The Revenue Architects Podcast

Revenue Architect is the podcast for revenue leaders navigating the evolving landscape of sales, RevOps, and revenue management. Each episode dives into practical strategies, proven frameworks, and real stories from operators who are building and scaling modern revenue engines. In this episode of Revenue Architects, we sit down with Chuck Pledger, author of The Elite Seller and VP of Revenue Performance at Veracode, to discuss what separates top-performing sales organizations from those struggling with pipeline noise, inaccurate forecasts, and inconsistent execution. If you’re a revenue leader struggling with system adoption, forecasting clarity, or aligning teams across the funnel, this episode will give you a practical lens on what actually works—and what doesn’t.

Revenue Architect is the podcast for revenue leaders navigating the evolving landscape of sales, RevOps, and revenue management. Each episode dives into practical strategies, proven frameworks, and real stories from operators who are building and scaling modern revenue engines.In this episode of Revenue Architects, we sit down with Jelena Arnold, a revenue operations leader with 15+ years of experience building and scaling end-to-end RevOps systems across high-growth B2B SaaS companies.From marketing to sales to customer success, Jelena’s non-linear journey gives her a unique perspective on what actually makes RevOps work—and more importantly, why most systems fail.In this conversation, she breaks down why RevOps is less about tools and more about behavior, influence, and adoption.What you’ll learn:Why RevOps is fundamentally an internal sales role—and what that means in practice.The real reason systems fail: adoption is a value problem, not a user problem.How to drive adoption by working with top performers and creating quick wins.Why most forecasting issues come down to misaligned definitions and ownership.How to identify true revenue signals (and avoid relying on lagging indicators).What “designing for real behavior” looks like vs. ideal processes.When companies need to evolve from Sales Ops to full RevOps.Why integrity and consistency are critical to scaling your revenue engine.How to think about AI in RevOps—and why use cases matter more than tools.If you’re a revenue leader struggling with system adoption, forecasting clarity, or aligning teams across the funnel, this episode will give you a practical lens on what actually works—and what doesn’t.

Revenue Architect is the podcast for revenue leaders navigating the evolving landscape of sales, RevOps, and revenue management. Each episode dives into practical strategies, proven frameworks, and real stories from operators who are building and scaling modern revenue engines.In this episode of Revenue Architects, we sit down with Colin Gerber, VP of Revenue Operations & Strategy at Socure, to break down how modern RevOps is evolving—from managing tools to orchestrating intelligence across the entire revenue engine.With experience across high-growth companies like Uber and Affirm, Colin shares practical insights on building scalable systems, improving forecasting accuracy, and embedding AI into everyday workflows—without overwhelming your teams.In this episode, you'll learn:Why forecasting accuracy is a system design problem, not a rep problem.How to differentiate signal vs. noise in your deal data.What AI orchestration really means (and why more tools aren’t the answer).How to design your RevOps tech stack with CRM at the center.The concept of “intentional friction” and how it improves deal quality.How to align leadership with clear ownership of revenue metrics.Why consumption-based revenue requires continuous forecasting.How to embed AI into workflows so reps can focus on selling—not admin.If you're a revenue leader looking to simplify your stack, improve forecasting, and drive better execution—this episode is packed with actionable insights.

The Revenue Architects Podcast is the show for revenue leaders, RevOps professionals, and go-to-market teams navigating the evolving landscape of sales operations and revenue management. Each episode features practitioners who have built systems, led transformations, and solved real-world revenue challenges at scale.In this episode, hosts Steve and Jay sit down with Jonas Samsioe, SVP-level revenue and go-to-market operations expert, to explore what it takes to scale a revenue engine from $180 million to $1.6 billion in ARR. Jonas shares hard-won lessons from building sales factories, navigating hypergrowth, and managing a 1,300-person go-to-market organization.Drawing from two decades of experience spanning consulting, startup founding, sales, American Express, Dun & Bradstreet, and hyper-growth SaaS, Jonas offers a grounded perspective on bottoms-up forecasting, tech stack discipline, and the critical distinction between sales ops (helping you today) and revenue ops (helping you tomorrow).In this episode, you'll learn:How to build a bottoms-up forecasting process that actually works in a high-velocity sales environment.Why whales should be depreciated from the forecast in a sales factory model—and when to bring them back in.How AI and conversational intelligence can supplement (not replace) human judgment in forecasting.What happens when your quote-to-cash process turns a 20-second transaction into a 24-hour nightmare.How to think about dividing responsibilities between sales ops, revenue ops, and deal desk as you scale.Why you should pause before adding another tool to your tech stack—and what to ask first.When to hire sales ops versus revenue ops, and why the order matters more than you think.This conversation is essential listening for anyone scaling a revenue organization, managing hypergrowth, or trying to build predictable systems in an unpredictable environment.

The Revenue Architects Podcast is the show for revenue leaders, RevOps professionals, and go-to-market teams navigating the evolving landscape of sales operations and revenue management. Each episode features practitioners who have built systems, led transformations, and solved real-world revenue challenges.In this episode, hosts Steve and Jay sit down with Lee Enrile, a revenue operations leader with experience spanning small to enterprise organizations, to explore how RevOps has evolved in the AI era, what it takes to choose the right tech stack, and how to build systems that actually work for the field—not just the dashboard.Drawing from an unconventional path that started with auditing in Nairobi, Kenya and wound through Johnson & Johnson before landing in revenue operations, Lee shares practical insights on forecasting with conversational intelligence, designing from the field's perspective, and why the best RevOps professionals love both details and relationships.In this episode, you'll learn:How conversational AI has fundamentally changed forecasting by adding the buyer's voice to the data.Why RevOps teams must design systems from the field's perspective, not just what looks good on a dashboard.How to evaluate tech tools based on admin burden, not just features and integrations.What it means to be the "air traffic controller" of the sales engine and why that role is critical.Why some of the best RevOps hires come from sales backgrounds, not just finance.How to balance the need for detail-orientation with relationship-building in revenue operations.What questions to ask before adding another tool to an already complex tech stack.This conversation is essential listening for anyone building, scaling, or improving revenue operations in an era where the tools are powerful but the execution is everything.

Revenue Architect is the podcast for revenue leaders navigating the evolving landscape of sales, RevOps, and revenue management. Each episode dives into practical strategies, proven frameworks, and real stories from operators who are building and scaling modern revenue engines.In this episode of the Revenue Architects Podcast, we sit down with Sally Ladrach, Director of Sales Enablement & Training at SavATree and board member of the Revenue Enablement Society.Sally shares how revenue enablement leaders can move beyond training delivery and become true strategic partners by owning the data behind pipeline performance, forecasting accuracy, and revenue growth.In this episode, you’ll learn:Why revenue enablement must understand and own CRM data—not just content and training.How to improve forecast accuracy by fixing system inputs and pipeline hygiene.How to identify “winning behaviors” using closed-won data analysis.Why speed-to-lead is often the most overlooked revenue opportunity.How to avoid the “shiny object spiral” when evaluating AI and new sales tech.What strong partnership between Enablement and RevOps really looks like.How to use data to shift from reactive training requests to strategic revenue advisory.If you want enablement to have a real seat at the executive table, this conversation will show you how to bridge the gap between metrics leadership cares about and behaviors happening in the field.

Revenue Architect is the podcast for revenue leaders navigating the evolving landscape of sales, RevOps, and revenue management. Each episode dives into practical strategies, proven frameworks, and real stories from operators who are building and scaling modern revenue engines.In this episode of the Revenue Architects Podcast, we sit down with Joe Aurilia, a seasoned RevOps and revenue systems leader who has built and scaled revenue operations across high-growth and enterprise organizations. Joe brings a rare mix of deep technical expertise and real-world sales and operations experience, offering a practical perspective on what actually drives predictable revenue.In this episode, you’ll learn:Why revenue fundamentals matter more than tools, AI, or dashboards.How RevOps earns trust by fixing what blocks revenue, not adding process.What clean data and pipeline hygiene really mean for forecasting accuracy.How to align sales, finance, and operations around shared revenue outcomes.When to invest in automation and AI—and what must be fixed first.This conversation is a must-listen for CXOs and revenue leaders looking to move from reactive reporting to disciplined, scalable revenue execution.

Revenue Architect is the podcast for revenue leaders navigating the evolving landscape of sales, RevOps, and revenue management. Each episode dives into practical strategies, proven frameworks, and real stories from operators who are building and scaling modern revenue engines.In this episode of the Revenue Architects Podcast, we sat down with David James, VP of Revenue Operations at Alchemer and board member at Big Wave Technologies, to unpack how modern revenue leaders can use data, technology, and use-case-driven RevOps to drive predictable growth.In this episode, you’ll learn:How to forecast forward and manage pipeline gaps proactively.Why RevOps and SalesOps need clear, complementary roles.How to use data and AI to identify opportunities and optimize sales motion.Strategies to experiment with technology without getting locked into tools.The importance of focusing on seller experience while scaling revenue operations.Whether you’re a CXO, revenue leader, or RevOps professional, this conversation is packed with actionable insights to architect a more predictable and scalable revenue engine.

Revenue Architect is the podcast for revenue leaders navigating the evolving landscape of sales, RevOps, and revenue management. Each episode dives into practical strategies, proven frameworks, and real stories from operators who are building and scaling modern revenue engines.In this episode of the Revenue Architects Podcast, we sit down with Kari Roberts, a seasoned RevOps and sales enablement leader with 15 years of experience scaling technology companies. Kari shares practical insights on how to build a predictable revenue engine, align teams, and leverage technology to drive growth.What you’ll learn in this episode:How to create a RevOps foundation that connects people, processes, and tools across the customer lifecycle.Practical strategies for forecasting with reliability, turning numbers into actionable business decisions.How to align the sales cycle to the customer buying journey to increase adoption and revenue.Approaches to centralize or hybridize RevOps teams for better execution and accountability.Best practices for margin control, discounting, and governance to protect revenue.How to integrate technology and AI to enhance decision-making without bypassing solid process foundations.Insights into scalable go-to-market transformations and how RevOps can become a strategic partner to leadership.If you’re looking to move beyond silos, align your teams, and bring predictability to your revenue, this episode is packed with insights you can apply immediately.

Revenue Architect is the podcast for revenue leaders navigating the evolving landscape of sales, RevOps, and revenue management. Each episode dives into practical strategies, proven frameworks, and real stories from operators who are building and scaling modern revenue engines.In this episode of the Revenue Architects Podcast, we sit down with Sandip Patil, Senior Vice President of Revenue Operations at Global Payments, to explore how modern revenue leaders can design, optimize, and scale revenue operations for predictable growth. Sandip shares his deep expertise from leading RevOps across multiple industries, offering actionable insights on unifying teams, measuring performance, and leveraging technology effectively.Key Takeaways:How to structure revenue operations around four core pillars: analytics, go-to-market operations, enablement, and technology.The importance of one-page charters for every RevOps function to define purpose, priorities, KPIs, and success measures.Why enablement is a revenue driver, not just a training function, and how to elevate it to a seat at the table.Strategies for rationalizing your go-to-market technology stack in an AI-driven world.How to measure and improve performance across sales teams, tools, and processes for predictable revenue.Advice for RevOps leaders balancing analytics, execution, relationships, and transformation in complex, growing organizations.If you’re looking to move beyond silos, align your teams, and bring predictability to your revenue, this episode is packed with insights you can apply immediately.

Revenue Architect is the podcast for revenue leaders navigating the evolving landscape of sales, RevOps, and revenue management. Each episode dives into practical strategies, proven frameworks, and real stories from operators who are building and scaling modern revenue engines.In this episode of the Revenue Architect Podcast, we sit down with Michael Roth, Chief Revenue Officer of Digital Wealth at InvestCloud, a global leader in wealth technology and a 2024 CNBC FinTech standout. Michael shares his journey from derivative trader to CRO and the lessons he’s learned about building sustainable, strategy-aligned revenue.What you’ll learn in this episode:Why the right revenue matters more than revenue alone and how to avoid growth that hurts margins, teams, or brand.How to choose investors and funding partners who support long-term strategy, from seed to venture to private equity.Balancing structure, process, and innovation in sales and operations for scalable growth.The role of empathy in leadership: listening, understanding, and aligning cross-functional teams.How to adopt AI responsibly across divisions while protecting data security and maximizing ROI.Tune in for actionable insights from a leader who’s navigated high-stakes FinTech, startup challenges, and enterprise scale.

Revenue Architect is the podcast for revenue leaders navigating the evolving landscape of sales, RevOps, and revenue management. Each episode explores how forward-thinking operators align forecasting, data, and enablement to build predictable revenue.In this episode, we talk with Shawn Pillow, Director of Revenue Enablement at Chainalysis, a global leader in cryptocurrency investigation and compliance solutions.With over a decade of experience in enablement and systems architecture, Shawn brings a rare blend of technical precision and sales empathy. He explains why forecasting should be a coaching session, not a news report and how clarity in data, process, and human conversation creates real revenue momentum.Key takeaways:Forecasting should be a coaching session that changes the narrative of performance, not a status update.Reps need a “pre-flight checklist” before every forecast call to focus on preparation, not CRM cleanup.Focus on the two most critical data points per stage — like stakeholder coverage and power mapping.Embrace early pipeline “thinness.” It’s the only way to forecast honestly and grow predictably.AI and conversational intelligence can surface risk signals, but curiosity drives the right questions.Enablement can’t sell bad change. Simplify systems and empower people to navigate them.“Less is more” when designing a Salesforce revenue stack — start from the buyer’s journey, not internal silos.Tune in for actionable insights from a RevOps leader on building forecast discipline, reducing friction, and driving durable growth.

Revenue Architect is the podcast for revenue leaders navigating the evolving landscape of sales, RevOps, and revenue management. Each episode dives into practical strategies, proven frameworks, and real stories from operators who are building and scaling modern revenue engines.In this episode, we talk with Olga Traskova, VP of Revenue Operations at Birdeye, the number one agentic marketing platform for multi-location brands.With seventeen years in operations across marketing, marketing ops, sales ops, and CS ops, Olga has led RevOps since 2016 and helped shape the function’s evolution from “alignment” to orchestration.She shares how her teams build a forecasting rhythm, install lightweight guardrails that improve deal quality, and design a Salesforce-centered stack that protects margins while speeding the path from quote to cash.Key takeaways:Forecast accuracy improves when you create a weekly rhythm of submissions, inspections, and leadership reviews.A single field for close date push reasons can reduce surprises and reveal root causes quickly.RevOps acts as the revenue integrity office by defining swim lanes for Sales Ops and Deal Desk.Real-time margin visibility and commission cues steer sellers toward healthier deals.Centralized, trusted data beats shiny tools when building a scalable revenue stack.Go-to-market engineers connect tools and automations to turn processes into orchestration.Tune in for actionable insights from a RevOps leader on building forecast discipline, reducing friction, and driving durable growth.

Revenue Architect is the podcast for revenue leaders navigating the evolving landscape of sales, RevOps, and revenue management. Each episode dives into practical strategies, proven frameworks, and real stories from operators who are building and scaling modern revenue engines.In this episode, we talk with Nicole Looker, Director of Revenue Operations at Rebuy Engine, a personalization platform that helps Shopify brands accelerate revenue.Nicole brings eight years across Salesforce and RevOps, owning systems, strategy, and data.She shares how to expand forecasting beyond net-new, reduce sales friction, and use AI and Data Cloud to power retention, expansion, and margin control.Key takeaways:Forecasting should include post-sales, not just net-new.Reduce sales friction so reps can sell; RevOps enables, not policies.Make commissions and margin trade-offs visible in real time.Treat revenue as shared ownership across all GTM teams.Use Salesforce as source of truth and integrate cleanly with BI and ERP.Apply AI to spot buying signals, coverage gaps, and post-contract slowdowns.Tune in for actionable insights from a RevOps leader on building forecast discipline, reducing friction, and driving durable growth.

Revenue Architect is the podcast for revenue leaders navigating the evolving landscape of sales, RevOps, and revenue management. Each episode dives into practical strategies, proven frameworks, and real stories from operators who are building and scaling modern revenue engines.In this episode, we talk with Jason Moore, VP of Revenue Operations at Riskified, an AI-powered fraud and risk intelligence platform for e-commerce brands.With over 15 years in RevOps across Ariba, SAP, and now Riskified, Jason brings a data-driven approach to forecasting, scaling operations, and making systems the single source of truth.He shares how his team uses weekly forecast calls, tight integration between Salesforce and NetSuite, and emerging AI to turn revenue management into a collaborative, predictable process.Key takeaways:Forecasting works best as a team effort with sales, finance, product, and implementation on weekly calls.At Riskified, Salesforce is the single source of truth: “If it’s not in Salesforce, it doesn’t exist.”RevOps speeds deals by removing roadblocks and guiding reps instead of acting like a gatekeeper.Revenue management is shared across marketing, sales, finance, and billing, with RevOps as the hub.Clean data and tight integrations between Salesforce, NetSuite, and Looker keep execution on track.AI is already proving useful in spotting buying signals, checking deal coverage, and speeding integrations.Tune in for actionable insights from a revenue leader on building forecasting discipline, sales trust, and scalable growth

Revenue Architect Podcast is for revenue leaders navigating sales, RevOps, and revenue management. Each episode dives into practical strategies, proven frameworks, and real stories from operators building modern revenue engines.In this episode of the Revenue Architect Podcast, we have Deanna Leitner, Director of Deal Desk at Phreesia, a leading patient activation platform serving providers, life sciences, and payers.Deanna’s path into Deal Desk began in accounting, billing, and collections, where she saw firsthand how misalignment between back office and sales teams caused contract delays, system gaps, and revenue leakage. Since moving into Deal Desk in 2013, she has built and scaled the function to act as the strategic glue across sales, finance, and legal.Today, she leads Phreesia’s Deal Desk with a clear mission: remove friction, improve forecast discipline, and protect margins, all while enabling sales to move faster.Key takeaways:Deal Desk connects sales, finance, and legal to streamline the quote-to-contract lifecycle.Forecasting becomes more reliable when contract signals like redlines and negotiations are included early.Prioritizing deals by close month and size ensures high-value opportunities close on time.Clear, concise deal inputs from reps speed up approvals and shorten sales cycles.Strong processes come first; Salesforce and CPQ are configured to support them.AI-driven contract intelligence will unlock renewals, upsells, and risk signals directly in Salesforce.Tune in for actionable insights from a revenue leader on building forecasting discipline, sales trust, and scalable growth

In this episode, Sushmita shares her hard-earned insights on scaling inside sales at Altudo—from being a solo SDR to leading a 23-member team. This episode is packed with real, practical frameworks for revenue leaders.Key takeaways:How to implement a three-tier forecasting model (Hopeful, Commit, Upside) that aligns with long sales cycles.Why defining clear sales stages is key to tracking deal momentum and spotting pipeline gaps.The shift from cold outreach to value-led workshops that build trust and accelerate conversion.How to use AI tools like ChatGPT to improve SDR autonomy and campaign speed.A mentorship-led team structure that scaled onboarding, performance, and retention.Why emotional intelligence and people-first leadership are critical for building resilient sales orgs.Tune in for actionable insights from a revenue leader on building forecasting discipline, sales trust, and scalable growth

In this episode, we talk with Matthew Bischoff, Director of Sales Enablement & Revenue Operations with United Site Services. Matthew brings over 30 years of sales and sales leadership experience. He brings strategic insights into how Sales, RevOps, Enablement and technology work together for sales success.Key takeaways:Forecasting Starts with Pipeline CleanlinessRevOps Is the Strategic BridgeSales Process Must Reflect Buyer RealityData Builds Trust, People Close DealsSales Leaders Must Understand the Full P&L