RevOpsAF The Podcast

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 enrichment to homegrown enablement tools, Tierney shares what's working, what broke quietly in the background, and how RevOps leade...

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 it takes to make it work now, and how one company replaced seven of eight SDRs — not by cutting corners, but by rethinking wh...

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 the AI era. They cover how QuotaPath replaced a $50K/year vendor with an internally built tool, why commissions are the *last* thing ...

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 PandaDoc, breaks down how RevOps leaders can balance foundational fixes with real business delivery. She shares her three-bucket sequencin...

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 business can't define. They cover data readiness, metric governance, the real meaning of "source of truth," and how RevOps can build th...

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 breakdowns in HubSpot implementations: slow lead response, broken handoffs, dirty data, adoption failure, and the "let's switch CRMs" r...

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 data hygiene actually costs when the stakes are high: TCPA compliance risk, destroyed deliverability rates, wasted agent minute...

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 down the archetypes of operators navigating the AI shift, which GTM platforms are actually durable vs. playing defense, why Clay might...

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...

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...

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 be...

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 RevOp...

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...

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 ...

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 ...

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-driv...

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 cou...

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 commun...

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 what's actually happening on the ground: vague executive mandates, the build-vs-buy trap, why data quality matters more with AI (not less)...