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RevOps is our advantage. Don't get left behind.

Talk to Go Nimbly · Join us at RevFest · Follow Jen on LinkedIn

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The Changing DNA of RevOps (full deck). View here or download.

The Changing DNA of RevOps (full deck). View here or download.

Start here

I'm Jen, CEO of Go Nimbly. This page goes with my talk, The Changing DNA of RevOps. If you were in the room, here's everything I covered plus the links I promised. If you weren't, you get the whole argument without watching me click through 20 slides.

Every era of the last decade handed RevOps a new mandate:

How did we get here: from free money (2015–2019) to ops as the advantage (2026)

Operations can be a competitive advantage by building an AI-enabled GTM engine

The teams getting there are changing three things at once:

1. The roadmap. RevOps is taking on more GTM workflows, shipping real product experiences, and building for its own internal experience.
2. How we build. Centralized, agentic, code-driven builds, with a human approving every change.
3. The team. New technical and product roles, and a product mindset to match.

01 · The roadmap is changing

Here's what we're seeing:

• Taking on more GTM workflows
• Deploying real product experiences
• Building for the internal RevOps experience

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When RevOps owns AI adoption, teams report more workflows and better time savings than when GTM leadership owns it. (Scale Venture Partners)

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If RevOps doesn't build it, someone else will, and they'll take your headcount with them. The first step is deciding which work belongs to AI and which stays human. Put every recurring job somewhere on the work spectrum:

Framework: Jobs To Be Done, the work spectrum from full AI automation to pure human judgment