RevOpsAF The Podcast

From the 1-3-10 rule (why processes inevitably break at certain team sizes) to how to balance building for today vs. building for scale, Benjamin offers hard-earned advice for anyone navigating hypergrowth. He also reveals his rollout & rollback playbook so you never have to live through your own “spam-the-finance-team” nightmare.

📊 What you'll learn:

→ How the 1-3-10 rule predicts process breakdowns as teams grow

→ Strategi...

In this episode of the RevOpsAF podcast, co-host Matt Volm, CEO & Founder of RevOps Co-op, sits down with Daphne Costa Lopes, Global Director of Customer Success for Strategic Accounts at HubSpot and founder of This Is Growth.

Daphne shares her proven framework for defining, delivering, and measuring customer value—and why this is a massive (and often untapped) lever for retention, expansion, and revenue growth.

From aligni...

In this episode of the RevOpsAF podcast, co-host Matt Volm, CEO of RevOps Co-op, chats with Garrett Stanton, former sales leader at Salesforce and Okta, about why so many startups stall on the journey from $1M to $10M ARR—and how to beat the odds.

🚨 Less than 4% of SaaS companies make it through the so-called "Valley of Death." Garrett has been through it multiple times and now advises early-stage companies on how to scale go-to...

In this episode of the RevOpsAF podcast, host Matt Volm sits down with Mark Lerner, Director of Growth Marketing at DealHub and author of RevOps Rewired: Rethinking Revenue for the Digital Age, to explore how three massive paradigm shifts - COVID, economic contraction, and the rise of AI - have fundamentally changed the game for Revenue Operations.

Mark draws from hundreds of interviews and his own CPQ experience to break down wh...

In this episode of the RevOpsAF podcast, co-host Matt Volm sits down with Timmy Hendrickson, President of the Enablement Squad, to explore what it really takes to manage change across RevOps and Enablement functions.

Timmy shares the full story of how his team successfully evaluated, implemented, and operationalized Seismic - and why none of it would’ve been possible without a strong partnership with RevOps. From outdated sales con...

In this episode of the RevOpsAF podcast, co-host Camela sits down with Sonia Chawla, SVP of Revenue Strategy and Operations at Climate Impact Partners and a seasoned RevOps executive and systems thinker, to discuss why jumping into AI without a strong data foundation is a recipe for failure.

RevOps leaders will walk away with a clear framework for how to evaluate, structure, and prepare their data systems before layering on AI to...

In this episode of the RevOpsAF podcast, co-host Camela Thompson sits down with Irwin Hipsman, currently Founder of Repetitos (former Director of Customer Lifecycle Marketing at Forrester), to discuss why customer contact data should be a top priority for every RevOps team.

Irwin brings years of experience in customer lifecycle marketing and shares data-backed insights into how poor-quality customer data sabotages segmentation, eng...

In this episode of the RevOpsAF podcast, host Matt sits down with Robert Dyer, VP of Revenue Strategy at Suplari, to explore what it takes to rebuild a RevOps tech stack from scratch - not once, but twice.

Robert shares his unique experience navigating Suplari’s journey from startup to Microsoft acquisition and back to startup life. He breaks down how to build a lean, AI-powered RevOps stack using tools like hubSpot, Clay, and Apol...

In this episode of the RevOpsAF podcast, host Matt Volm sits down with Dan Kalish, Director of Search Operations at JM Search, to explore what Revenue Operations looks like in the world of executive search.

Unlike the typical SaaS RevOps setup, JM Search operates with one-off, high-stakes engagements—and nearly 100% variable comp. Dan shares how he drives efficiency, alignment, and data visibility in a partner-led, services-based b...

In this episode of the RevOpsAF podcast, host Matthew Volm sits down with Stephen Messer, Co-Founder of Collective[i], to explore how artificial intelligence and autonomous agents are transforming the future of Revenue Operations.

🎯 What You'll Learn:

• Why the traditional CRM-first tech stack is becoming obsolete
• How AI replaces rigid workflows with dynamic intelligence
• What forecasting looks like when people are no longer inv...

In this episode of the RevOpsAF podcast, host Camela Thompson sits down with Leore Spira - RevOps leader, startup advisor, and founder of Israel’s first ops-focused community. Together, they break down how systems and data need to work in harmony to drive real operational efficiency across marketing, sales, and customer success teams.

💡 Key topics covered:

• The evolution of RevOps from lone wolf to strategic growth engine
• Why ...

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 ever...

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 ...

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 collabo...

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 r...

🎙️ 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 replac...

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 ...

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...

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 s...