Revenue Operations is quickly moving from a support role to a central driver of growth. Few people see this shift as clearly as Jen Igartua.
As the founder of Go Nimbly, Jen has advised dozens of high-growth companies on building better RevOps strategies and is a sought-after speaker on the future of operations. Her perspective is shaped by years of working with operators navigating platform consolidation, workflow automation, and the practical rise of AI in go-to-market teams.
In this conversation, she shares where RevOps is headed and how you can seize the moment.
What trends are you seeing in how RevOps teams approach their GTM platforms and tech stacks?
You’re probably feeling the pull toward consolidation. Instead of juggling sprawling, disconnected stacks, the smartest teams are choosing fewer platforms that work better together. Gong is standing out right now as a front runner, serving as a system of record for conversations and insights across the business. If you’re building your stack, think about depth and integration over volume.
How are operators using workflow automation tools, and what governance challenges come with them?
“There’s this excitement around building again. It’s fun, but you run into questions like, who’s managing these? What happens when the person who built it leaves, or when you don’t even know which tool changed your Salesforce account status?”
To avoid these pitfalls, you need clear ownership and governance practices. Set standards for how automations are built, documented, and reviewed. When you do that, you can capture the creativity and speed these tools enable without creating confusion or risk for the business.
Where are you seeing real and practical applications of AI in RevOps today?
The wins are surprisingly down to earth. You can use AI for account research so you walk into meetings already armed with context. You can make SDR to AE to CSM handoffs seamless, so customers don’t have to repeat themselves. AI can also help in support with Intercom’s Fin, in routing inbound leads, and even in outbound emails.
“One team doubled their reply rate just by letting AI handle the first touch in a short, thoughtful way.”
Think about where repetitive work slows your team down, those are the areas to start.
How should RevOps leaders think about building a strong data foundation before layering in more advanced tools?
Don’t skip the basics. Advanced tools won’t save you if your data architecture is shaky or if your opportunity structures aren’t well defined. You need a reliable foundation first with clear definitions, clean data, and consistent processes. Once that’s in place, you’ll get much more value out of AI and other advanced systems, and your insights will actually hold up when the business relies on them.
What practical advice would you give RevOps leaders about implementing AI and managing change effectively?
Get your team hands on with AI, it’s the fastest way for them to see the value. Don’t let every department spin up its own automation tool; pick one primary platform to reduce complexity. And instead of long documentation no one reads, keep a simple change log. That way, everyone knows what’s evolving, and you spend less time explaining the past and more time moving forward.
Why do you believe RevOps is entering a “golden age,” and what opportunities does that create for operators?
Investors are pushing for RevOps earlier, and analysts at places like Forrester and Gartner are showing that companies with RevOps perform better. This is your golden age, people are finally paying attention. If you can connect the dots, tell the story, and show impact, you’ll find yourself on a fast track to promotion. Right now, strategic operators can step into leadership roles that didn’t exist even a few years ago.
“If you’re strategic and can tell the story, you can get promoted right now.”
How can RevOps professionals accelerate their own career growth and position themselves as strategic operators?
Shift from execution to storytelling. It’s not enough to build a report, you need to frame insights in terms that your executives care about. Show how data connects directly to business outcomes, and you’ll stand out. The operators who rise are the ones who can translate complexity into clear recommendations. This is your chance to grow faster than ever.
Go Deeper
If you enjoyed this Q&A, check out the full conversation with Jen Igartua at YouTube or Spotify.
About AccountAim
AccountAim is the planning and analytics platform built for Strategic RevOps teams. With AccountAim, RevOps teams connect all of their fragmented GTM data, automatically snapshot and see trended changes over time, and build full-funnel reporting — all without SQL or data team support. Learn how Strategic RevOps teams use AccountAim to streamline forecasting, territories, cross-sells and more here.
