RevOpsAF The Podcast

Bridging the Gap Between RevOps and Finance

In this episode of the RevOpsAF podcast, host Matt Volm chats with Riya Grover, CEO and Co-Founder of Sequence - a modern billing and CPQ platform built for today’s complex, AI-driven SaaS pricing models.
 
Together, they dive into:
🔹 Why AI is reshaping how we price and sell
🔹 The growing disconnect between RevOps and Finance
🔹 How legacy CPQ tools are holding teams back
🔹 Why real-time revenue data is a must-have
🔹 What every RevOps leader needs to know about revenue recognition
 
If you’ve ever struggled with messy billing processes, outdated quoting systems, or aligning GTM with Finance, this episode is packed with insights. 
🔗 Follow Riya on LinkedIn: https://www.linkedin.com/in/riya-grover-a22a4822/
👥 Join the RevOps community = https://www.revopscoop.com/membership/membership-options
 
📩 Subscribe for more episodes, insights, and revenue tips every week!
#revops #saas #BillingAutomation #cpq #revenuerecognition #AIinSaaS #FinanceAlignment #revenueoperations #sequence #revopsaf

The Next Growth Lever: Product Packaging & Pricing

In Episode 43 of the RevOpsAF podcast, we’re joined by pricing strategist Roee Hartuv, Senior Advisor at Willingness to Pay, to talk about one of the most overlooked levers in the revenue engine: product packaging.
 
We cover:
🚀 Why packaging should come before pricing
💡 How to reduce operational debt caused by bad pricing models
🤖 The role of AI in future-proofing your pricing strategy
📉 How to update legacy customers without causing churn
📦 What adaptive pricing looks like (and how close we are to it)
 
If your CPQ is crying, your customers are confused, and your CEO just Slacked you about “value-based pricing,” this episode is for you.
🔗 More resources:
Check out our blog for more RevOps insights: https://www.revopscoop.com/learn/blog
Join our community: https://www.revopscoop.com/membership/membership-options
Explore Roee's pricing resources: https://www.willingnesstopay.com/
 
#RevOps #PricingStrategy #Packaging #B2BSaaS #RevenueOperations #GTMStrategy #AIinRevOps

The Tactical Side of Scaling rom 1 to 10

In this episode of the RevOpsAF podcast, Camela Thompson chats with Andreas Drakos, Senior Director of Revenue Operations at Superside, about the real tactical challenges of scaling a RevOps team—from being the one-person Swiss Army knife to building a specialized, high-functioning department.
Andreas breaks down the four key pillars of a scalable RevOps org (systems, operations, enablement, and analytics), how to keep team collaboration tight in a remote environment, and why you need to start thinking like a people manager sooner than you think.
🔑 What You’ll Learn:
How to structure your RevOps team as it scales
The four essential functions every mature RevOps org needs
Tips for avoiding silos while building out specialization
Why HR doesn't always “get” RevOps (and how to educate them)
✅ Connect with Andreas on LinkedIn: https://www.linkedin.com/in/andreasdrakos/
📌 Related Resources:
Blog: How Should Your Revenue Operations Organization Be Structured? = https://www.revopscoop.com/post/how-should-your-revenue-operations-organization-be-structured
Community: Join the RevOps Co-op = https://www.revopscoop.com/membership/membership-options
 biggest takeaway! #RevOps #RevenueOperations #RevOpsAF #ScalingRevOps #TeamStructure #OpsLeadership #Superside #CRM #Enablement #GTMStrategy

Building a High Performing RevOps Organization

In this episode of the RevOpsAF podcast, Camela Thompson is joined by Natalie Furness, CEO and Founder of RevOps Automated, Europe's largest RevOps consultancy. Together, they unpack exclusive research on what separates high-performing RevOps teams from those struggling to prove their value.
Topics include:
Why RevOps must measure ROI to survive and thrive
How to align with CFOs and COOs (not just CROs)
Signs your team is at risk of burnout—and how to fix it
Why building a "superfunction" beats hiring unicorns
What RevOps leaders can learn from private equity and venture-backed models
✅ Get actionable tips for proving your impact
✅ Learn how to structure your RevOps team for scale
✅ Discover how to think more strategically and elevate your career 
🔗 Connect with Natalie on LinkedIn: https://www.linkedin.com/in/nataliefurness/
👉 Join the RevOps Co-op Community = https://www.revopscoop.com/membership/membership-options

Leveraging AI to Align Departments

🎙️ In this episode of the RevOpsAF Podcast, Camela Thompson sits down with Yuri Yakubov, Head of Finance and Business Operations at TigerEye Labs, to explore how AI can help bridge the gap between data teams and go-to-market leaders.
They discuss the real-world challenges RevOps teams face when aligning departments, why traditional BI tools aren't enough, and how AI (when used right) can supercharge analyst teams instead of replacing them.
Plus: why tech won't fix bad company culture - and what actually will.
If you're serious about using AI in RevOps to drive better insights, faster alignment, and smarter strategy, you won't want to miss this conversation! 🚀
👉 Topics Covered:
- Why AI is the new translator between GTM and data teams
- How to standardize metrics and avoid reporting chaos
- The cultural challenges no tool can fix
- How analysts can evolve into strategic advisors
- What TigerEye Labs is building for the future of RevOps AI
 🔗 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options
 🔗 Follow Yuri on LinkedIn: https://www.linkedin.com/in/yuriyakubov/

Aligning the Tactical with the Strategic

Are you stuck in the weeds and wondering how to make a real strategic impact in your RevOps role?
In this episode, Kristina Kardell, Director of Revenue Operations at Leapsome, joins co-host Camela Thompson to unpack how RevOps professionals can align daily tactical execution with company-wide strategic goals. We dive into prioritization frameworks, managing up, interviewing like a strategic thinker, and recognizing when it's time to walk away.
Whether you're the first RevOps hire or leading a growing team, this conversation is packed with actionable insights.
🔥 What You’ll Learn:
How to connect RevOps tasks to GTM strategy
Questions to ask during RevOps job interviews
Managing requests from leadership and protecting your time
Coaching junior team members to think like strategic operators
When it's time to reevaluate your role or company fit
🔗 Connect with Kristina on LinkedIn: https://www.linkedin.com/in/kristinakardell/
📌 Related Blog Content:
📝 How to Tackle Your First 90 Days in a New RevOps Role = https://www.revopscoop.com/post/how-to-tackle-your-first-90-days-in-a-new-revops-role
📝 Want Career Growth in RevOps? Here's a Formula for Success = https://www.revopscoop.com/post/want-career-growth-in-revops-heres-a-formula-for-success
 👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options

Perfecting Team Handoffs

Broken handoffs between teams are one of the biggest sources of friction in any revenue engine—and also one of the easiest places for RevOps to make a fast, high-impact fix.
In this episode of the RevOpsAF podcast, Camela Thompson chats with Chris Skalicky, VP of Revenue Operations at Growth Therapy, about how to diagnose and improve handoffs between marketing, sales, and customer success. Whether it’s redefining your ICP, aligning teams on lead quality, or transferring discovery context post-sale, this episode is packed with actionable advice for RevOps leaders and operators alike.
🔑 In this episode, you'll learn:
How to identify broken handoffs and fix them fast
Why shared KPIs are critical for cross-functional alignment
What makes the sales-to-CS handoff so tricky—and how to improve it
How to revisit and refine your ICP using real data
Why RevOps should act as a strategic problem-solver, not just a systems admin
🔗 Follow Chris on LinkedIn: https://www.linkedin.com/in/chris-skalicky/
👉 Join the RevOps Co-op Community: https://www.revopscoop.com/membership/membership-options

The Ins and Outs of Tech Stack Consolidation

In this episode of the RevOpsAF Podcast, host Matt Volm chats with Sidney Waterfall, VP of Marketing at Open Brand, about how to consolidate and optimize your tech stack without losing your mind - or your data.
Sidney shares her hands-on approach to auditing legacy systems, aligning GTM teams around actionable data, and building a CRM that can scale with your business. Whether you're in Sales Ops, Marketing Ops, or leading RevOps strategy, this conversation is packed with tips you can use today.
✅ How to audit and rebuild your tech stack
✅ Using HubSpot for lead management, routing, and attribution
✅ Setting up custom fields that drive insights—not clutter
✅ Prioritizing tools based on GTM maturity
✅ Why actionable win/loss data is always better than “other”
✅ Building for a focused, high-value TAM
📌 Join our community: https://www.revopscoop.com/membership/membership-options
📌 Connect with Sidney on LinkedIn: https://www.linkedin.com/in/sidneywaterfall/
#RevOpsAF #TechStack #CRMOptimization #HubSpot #B2BMarketing #RevenueOperations #MarketingOps #SalesOps #ABM #RevOpsPodcast

The Keys to Prioritization in RevOps

In this episode, Camela Thompson sits down with Nicole Looker, Director of Revenue Operations at Rebuy Engine, to break down how RevOps teams can effectively prioritize when everything feels like a priority. From quarterly planning frameworks to tooling tips using Jira, Notion, and Slack, Nicole shares real-world strategies for staying sane and driving impact in high-growth environments.
✅ Learn how to:
Align stakeholders across Sales, CS, Marketing & Partnerships
Use planning cycles (QBRs, H1/H2) to drive roadmap clarity
Manage a RevOps backlog using tools like Jira & Notion
Make the case for headcount with data-backed roadmaps
Avoid burnout through process-driven prioritization
🔥 Whether you're a solo RevOps team or managing multiple GTM functions, this episode is packed with tactical advice to level up your operational game. 
🔗 Related Resources:
📖 Blog: Thriving in RevOps as a Team of One - https://www.revopscoop.com/post/falling-into-revops-and-excelling-as-a-team-of-one
📖 Guide: 9 Best Practices for Better Change Management - https://www.revopscoop.com/post/9-best-practices-for-better-change-management
🔗 Connect with Nicole on LinkedIn: https://www.linkedin.com/in/nicole-looker/
 

How to Support Parents in RevOps

In this episode of the RevOpsAF podcast, we’re joined by Jessica Boiardi, VP of Revenue Operations at Mirror Digital, to talk about something that doesn’t get enough airtime: what it really takes to support working parents in RevOps.
With over 15 years of leadership experience at companies like BuzzFeed, Complex, and Turner, Jessica shares her personal journey of balancing parenting, RevOps leadership, and community involvement.
From calendar hacks and mental load management to creating inclusive workplace policies and advocating for more authentic conversations, this episode is packed with insights for leaders, teammates, and parents alike. 👀
What you’ll learn in this episode:
How to create systems that actually support working parents
Why “balance” is a moving target—and that’s okay
What managers and peers can do to be more inclusive
The importance of representation in parenting conversations
How to build flexibility into networking, meetings, and team culture
📌 Whether you're a RevOps leader, a working parent, or a teammate who wants to be more supportive - this episode is for you.
📣 Subscribe for more RevOps insights, leadership tips, and real talk from the RevOps Co-op community.
🔗 Connect with Jessica on LinkedIn: https://www.linkedin.com/in/jessica-boiardi-9b6b363/
🔗 Join the community → https://www.revopscoop.com/membership/membership-options
📰 Explore the blog → https://www.revopscoop.com/learn/blog
#RevOps #WorkingParents #Leadership #RevenueOperations #WorkLifeBalance #RevOpsAF #ParentingInTech #WomenInOps