RevOpsAF The Podcast

What separates a senior RevOps leader from a technically skilled order-taker? It's not the dashboards. It's not the systems. It's the ability to say no strategically, run change management at scale, and resist becoming a high-functioning service desk.

 

In this episode of RevOpsAF, James Jackson — VP of RevOps at Snowflake, DocuSign, and Canva — shares two vivid stories: a full comp plan overhaul across a 2,700-person sales org, and the "curse of yes" doom loop that quietly breaks ops teams everywhere. The technical work is the easy part. The hard part is everything else.

 

Key topics covered:

→ Why total consumption comp plans hide top performers — and how incremental consumption fixes it

→ The three stakeholders (ELT, GTM, Finance) that every comp design must serve simultaneously

→ How to run a listening tour and use it to defuse a politically charged comp rollout

→ What "flexibility where it matters, policy where you need scale" actually looks like in practice

→ Why holdovers are largely theater — and how to limit them without triggering a mutiny

→ The "doom loop" that turns ops into a reactive service desk and how to break it

→ Above-the-line prioritization: how to stay focused when everything feels urgent

 

🎙️ Speakers:

- James Jackson, VP of RevOps (Snowflake, DocuSign, Canva) — https://www.linkedin.com/in/jamesrjacksoniii/

- Matthew Volm, CEO + Founder, RevOps Co-op — https://www.linkedin.com/in/matthewvolm/

 

🔗 Resources:

- RevOps Co-op community: https://www.revopscoop.com/membership/membership-options

- Related episode — Comp Plan Lessons Learned: https://revopscoop.com/podcast/compensation-plan-lessons-revops

- Related episode — Change Management: From Pushback to Buy-In: https://revopscoop.com/podcast/change-management-revops-enablement

- More podcast episodes: 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 #CompensationPlanning #ChangeManagement #B2B #GTM #SalesOperations #RevenueLeadership

What if RevOps stopped thinking of itself as a support function and started operating like a platform product team? That's the core argument Amani Phipps, Senior Revenue Architect at Bonusly, makes in this episode. And he backs it up with real AI systems his team has built: a Gong-to-HubSpot integration that auto-updates deal properties, a deal desk bot that cut tickets by 60%, and a multi-agent analytics system called Signal Forge that's poised to automate most of his team's reporting entirely.

 

In this conversation, Amani walks through the evolution of RevOps at Bonusly, from no RevOps function at all to an AI-first, product-minded revenue architecture team. He and Matt dig into how to start an AI journey from zero, why data hygiene is the unsexy prerequisite for everything, and what it actually means to keep a human in the loop without bottlenecking the whole system. If you're thinking about how to evolve your RevOps team for an AI-driven world, this episode is the playbook.

 

🎙️ Speakers:

- Amani Phipps, Senior Revenue Architect at Bonusly — https://www.linkedin.com/in/amani-phipps-115302117/

- 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 75: How To Go From AI Experiments to Revenue Machines: https://revopscoop.com/podcast/ai-experiments-revenue-machines

- 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 #MarketingOps #B2B #AI #GTM #ProductManagement #RevenueArchitecture

Everyone's calling their product an "AI agent." Most of them are wrong — and the difference matters a lot for how you build your RevOps tech stack.

 

In this episode, Emir Atli (Co-founder & CRO of HockeyStack) joins Matt Volm to define what a true revenue agent actually is, why the data foundation most teams have won't support real AI deployment, and what this all means for the future of RevOps as a function.

 

Emir walks through the five eras of go-to-market software — from static dashboards to autonomous workers — and explains exactly where most "AI" tools actually fall on that spectrum. He also shares what separates the best RevOps teams from the rest after working with 300+ enterprise customers, and why he believes AI will create more demand for great go-to-market talent, not less.

 

🎙️ Speakers:

- Emir Atli, Co-founder & CRO at HockeyStack — https://www.linkedin.com/in/emircatli/

- Matthew Volm, CEO & Co-founder at RevOps Co-op — https://www.linkedin.com/in/matthewvolm/

 

🔗 Resources:

- HockeyStack: https://www.hockeystack.com

- More podcast episodes: 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 #GTM #RevenueAgents #B2B

Most teams think their campaign data is good enough — until AI starts making stuff up. Drew Smith of Attributa breaks down exactly what campaign data needs to capture, why your data dictionary is now your #1 AI prerequisite, and which system decisions are quietly killing your attribution.

If you're in marketing ops, RevOps, or anywhere near campaign measurement, this one's essential viewing. Drew covers the three non-negotiable categories of campaign data (time series, categorization, method of engagement), why Salesforce parent campaigns are a trap, how HubSpot's architecture makes time-series attribution harder than it should be, and what "garbage in, garbage out" really means when AI is doing the reasoning.

 

🎙️ Speakers:

Drew Smith, Founder & CEO at Attributa — https://www.linkedin.com/in/drewsmitty/

Camela Thompson, Co-Host, RevOps Co-op — https://www.linkedin.com/in/camela-thompson/

 

Sponsored by HG Insights — real technographics, real spend intelligence, and real market signals so your territory design, segmentation, and ICP aren't based on guesswork.

 

🔗 Resources:

Attributa: https://attributa.io

HG Insights (episode sponsor): https://www.hginsights.com

Related: 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 #MarketingOps #MarketingOperations #CampaignData #Attribution #AI #DataStrategy #B2B #SalesOps

Is RevOps "adapt or die" in the age of AI — or is that the wrong question entirely? Taimoor Tariq, Founder of GTM Base, shares what 12 years in RevOps has taught him about staying relevant when everything is changing fast.

 

Spoiler: it's not about chasing the hottest tools.

 

In this episode, Taimoor breaks down why Claude Code has become his team's operating system, how to safely experiment with AI without wrecking your production CRM, and why the real RevOps differentiator has shifted to the parts AI can't do for you. He also walks through a real client use case where an afternoon of agentic AI work replaced what would have been a month-long engineering project — and why the "what cool AI tools should I use?" question is fundamentally the wrong one to ask.

 

🎙️ Speakers:

Taimoor Tariq, Founder at GTM Base — https://www.linkedin.com/in/taimoortariqx/ -

Camela Thompson, Head of Marketing at RevOps Co-op — https://www.linkedin.com/in/camela-thompson/

 

🔗 Resources:

 GTM Base: https://gtmbase.com 

RevOps Co-op community: https://www.revopscoop.com/membership/membership-options

Related episode — AI Won't Magically Fix Your Sales Team: https://revopscoop.com/podcast/ai-wont-fix-sales-team

Related episode — How to Go From AI Experiments to Revenue Machines: https://revopscoop.com/podcast/ai-experiments-revenue-machines

Related reading — This Is What Your AI-Ready Revenue System Should Look Like: https://revopscoop.com/post/what-ai-rev-systems-do

 

👉 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 #GTM #GoToMarket #RevenueOps #B2B