. Check the episode list to see recent publication dates and frequency.
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You can listen to RevOpsAF The Podcast on PodParley by clicking any episode. We provide an embedded audio player for direct listening, and you can also subscribe via your preferred podcast app using the RSS feed.
Who hosts RevOpsAF The Podcast?
RevOpsAF The Podcast is created and hosted by Matt Volm.
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