RevOpsAF The Podcast

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 cause of problems that actually live in product, pricing, positioning, or segment fit. Ian also makes the case for what a real CRO looks like vs. a head of sales — and why RevOps leaders are uniquely positioned to step into broader commercial leadership roles.
 
🎙️ Speakers:
- Ian Myszenski, VP of Revenue Operations at Zappi — https://www.linkedin.com/in/ianmyszenski/
- Matthew Volm, CEO & Co-Founder of RevOps Co-op — https://www.linkedin.com/in/matthewvolm/
 
🔗 Resources:
- RevOps Co-op Podcast Library: https://www.revopscoop.com/podcast
- Episode 23: What CROs Really Want From RevOps: https://revopscoop.com/podcast/cro-revops-collaboration
- Episode 102: The RevOps Skills Nobody Teaches: https://revopscoop.com/podcast/revops-soft-skills-career-growth
- Episode 49: Why Customer Data Is a RevOps Priority: https://revopscoop.com/podcast/customer-data-revops-priority
 
👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options
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🌐 Visit us: https://www.revopscoop.com
💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op
 
#RevOps #RevenueOperations #SalesOps #CRO #GTM #RevenueLeadership #B2B #GoToMarket #SalesStrategy

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 Volm for a conversation about the soft skills that actually separate good RevOps leaders from great ones — humility, self-awareness, executive communication, relationship-building, and the willingness to be wrong. Jared draws on 13+ years inside a single organization to share what career growth actually looks like when you're not waiting for someone else to hand it to you.
 
🎙️ Speakers:
- Jared Myatt, Senior Director of Revenue Operations at Integrate — https://www.linkedin.com/in/jared-myatt/
- Matthew Volm, CEO & Co-Founder of RevOps Co-op — https://www.linkedin.com/in/matthewvolm/
 
🔗 Resources:
- HG Insights — revenue growth intelligence for GTM teams: https://www.hginsights.com
- RevOps Co-op podcast library: https://www.revopscoop.com/podcast
- Want Career Growth in RevOps? Here's a Formula for Success: https://revopscoop.com/post/want-career-growth-in-revops-heres-a-formula-for-success
- Influencing Without Authority: https://revopscoop.com/post/influencing-without-authority
 
👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options
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🌐 Visit us: https://www.revopscoop.com
💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op
 
#RevOps #RevenueOperations #SalesOps #GTMOps #CareerGrowth #Leadership #B2B #RevenueOperations

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 deployed for RevOps itself: a "RevOps brain" for daily prioritization, an automated capacity planning roster that closes the gap between HR systems and real-world manager knowledge, and an AI governance framework backed by Hex for scenario planning. He and Matthew also dig into one of the hardest problems in AI adoption right now — how to go from single-player experimentation to coordinated, team-wide deployment without creating more chaos than you started with.
 
🎙️ Speakers:
- Shantanu Shekhar, VP of Revenue Operations at Personio — https://www.linkedin.com/in/shantanushekhar/
- Matthew Volm, CEO & Co-Founder of RevOps Co-op — https://www.linkedin.com/in/matthewvolm/
 
🔗 Resources:
- RevOps Co-op community: https://www.revopscoop.com/membership/membership-options
- Related episode — Episode 97: Everybody Has AI. Nobody Owns It.: https://revopscoop.com/podcast/decentralized-centralized-ai-revops
- Related episode — Episode 96: The Rise of the RevOps Architect: https://revopscoop.com/podcast/revops-architect-ai-control-layer
- All RevOps Co-op podcast episodes: https://www.revopscoop.com/podcast
 
👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options
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🌐 Visit us: https://www.revopscoop.com
💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op
 
#RevOps #RevenueOperations #SalesOps #MarketingOps #AI #GTM #GoToMarket #RevenueOps #B2BSaaS #AIStrategy

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 to door-to-door sales.
 
This is Episode 100 of RevOpsAF, and it's one of the most grounded, practical conversations we've had on what RevOps leadership actually looks like in the field. Andrew brings a rare perspective from building RevOps teams from scratch across multiple companies, and he doesn't shy away from the mistakes along the way.
 
Topics covered:
→ What operational excellence really means (hint: it's not a metric)
→ Why RevOps is uniquely positioned to drive — not just support — high-performance culture
→ The front-line champion playbook for rolling out change
→ Where AI accelerates RevOps work and where it creates a different kind of mess
→ The door-to-door sales experiment that nobody expected to work
 
🎙️ Speakers:
- Andrew Cooper, VP of Revenue Operations at Yooz — https://www.linkedin.com/in/andrew-cooper-777365110/
- Matthew Volm, CEO & Founder at RevOps Co-op — https://www.linkedin.com/in/matthewvolm/
 
🔗 Resources:
- RevOps Co-op community: https://www.revopscoop.com/membership/membership-options
- Episode 67: Why RevOps Roadmaps Fail: https://revopscoop.com/podcast/revops-roadmap-ticket-taker-mindset
- Episode 88: Not Everything Is an Agent: https://revopscoop.com/podcast/not-everything-is-an-agent
- Episode 51: Change Management — From Pushback to Buy-In: https://revopscoop.com/podcast/change-management-revops-enablement
 
👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options
📺 Subscribe for more RevOps content
🌐 Visit us: https://www.revopscoop.com
💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op
 
#RevOps #RevenueOperations #SalesOps #MarketingOps #GTMOps #ChangeManagement #AI #RevenueLeadership #B2B

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 — from customer care rep at FedEx Brazil to leading a RevOps team of 80+ people across multiple countries. This conversation is refreshingly direct: what actually separates operators who advance from those who stall, and what executives actually want from RevOps.
 
Topics covered include:
- How to identify what the exec team truly cares about (and align your work to it)
- Why storytelling in financial terms is non-negotiable
- The combination of business strategy + technical fluency that makes operators invaluable
- Why AI fundamentals still depend on the foundational work most teams skip
- The honest question every RevOps professional should ask themselves about leadership
 
🎙️ Speakers:
- Gabriel Rustice, VP of Revenue Operations at Seedtag — https://www.linkedin.com/in/gabrielrustice/
- Matthew Volm, CEO & Founder at RevOps Co-op — https://www.linkedin.com/in/matthewvolm/
 
🔗 Resources:
- RevOps Co-op Podcast Library: https://www.revopscoop.com/podcast
- Episode 67: Why RevOps Roadmaps Fail: https://revopscoop.com/podcast/revops-roadmap-ticket-taker-mindset
- Episode 83: Why You Should Stop "Doing AI" and Start Solving Problems: https://revopscoop.com/podcast/ai-problem-solving-not-doing
- Episode 50: Thinking of AI? Think Data First: https://revopscoop.com/podcast/ai-revops-data-strategy
 
👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options
📺 Subscribe for more RevOps content
🌐 Visit us: https://www.revopscoop.com
💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op
 
#RevOps #RevenueOperations #SalesOps #CareerGrowth #GTM #B2B #RevenueLeadership #AI

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 everything else.
 
Marisol Jordan, Senior Director of Revenue Operations at Cobalt, joins RevOps Co-op CEO Matthew Volm to talk through the hiring decisions every RevOps leader faces when resources are constrained. They cover the biggest mistake leaders make when staffing operations teams, what actually separates a GTM engineer from the Salesforce admins of the past, how to interview for an AI-forward role when nobody has fully figured it out yet, and what RevOps looks like in three to five years as AI agents take over the routine work.
 
🎙️ Speakers:
- Marisol Jordan, Senior Director of Revenue Operations at Cobalt — https://www.linkedin.com/in/marisol-jordan-a107484/
- Matthew Volm, CEO & Founder of RevOps Co-op — https://www.linkedin.com/in/matthewvolm/
 
🔗 Resources:
- RevOps Co-op Community: https://www.revopscoop.com/membership/membership-options
- Episode 82: The Next GTM Hero — Revenue Engineer: https://revopscoop.com/podcast/revenue-engineer-future-revops
- Episode 86: Adapt or Die? RevOps in the Age of AI: https://revopscoop.com/podcast/revops-adapt-ai-age
- Episode 77: Run Your Job Search Like a Revenue Engine: https://revopscoop.com/podcast/revops-job-search-revenue-engine
 
👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options
📺 Subscribe for more RevOps content
🌐 Visit us: https://www.revopscoop.com
💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op
 
#revops #revenueoperations #salesops #GTMEngineering #ai #b2b #hiringstrategy #gotomarket

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 governance inside go-to-market teams. They cover the "agent graveyard" problem, why the fully decentralized AND fully centralized models both fail, and what a workable hub-and-spoke approach actually looks like in practice. Brandon also shares a candid story about an AI SDR project that didn't go as planned, a framework for build vs. buy decisions when AI is involved, and what he thinks separates the companies that will win over the next three years from those that won't.
 
🎙️ Speakers:
- Brandon Bussey, VP of Revenue Operations at Advantive — https://www.linkedin.com/in/brandonbussey/
- Matthew Volm, CEO & Co-Founder at RevOps Co-op — https://www.linkedin.com/in/matthewvolm/
 
🔗 Resources:
- RevOps Co-op Community: https://www.revopscoop.com/membership/membership-options
- Episode 86: Adapt or Die? RevOps in the Age of AI: https://revopscoop.com/podcast/revops-adapt-ai-age
- Episode 96: The Rise of the RevOps Architect: https://revopscoop.com/podcast/revops-architect-ai-control-layer
- Episode 93: The AI Strategy Nobody Actually Has: https://revopscoop.com/podcast/ai-strategy-revops-execution
 
👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options
📺 Subscribe for more RevOps content
🌐 Visit us: https://www.revopscoop.com
💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op
 
#RevOps #RevenueOperations #SalesOps #MarketingOps #AI #GTM #GoToMarket #RevenueGrowth #B2B

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 systems like your CRM or MAP, what the missing "control layer" looks like, and why the RevOps practitioners who thrive in an agent-driven future will think like architects — not tool admins.
 
Ed covers the two key components ops teams need to build today: a data catalog that makes your systems legible to agents, and a toolbox of governed APIs and MCP servers that let agents take action without breaking things. Plus: why this same infrastructure makes life better for your human team members too.
 
🎙️ Speakers:
- Ed King, CEO & Founder at Openprise — https://www.linkedin.com/in/edkking/
- Matt Volm, CEO & Co-Founder at RevOps Co-op — https://www.linkedin.com/in/matthewvolm/ 
 
Resources:
- Openprise: https://www.openprise.com
- HG Insights (episode sponsor): https://www.hginsights.com
- RevOps Co-op podcast library: https://www.revopscoop.com/podcast
 
👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options
 🌐 Visit us: https://www.revopscoop.com
💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op
 
#RevOps #RevenueOperations #SalesOps #MarketingOps #AI #GoToMarket #GTMOps #B2B #AIAgents #RevenueOperationsStrategy

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 stall, why champion enablement fails, and why AI is finally able to solve problems that training, headcount, and tool investments couldn't touch. Roope brings a rare perspective: two companies scaled, one to $10M+ ARR and another past $40M ARR, selling complex enterprise deals. and a very direct view of what RevOps should own in the AI era.
 
Key Topics Covered:
→ The 80/20 problem and why mid-funnel is where pipeline dies
→ Why sample-based analysis (human or AI) fails
→ The most common mid-funnel failure modes: multithreading, champion enablement, competitive response
→ From tool to coworker: the framing shift that changes adoption
→ Who should own AI tools in the revenue org (hint: RevOps)
→ How to train and prompt AI for deal analysis
→ Using win-loss analysis to find enablement gaps
→ What this means for RevOps careers
 
🎙️ Speakers:
- Roope Heinilä, Co-Founder & CEO at Optivian — https://www.linkedin.com/in/rheinila/
- Camela Thompson, Co-Host at RevOps Co-op — https://www.linkedin.com/in/camela-thompson/
 
🔗 Resources:
- Optivian: https://optivian.ai
- RevOps Co-op podcast library: https://www.revopscoop.com/podcast
- Episode 83: Why You Should Stop "Doing AI" and Start Solving Problems: https://revopscoop.com/podcast/ai-problem-solving-not-doing
 
👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options
📺 Subscribe for more RevOps content
🌐 Visit us: https://www.revopscoop.com
💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op
 
#RevOps #RevenueOperations #SalesOps #AI #GTM #SalesEnablement #B2BSales #RevenueGrowth

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 data infrastructure, cross-functional alignment — is the actual prerequisite for AI that delivers results. Plus: how to communicate the value of that foundational work to executives and boards who just want to "use more AI."
 
Spencer brings a rare double perspective: he's a working RevOps operator, but he's operating inside a revenue intelligence platform. Ten years at HG Insights means he's watched how both the RevOps function and the AI conversation have evolved — and he has pointed observations about where most teams get it wrong.
 
Key topics covered:
→ Why cross-functional alignment is the #1 job of RevOps (and how to actually own it)
→ The foundational checklist: marketing funnel, opportunity stages, post-sale tracking, ICP, and segmentation
→ Win-loss classification: human judgment vs. AI transcript analysis (and why you need both)
→ How to communicate foundational investments to executives in revenue impact terms
→ Why AI has no context without documented ICP, segmentation, and process definitions
→ How to use AI to build the foundation itself — with a human in the loop 🎙️
 
Speakers:
- Spencer Hardey, VP of Business Operations at HG Insights — https://www.linkedin.com/in/spencer-hardey/
- Matthew Volm, CEO & Co-Founder of RevOps Co-op — https://www.linkedin.com/in/matthewvolm/ 
 
🔗 Resources:
- HG Insights: https://hginsights.com/
- Episode 50: Thinking of AI? Think Data First: https://revopscoop.com/podcast/ai-revops-data-strategy
- Episode 83: Why You Should Stop "Doing AI" and Start Solving Problems: https://revopscoop.com/podcast/ai-problem-solving-not-doing
- Full podcast library: https://www.revopscoop.com/podcast
 
👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options
📺 Subscribe for more RevOps content
🌐 Visit us: https://www.revopscoop.com
💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op
 
#RevOps #RevenueOperations #SalesOps #MarketingOps #AI #GoToMarket #GTM #B2B #RevenueIntelligence