AI-Powered RevOps – Détails, épisodes et analyse

Is your RevOps team unified, or just a collection of scattered silos?

In this episode of AI Powered RevOps, host Sandy Robinson sits down with Mallory Lee, the VP of Revenue Operations at Zipline. With over 15 years of experience leading ops at high-growth companies like Nylas and Terminus, Mallory knows exactly what it takes to knit together marketing, sales, and customer success into a single holistic strategy.

Key Takeaways:

• Unifying the Engine: Why the first step to successful RevOps is breaking down isolated department silos.
• The "Twice a Day" Rule: A simple leadership framework for driving company-wide AI adoption.
• Automating the Pipeline: How to use AI to handle CRM admin work so reps only have to focus on close dates and deal amounts.
• The Rise of the GTM Engineer: Why this new role is critical for orchestrating complex AI systems.
• AI Literacy at Home: A personal look at raising kids in the age of AI and using agents to track health and fitness.

• Mallory Lee, VP of Revenue Operations at Zipline: Connect on LinkedIn

Tools & Resources Mentioned:

• Zipline: getzipline.com (Retail communication and task management)
• Clay: clay.com (Target account research and enrichment)
• Fathom: fathom.video (AI call recording and CRM automation)
• ZoomInfo: zoominfo.com (B2B data and intent)
• Salesforce & HubSpot: CRM and Marketing Automation
• Gong & Clary: Sales intelligence and forecasting

[00:32] Introduction: Meet Mallory Lee, VP of RevOps at Zipline.

[03:21] The Unification Mission: Stitching revenue departments together.

[04:26] Personal Fun Fact: Building a ChatGPT Health & Fitness Agent.

[06:04] Early Adoption: The Nylas "Twice a Day" AI usage challenge.

[09:28] Standardizing AI: Getting sales teams on a uniform process.

[12:41] The Clay Game-Changer: Automating weeks of manual account research.

[18:02] Tech Stack Governance: Consolidation vs. Duplication.

[22:05] The CRM Utopia: Automated opportunity updates via Fathom.

[26:56] The GTM Engineer: Why AI agents need "managers," not just users.

[32:49] AI Literacy: Raising children and spotting "fake" content.

[38:33] Rapid Fire: ROI, Data Readiness, and why AI won't replace RevOps.

Keywords: Revenue Operations, GTM Strategy, AI Agents, Sales Automation, Tech Stack Consolidation, CRM Governance, Salesforce, HubSpot, GTM Engineering, B2B Marketing Ops, RevOps, SalesOps, Automation, B2BGrowth, SalesTech, DataScience, AIPoweredRevOps, AI Driven

https://www.linkedin.com/in/sandyrobinson/

Website: www.SandyElevates.com
www.AI-PoweredRevOps.com

AI-Powered RevOps is a Sandy Elevates production.
© 2025 Sandy Elevates. All rights reserved.

AI-Powered RevOps: Ending "Metrics Tourism"

In this episode, Sandy Robinson sits down with Oscar Armas-Luy, VP of Revenue Operations at Garner Health. Oscar blends a Computer Science background with GTM execution to dismantle AI hype and replace it with a practical playbook for 2026.

Oscar reveals his strategy for turning Gemini Pro and Google Apps Script into a custom automation engine that eliminates hours of manual reporting and human error. If you’ve ever felt buried under dashboards that look pretty but drive zero action, this episode is your antidote.

• The "Metrics Tourism" Trap: Why "interesting" data is the enemy of actionable growth telemetry. Oscar explains how to stop reporting for reporting's sake and focus on the inputs that actually move the needle.
• The AI Spreadsheet Engine: A technical deep dive into using LLMs to write code that supercharges Google Sheets and Excel. Learn how Oscar automated a 3-hour manual reporting "beast" into a 30-second refresh.
• Strategic Thought Partnership: Moving beyond simple task automation. Oscar shares how he uses AI for Game Theory in vendor negotiations and to pressure-test contrarian ideas to avoid confirmation bias.
• Design Risk vs. Execution Risk: A new leadership framework. Why the biggest threat to AI adoption isn't technical failure, but propagating suboptimal architecture at scale.

• [00:31] Meet Oscar Armas-Luy: From Computer Science to RevOps Leadership.
• [04:23] Language as Math: Why LLMs are "Pattern Machines."
• [06:03] Why Oscar has declared war on "Metrics Tourism."
• [08:26] The Tech Stack: Scaling RevOps with Google Apps Script and Gemini Pro.
• [14:24] Evolution of AI: Moving from task-bot to strategic thought partner.
• [17:16] Negotiation Strategy: Using AI for vendor contracts and game theory.
• [23:51] Vendor Reality Check: Why "Out of the Box" AI features often fail.
• [28:49] Design Risk vs. Execution Risk: The new framework for AI leadership.
• [31:51] Rapid Fire: Data readiness and the future of the role.

  Links

• Automation: Google Apps Script
• Sales Tech: Chorus.ai | Notion AI
• Connect with Oscar: LinkedIn Profile
• Connect with Sandy: LinkedIn Profile

Keywords: Revenue Operations, RevOps Strategy, GTM Execution, B2B Sales Growth, Marketing Operations, Sales Operations, Salesforce Automation, Google Apps Script for RevOps, AI in Revenue Operations, Data Architecture, Sales Enablement, Growth Telemetry, Garner Health, Sandy Robinson.

Website: www.SandyElevates.com
www.AI-PoweredRevOps.com

AI-Powered RevOps is a Sandy Elevates production.
© 2025 Sandy Elevates. All rights reserved.

SUMMARY
Jeff Ignacio (Founder, RevOps Impact) joins Sandy Robinson to break down how modern RevOps teams are using AI to accelerate outbound, enrich accounts fast, and shift rep time back to customer-facing work. We cover GTM Engineering, build vs. buy (TCO + technical debt), human-in-the-loop for enterprise, and practical “start small” steps to adopt AI without breaking your systems.

SHOW NOTES
• Jeff’s background: hyperscalers + startups → independent advisory (RevOps Impact)
• Build vs. buy: total cost of ownership, cost/quality/speed tradeoffs, and succession planning
• The SPORTS framework: Strategy → Process/Playbooks → Operating Rhythms → Targets/Thresholds/Trends → Systems
• A 4-step outbound framework: company research → persona research → offer/value prop → tailored sequencing
• Human-in-the-loop: when automation works vs. when review matters (enterprise/ABX)
• Adoption: early wins, champions, and overcoming skepticism
• Where to start: use existing vendor AI features, learn webhooks/APIs, and strengthen prompting
• Rapid fire: data readiness, churn analysis, ROI (revenue attainment + CAC), future of RevOps

LINKS MENTIONED
• RevEngine / RevOps Impact Newsletter: https://revengine.substack.com
• Marketing Against the Grain: https://www.marketingagainstthegrain.com
• YouTube: https://www.youtube.com
• Clay: https://www.clay.com
• Zapier: https://zapier.com
• Make: https://www.make.com
• HubSpot: https://www.hubspot.com
• Salesforce: https://www.salesforce.com
• Slack: https://slack.com
• ChatGPT: https://chatgpt.com

Sandy’s Linkedin: https://www.linkedin.com/in/sandyrobinson/
Website: www.SandyElevates.com
www.AI-PoweredRevOps.com

KEYWORDS
AI-Powered RevOps, Revenue Operations, RevOps, GTM Engineering, AI agents, outbound automation, sales sequencing, personalization at scale, build vs buy, TCO, technical debt, change management, adoption, human-in-the-loop, ABX, enterprise sales, data enrichment, data hygiene, APIs, webhooks, workflow automation, prompting, SQL, Python, LLMs, churn analysis, CAC, LTV, Clay, Zapier, Make, HubSpot, Salesforce, Pardot/MCAE, Slack, RevOps Impact, RevEngine, SPORTS framework, baseball card account profile, Jeff Ignacio

AI-Powered RevOps is a Sandy Elevates production.
© 2025 Sandy Elevates. All rights reserved.

Summary

In this episode of AI Powered RevOps, host Sandy Robinson interviews Jordan Shaheen, Head of Revenue and Strategy operations at Candid. They discuss the transformative role of AI in revenue operations, focusing on data enrichment, strategic analysis, and the integration of AI tools to enhance efficiency and decision-making. Jordan shares insights on transitioning Candid from a direct-to-consumer to a B2B model, the importance of continuous learning, and the evolving role of RevOps in leveraging AI for business growth.

• AI is a lever for RevOps leaders to drive strategy.
• Transitioning from direct-to-consumer to B2B requires operational rigor.
• Data enrichment and analysis are key to developing customer profiles.
• AI tools can augment human processes, not replace them.
• Continuous learning is crucial for adapting to AI advancements.
• Voice-to-action tools enhance field reps' efficiency.
• AI can improve decision-making confidence and reduce clerical work.
• RevOps teams benefit from generalists who can adapt to AI.
• AI tools should be tested at scale for real impact.
• Leadership buy-in is essential for successful AI integration.

• 00:00:05 Introduction and Guest Introduction
• 00:00:33 Candid's Business Transformation
• 00:01:39 AI in Revenue Operations
• 00:02:35 Tools and Strategies
• 00:05:03 AI Implementation and Testing
• 00:10:02 Leadership and Team Dynamics
• 00:20:52 Continuous Learning and Adaptation
• 00:28:21 AI's Impact on Efficiency
• 00:35:01 Measuring AI's ROI
• 00:35:54 Future of RevOps with AI

Jordan's Linkedin: https://www.linkedin.com/in/jordanshaheen/

Sandy's Linkedin: https://www.linkedin.com/in/sandyrobinson/

Website:

www.SandyElevates.com

www.AI-PoweredRevOps.com

Tools Mentioned:

• Clay: clay.com (Clay)
• Zap commonly refers to Zapier) zapier.com
• RB2B: rb2b.com
• AiSDR: aisdr.com
• Hexcode: hexcode.ai
• Salesforce: salesforce.com (Agenforce)

AI, RevOps, data enrichment, strategic analysis, B2B transformation, continuous learning, AI tools, business growth, revenue operations, efficiency

AI-Powered RevOps is a Sandy Elevates production.
© 2025 Sandy Elevates. All rights reserved.

Summary

In this episode of AI Powered RevOps, Sandy Robinson interviews Prudhvi Raju, who shares his insights on the intersection of analytics and revenue strategy. Prudhvi discusses his journey in revenue operations, the role of AI in enhancing decision-making, and the importance of leveraging data for informed business strategies. He emphasizes the need for clean data, the integration of AI tools, and the evolution of CRM systems in the future of RevOps. The conversation also touches on the significance of involving sales teams in the development of AI initiatives and the necessity of building internal tools to streamline processes.

Takeaways

• Prudhvi emphasizes the importance of clean data for effective AI implementation.
• AI can significantly reduce the time needed for tasks like account research.
• Involving sales teams in the development of AI tools is crucial for adoption.
• RevOps is evolving towards a data-led process rather than an operational one.
• Building internal tools can enhance efficiency and reduce reliance on external vendors.
• AI should be viewed as a support system for RevOps professionals.
• The future of CRM will likely involve more integrated and flexible systems.
• Feedback from users is essential in shaping AI tools and initiatives.
• RevOps leaders must adapt to the changing landscape of technology and data.
• Collaboration across departments is key to successful RevOps strategies.

Sound bites

"The possibilities are infinite."

"AI will do it in a minute or two."

"AI is always going to be a tool."

Chapters

00:00 Introduction to RevOps and AI

02:49 Prudhvi's Journey in Revenue Operations

05:55 The Role of AI in RevOps

08:46 Building a Central Intelligence System for Revenue

11:40 Leveraging Data for Informed Decisions

14:47 Getting Started with AI in RevOps

17:48 Adoption and Integration of AI Tools

20:43 Navigating Tool Overload in RevOps

23:43 Building Internal Tools for Efficiency

26:42 The Future of CRM and RevOps

29:39 Influencing Organizational Change

32:30 Rapid Fire Questions on AI in RevOps

Prudhvi's Linkedin: https://www.linkedin.com/in/raju-prudhvi/

Tools discussed during the show:

• AI tool building is replit.com
• Image generation - Gemini
• Code support, if anybody has a little coding experience - Claude
• Automation - n8n or Zapier

Sandy's Linkedin: https://www.linkedin.com/in/sandyrobinson/

Website:

www.SandyElevates.com

www.AI-PoweredRevOps.com

Keywords:

RevOps, AI, Revenue Operations, Data Analytics, Machine Learning, CRM, Business Strategy, SaaS, Central Intelligence, Data-Driven Decisions

AI-Powered RevOps is a Sandy Elevates production.
© 2025 Sandy Elevates. All rights reserved.

Summary

Guest: Amani Phipps, Director of Business Operations and Analytics at Bonusly

In this episode of AI-Powered RevOps, Sandy and Amani Phipps discuss the transformative role of AI in revenue operations. Amani shares his journey from finance to business operations, emphasizing the importance of an AI-first approach in modern organizations. They explore practical steps for integrating AI tools, the challenges faced during implementation, and the significance of data cleanliness and feedback mechanisms. Amani highlights the need for leadership buy-in and the evolving nature of RevOps in the age of AI, encouraging listeners to start small and embrace change.

Takeaways:

• AI is a teammate that needs feedback and training.
• Start small with AI applications in daily tasks.
• Data cleanliness is crucial for effective AI use.
• Leadership buy-in is essential for AI adoption.
• AI can automate repetitive tasks and enhance efficiency.
• Continuous improvement is key in AI implementation.
• Feedback mechanisms help refine AI tools.
• AI will transform the future of RevOps.
• Embrace change and be open to new tools.
• AI is here to stay and will evolve with the industry.
• Transforming RevOps with AI: Amani Phipps' Insights
• The Future of Revenue Operations: Embracing AI
• Course mentioned by Amani - Harvard's Free Computing Course: https://www.youtube.com/cs50

Amani Phipp's Linkedin: https://www.linkedin.com/in/amani-phipps-115302117/

Sandy Robinson's Linkedin: https://www.linkedin.com/in/sandyrobinson/

Sound bites:

"AI is here to stay."

"AI is your teammate."

"Start small with AI."

Chapters

00:00 Introduction to AI-Powered RevOps

01:27 Amani's Background and Journey

05:18 Transitioning to AI-First Operations

08:10 Starting with AI: Practical Steps

12:35 Building Bonusly GPT: A Case Study

18:44 Overcoming Challenges in AI Implementation

21:14 Feedback Mechanisms and Continuous Improvement

28:14 The Role of Leadership in AI Adoption

33:24 Future of RevOps and AI Integration

44:33 Rapid Fire Questions and Key Takeaways

Keywords

AI, RevOps, business operations, analytics, Bonusly, AI-first, automation, data management, leadership, change management

www.AI-PoweredRevOps.com

AI-Powered RevOps is a Sandy Elevates production.
© 2025 Sandy Elevates. All rights reserved.

AI-Powered RevOps is where real talk meets real-world execution in an AI-powered world. Host Sandy Robinson sits down with operators, enablement leaders, GTM owners, and vendors to unpack what’s actually working (and what isn’t) when it comes to building an AI-powered revenue engine, without losing your mind in the process.

On this show, you’ll hear:

• How teams are really using AI in RevOps and enablement
• Experiments, playbooks, and the messy lessons learned along the way
• Alignment, change management, and leadership in the middle of constant change
• Success stories, major flops, and unapologetic hot takes
• Deep dives on tools and workflows from practitioners, vendors, and operators in the trenches
• Every episode closes with 5 rapid-fire questions pulled from what everyone is asking in RevOps right now

No BS and no scripts. Just candid conversations designed to leave you with ideas to try tomorrow, solutions to nagging problems, insights on tools, and guidance on how to keep your revenue engine (and your sanity)running. Expect a few laughs, plenty of honesty, and seriously actionable ideas.

Sandy Robinson has spent over 20 years leading Revenue Operations and Enablement in SaaS and other industries, in small startups, growing scale-ups, and mature or even public companies. From building sales operations foundations and leading cross-functional GTM teams, to designing revenue engines built for scale and aligning marketing, sales, and customer success around the full customer journey. Her focus has always been on turning messy, real-world challenges into practical playbooks, empowering teams through training and change management, and challenging the status quo when it gets in the way of growth. A few years ago, she completed her Master’s degree in Education in Training and Development. Sandy wanted to do this podcast because she is in student mode, and she wanted to share her learnings with others. She has always had a passion for continuous learning, and now that focus is on AI in RevOps.

If you’re ready for clarity, a few laughs, and a steady stream of actionable ideas, hit follow on AI-Powered RevOps and queue up the first episode.

© 2025 Sandy Elevates. All rights reserved.

Show Notes:
In this episode of AI-Powered RevOps, Sandy Robinson sits down with Roi Carmel, CEO and co-founder of Spotlight.ai, to talk about the future of AI in enterprise B2B sales and what it means for RevOps leaders, sales teams, and go-to-market organizations.

Roi shares how his background in high-growth SaaS companies led him to build Spotlight.ai, a platform focused on helping enterprise revenue teams turn buyer interactions into decisions and action. Sandy and Roi break down one of the biggest challenges in today’s market: too many companies are chasing AI tools for sales and RevOps without first identifying the real business problem.

This conversation explores how to evaluate AI for RevOps, what it actually means to be AI-ready, and why automating a broken sales process can make the problem worse. Roi explains why teams should start with bottlenecks, align on business goals, and measure AI success against the exact operational metric they want to improve.

They also dive into MEDDPICC, forecast accuracy, deal qualification, sales productivity, and the balance between AI automation and human-led selling. Roi shares his framework: Listen, Understand, Decide, Act, and explains how enterprise sellers will increasingly shift from executors to orchestrators as AI takes over more administrative and analytical work.

This episode is packed with practical insight for RevOps professionals, CROs, sales leaders, revenue leaders, and anyone navigating the fast-changing world of AI in B2B sales.

In this episode:

• How RevOps teams should evaluate AI tools
• Why shiny-object syndrome creates bad AI decisions
• What “AI-ready” really means
• How AI can improve qualification, forecasting, and execution
• Why human sellers still matter in enterprise sales
• The future of AI agents in sales workflows

About Roi Carmel:
Roi Carmel is the CEO and co-founder of Spotlight.ai, an autonomous enterprise sales platform helping revenue teams improve qualification, value selling, and sales execution with AI.

Roi: https://www.linkedin.com/in/roicarmel/

Timestamps:
00:00 Intro
01:23 Roi’s background
04:35 Archery, discipline, and repetition
07:39 AI hype in RevOps
14:32 What AI-ready looks like
20:17 What teams miss in AI evaluation
30:22 The future of enterprise sales
38:09 Rapid-fire AI questions
41:41 Spotlight.ai overview
45:23 Final thoughts

Keywords:
AI Powered RevOps, Roi Carmel, Spotlight.ai, AI in sales, AI in RevOps, enterprise B2B sales, RevOps, MEDDPICC, forecast accuracy, revenue operations, sales productivity, GTM strategy, AI agents, sales automation

https://www.linkedin.com/in/sandyrobinson/
Website: www.SandyElevates.com
www.AI-PoweredRevOps.com

AI-Powered RevOps is a Sandy Elevates production.
© 2025 Sandy Elevates. All rights reserved.

Summary

In this episode of AI Powered Rev Ops, Sandy Robinson interviews Olga Traskova, VP of Revenue Operations at BirdEye. They discuss the evolution of AI in revenue operations, focusing on practical strategies for implementing AI to enhance productivity and efficiency. Olga shares her journey in the field, the phases of AI adoption, and the importance of mutual action plans in sales processes. The conversation also touches on leadership expectations, budgeting for AI tools, and the future of AI in revenue operations.

Takeaways

AI can reshape how teams operate.

Data cleanliness is crucial for effective AI use.

Mutual action plans are essential for sales success.

AI adoption occurs in phases: personal productivity, workflow acceleration, and operating systems.

AI can help analyze deal performance and risks.

Leadership expects quick decision-making with AI.

AI will replace roles that do not adapt to its use.

The future of revenue operations will involve AI agents working alongside humans.

AI tools can enhance sales efficiency and forecasting accuracy.

Understanding the costs associated with AI tools is vital.

Olga's Sound Bites:

"Move beyond the AI hype."

"Garbage in, garbage out."

"AI will be replacing people."

Chapters

00:00 Introduction to AI in Revenue Operations

01:41 Olga Traskova's Journey in Revenue Operations

04:28 The Evolution of AI in Revenue Operations

07:36 Phases of AI Adoption in RevOps

10:33 Implementing Mutual Action Plans with AI

13:49 AI's Role in Sales Conversations

16:38 Facilitating Mutual Action Plans

19:40 The Future of AI in Revenue Operations

22:35 AI's Impact on Daily Operations

25:28 Budgeting and Headcount in the Age of AI

28:36 Leadership Expectations with AI

31:47 Rapid Fire Questions on AI in RevOps

34:28 Conclusion and Future Insights

45:03 NEWCHAPTER

Olga's Linkedin: https://www.linkedin.com/in/olgatraskova/

Keywords

AI, Revenue Operations, Olga Traskova, Mutual Action Plans, Sales Automation, AI Strategy, Go-To-Market, Data Cleanliness, AI Adoption, Sales Efficiency

Sandy's Linkedin: https://www.linkedin.com/in/sandyrobinson/

Website: www.SandyElevates.com
www.AI-PoweredRevOps.com

AI-Powered RevOps is a Sandy Elevates production.
© 2025 Sandy Elevates. All rights reserved.

Summary

In this episode of AI-Powered RevOps, Sandy talks with Lindsay Rothlisberger, who leads GTM Strategy Ops and AI at Zapier, about how RevOps teams can apply AI in practical ways across marketing, sales, CS, enablement, and analytics. They dig into CRM data quality, pipeline risk, coaching bots, renewal strategy, self-service reporting, and why the best AI use cases often start at customer transition points.

Key Takeaways

• Start AI where customer transitions break down, especially handoffs between marketing, sales, onboarding, and customer success.
• Treat AI workflows like products: launch, learn, improve the data behind them, and keep refining the output.
• Strong AI use cases in RevOps include coaching bots, call prep, lead classification, renewal strategy, and self-service reporting.
• Context is the real advantage in RevOps, and AI becomes far more useful when teams package business logic and definitions into the workflow.
• Planning in AI-heavy environments has to stay flexible, with clear tradeoffs and a process for changing priorities quickly.

Chapters

00:05 Welcome and episode setup
01:29 Lindsay’s path from marketing ops to RevOps at Zapier
04:40 Fun fact: Bravo, Real Housewives, and work-life balance
06:04 How Zapier got started with AI internally
07:18 Early use cases: call prep, coaching bots, and chat analysis
09:11 Build vs. buy and embedding AI into workflows
10:27 RevOps team structure and AI use cases across functions
14:36 Using AI to improve customer transitions and renewals
20:10 Why context is RevOps’ biggest AI advantage
22:14 Cursor, Databricks MCP, and self-service analytics
27:15 Deterministic workflows vs. adaptive agents
30:07 Planning, operating models, and changing priorities fast
34:05 Data quality guardrails and avoiding “garbage in, garbage out”
36:06 Cross-functional AI work and enabling self-service
41:48 Coaching, enablement, and AI role play
44:03 Rapid fire: where RevOps should start with AI
47:31 Lindsay’s advice: build something and learn by doing

Links

Zapier: https://zapier.com
Gong: https://www.gong.io
Cursor: https://www.cursor.com
Databricks: https://www.databricks.com
ChatGPT: https://chatgpt.com
Slack: https://slack.com
Salesforce: https://www.salesforce.com
Clay: https://www.clay.com
Seismic: https://seismic.com

Keywords

RevOps AI, GTM strategy, CRM data quality, pipeline risk, AI agents, workflows, adaptive agents, coaching bots, MCP, sales enablement, GTM automation

Sandy: https://www.linkedin.com/in/sandyrobinson/
www.SandyElevates.com
www.AI-PoweredRevOps.com
AI-Powered RevOps is a Sandy Elevates production.
© 2025 Sandy Elevates. All rights reserved.