#12 Eli Kaufman - Madison Square Garden to RevOps

In this episode of All Things Being SQL, Marc Mastracola, Director of RevOps at Peek, shares his journey and deep insights into the RevOps space. From his Italian cooking inspirations to thoughts on how AI can transform revenue operations, Marc gives practical advice for aligning teams, improving processes, and scaling businesses. He defines RevOps as the engine that aligns go-to-market teams across the customer journey for sustainable growth. Marc also shares a controversial opinion: companies are too reliant on tools without building the right foundation first. Tune in to hear more about the future of RevOps, AI’s role, and how to effectively build a RevOps function from scratch! As always, we're brought to you by Infer, a game changing analytics platform allowing RevOps teams to do AI powered analytics all using SQL & within their current GTM stack. Music by Noisyfilter from Fugue

In this episode of All Things Being SQL, we sit down with Gintas Dirse, a seasoned RevOps leader with a diverse background in engineering and startups. Gintas shares his journey from a small farm in Canada to leading RevOps teams across multiple global startups. He dives into the importance of aligning RevOps with company-wide growth strategies, emphasizing the need for leadership buy-in, and explains how standardizing RevOps functions can enhance organizational efficiency. Gintas also explores the potential of AI in transforming RevOps and forecasts the growing demand for GTM (Go-To-Market) engineers to augment human capital. His insights provide a roadmap for leveraging AI to optimize processes and how RevOps teams can play a pivotal role in driving profitability and growth in modern startups. Tune in to learn how Gintas approaches building RevOps from the ground up, the challenges of creating alignment across sales, marketing, and customer success, and how AI could revolutionize the future of RevOps. As always, we're brought to you by Infer, a game changing analytics platform allowing RevOps teams to do AI powered analytics all using SQL & within their current GTM stack. Music by Noisyfilter from Fugue Show produced and edited by the awesome team at Sound Media

In the latest episode of All Things Being SQL, we dive into a deep conversation with Eli Kaufman, a seasoned RevOps leader who's seen firsthand how AI and automation are reshaping the sales process. From leveraging tools like Salesforce and Gong to harnessing AI for more accurate forecasting, Eli sheds light on what it takes to drive RevOps success in today's fast-paced environment. As always, we're brought to you by Infer, a game changing analytics platform allowing RevOps teams to do AI powered analytics all using SQL & within their current GTM stack. Music by Noisyfilter from Fugue Show produced and edited by the awesome team at Sound Media

In this episode, we chat with Jeremey Donovan, EVP of RevOps at Insight Partners, about the game-changing role of AI in RevOps. Jeremey shares insights on how AI, automation, and data-driven strategies are transforming the way teams build, scale, and grow revenue operations. From the evolution of AI to overcoming adoption challenges, this episode is packed with actionable advice for anyone looking to stay ahead in the RevOps space. Plus, don’t miss his most controversial take on the future of RevOps! As always, we're brought to you by Infer, a game changing analytics platform allowing data analytics teams to do AI powered analytics all using SQL. Music by Noisyfilter from Fugue Show produced and edited by the awesome team at Sound Media

Episode Description: In this exciting episode, we sit down with Ben Austen, Director of Revenue Operations, who has a unique story and some awesome insights into the world of RevOps. Episode Highlights: Running Across London: Ben shares his epic journey of running across all 272 London Underground stations, the challenges he faced, and what motivated him to take on this unique feat. Poker to RevOps: Learn about Ben's unconventional career path, transitioning from a professional poker player to becoming a leader in Revenue Operations. Defining RevOps: Ben offers his straightforward and actionable definition of Revenue Operations, explaining why it’s essential for aligning commercial teams. RevOps Strategy: Dive into the importance of strategic planning in RevOps and how Ben approaches it to ensure sustainable growth and efficiency. AI in RevOps: Ben discusses the future of RevOps, including the pivotal role AI will play in revolutionizing the space. Controversial Take: Ben shares a thought-provoking perspective on RevOps that might challenge your current understanding of the field. Guest Bio: Ben Austen is the Director of Revenue Operations with a rich background in strategic planning and team alignment. From poker tables to boardrooms, Ben has cultivated a unique skill set that positions him as a thought leader in RevOps. Listen Now: Tune in to learn how Ben's diverse experiences have shaped his approach to RevOps and what you can do to elevate your own strategy.

In this episode of All Things Being SQL, Liam and Rich chat with Haris Odobasic, Co-founder of Revenue Wizards, a European based RevOps Consultancy helping their customers with anything RevOps and Go-to-Market related. As always, we're brought to you by Infer, a game changing analytics platform allowing data analytics teams to do AI powered analytics all using SQL. Music by Noisyfilter from Fugue Show produced and edited by the awesome team at Sound Media

In this episode of All Things Being SQL, Liam and Rich chat with Guy Longton, Head of RevOps at Prolific, a rapidly growing VC backed AI company in London. Here are some key takeaways from the interview: RevOps is a holistic approach to go-to-market strategy, going beyond traditional sales ops. The ideal RevOps candidate is intellectually curious, a problem-solver, and comfortable with making mistakes. Data is a core competency for RevOps professionals. As always, we're brought to you by Infer, a game changing analytics platform allowing data analytics teams to do AI powered analytics all using SQL. Music by Noisyfilter from Fugue Show produced and edited by the awesome team at Sound Media

In this episode of All Things Being SQL, Liam and Rich chat with Jeremy Steinbring, RevOps extraordinaire and founder of RevOnyx, a RevOps consultancy helping their clients understand their GTM & implement RevOps best practice. Jeremy shares his unique perspective on RevOps, challenging traditional thinking and emphasizing its human-centric approach. He debunks common misconceptions about RevOps as just a tool or role, highlighting its importance as a collaborative philosophy focused on improving the customer journey. Discover how leadership, emotional connections, and even personal stories shape the future of revenue operations. As always, we're brought to you by Infer, a game changing analytics platform allowing data analytics teams to do AI powered analytics all using SQL. Music by Noisyfilter from Fugue Show produced and edited by the awesome team at Sound Media

n this episode of All Things Being SQL, Liam and Rich chat with James May, RevOps leader at Risk Ledger. James shares his journey into SaaS, starting with a role at Attest where he optimized processes for SDR teams. He emphasizes the importance of a unified RevOps function to balance departmental incentives and maintain neutrality. James discusses the challenges of data quality in RevOps and the importance of defining metrics like meaningful opportunity edits and deal velocity. He also shares his thoughts on AI in RevOps, highlighting the potential for turning unstructured data into structured data. Tune in to hear James’ controversial opinion on SalesOps! As always, we're brought to you by Infer, a game changing analytics platform allowing data analytics teams to do AI powered analytics all using SQL. Music by Noisyfilter from Fugue Show produced and edited by the awesome team at Sound Media

Summary In this episode, Liam, Rich and Sam chat about all things RevOps, data and of course AI. Sam's experience setting up a RevOps function in a massive PLC is fairly unique, so we unpicked that, alongside his philosophy on hiring RevOps professionals. We covered Sam's definition of RevOps, where RevOps should sit in an org, the future of RevOps and his most controversial RevOps opinion! I hope you enjoy! As always, we're brought to you by Infer, a game changing analytics platform allowing data analytics teams to do AI powered analytics all using SQL. Music by Noisyfilter from Fugue Show produced and edited by the awesome team at Sound Media