Agent Stack Masters

RevOps isn’t a help desk—it’s a product function.

“AI can provide the data, we can automate the workflow, but it can't design the experience that people actually want to use.”

Revenue operations is less about managing tools and more about designing experiences people actually want to use.

Mollie Bodensteiner, Senior VP of Operations at Engine and former operations leader at Deloitte, explains why most ops teams become their own bottlenecks. She says successful revenue operations requires treating internal stakeholders like customers and that most enterprises over-engineer solutions instead of learning fast.

She shares how Engine scaled 70% year-over-year by organizing ops into pod structures—eliminating meeting fatigue and ensuring enablement isn't the last to know. That taught her to prioritize transparency over false promises when managing competing demands.

Mollie also walks through her prioritization matrix for deciding what makes the cut, warning that ops leaders who spend months on PowerPoints instead of testing will lose. She recommends hiring for curiosity over hard skills and setting quick wins within the first two weeks of onboarding. Her biggest warning: perfection kills momentum.

She predicts AI will separate operators who understand experience design from those who just automate workflows, freeing revenue teams to focus on the necessary instead of the unnecessary work that exhausts analysts before insights happen.

Haris Odobasic, co-founder of Revenue Wizards and author of The RevOps Pendulum, uses Newton’s pendulum as the perfect metaphor for RevOps: when one sphere moves, it transfers energy across all the others — but only if everything is aligned. In the same way, Sales, Marketing, and Customer Success must operate on the same plane, connected through shared data, processes, and goals.

With leadership roles at MongoDB, Docker, and Starburst—Javier shares why tech sales, while challenging, is still one of the most rewarding careers, and why humility and curiosity are cultural superpowers. We dive into universal patterns of category-winning companies, the art and science of territory management, and the critical collaboration between sales and ops. Javier also reflects candidly on unconscious bias in hiring and why recruiting should be treated like revenue.

RevOps teams often drown in manual workarounds, not flawed tools. Eugene Berson, Head of Strategy & Operations at Lambda, unpacks go to market systems that shift from friction to flow. Discover his equation-based framework for aligning strategy with execution, optimizing revenue operations metrics, and leveraging AI orchestration agents for growth.

"If your sales team is still choosing an Excel spreadsheet over your CRM, then your CRM is a problem. "—That’s just one of the truth bombs dropped by McKenah Johnson—sales creator, TikTok influencer, and GTM disruptor—on this episode of Revenue Engine Masters. With over 135,000 TikTok followers and deep roots in tech sales, McKenah is helping reshape how we talk about—and execute—modern B2B sales strategies.

In this lively and insight-packed conversation, McKenah and host Elio Narciso (Co-founder & CEO of Scalestack) explore how go-to-market execution is evolving. They dig into actionable frameworks like: how to use content to build top-of-funnel momentum, why most CRMs block sales motion instead of enabling it, and how AI SDRs are reclaiming lost pipeline by reactivating closed-lost deals—automatically.

You’ll hear how HubSpot boosted McKenah’s productivity, why AI research agents are now must-haves in sales workflows, and what makes a sales message actually stick in the buyer’s mind. Whether you're scaling a revenue ops system or building trust in every deal cycle, this episode is packed with practical, high-leverage strategies that help remove friction and unlock flow.

Roman Gruhn reveals why broken pipelines and stale data push reps into shadow systems—rebuilding CRMs in Excel—and how to refocus on rep needs, nail the build-vs-buy decision, and automate routine enrichment. Packed with real-world war stories and actionable change-management tactics, this episode supercharges your go-to-market execution and revenue growth.

Roman Gruhn, VP of Revenue Operations at Multiverse and former RevOps leader at MongoDB and Remote, explains how broken systems and quick fixes slow teams down and break trust. He says RevOps should work like a product, not a help desk, and that its job is to make sales—one of the toughest roles in tech—as smooth as possible.

He shares a dashboard story that ran perfectly but saw zero use because it never asked what reps actually needed. That taught him to focus every project on the people who use it. Roman also walks through when to build your own tools and when to buy ready-made ones, warning that quick scripts won’t hold up as you grow. He recommends keeping your goal clear and choosing projects that make the biggest difference.

Finally, Roman predicts that computers will take over routine tasks like data updates and routing, freeing RevOps teams to handle strategy, account planning, and working closely with their stakeholders.

In this episode of Revenue Engine Masters, Scalestack’s CEO and co-founder Elio Narciso sits down with Jonathan Moss, EVP of Growth, Strategy & RevOps at Experity and co-founder of the AI Business Network. Together, they discuss the importance of escaping reactive firefighting and moving toward proactive, AI-augmented execution.

With two decades of experience spanning telecom giants like Verizon and T-Mobile to healthtech scaleups and AI-native startups, Jonathan brings a unique perspective on orchestrating high-performance GTM systems, revealing how his career path provided unique insights on scaling operations while maintaining innovation and agility.

A central theme? Stop duct-taping solutions. Start thinking like a product leader. Jonathan explains how RevOps can—and must—become the orchestrator of go-to-market strategy, using automation and AI not just to improve productivity, but to eliminate the Manual Work Tax that silently bleeds revenue potential.

From creating a revenue roadmap, to managing proactive delegation styles, to developing custom GPTs that research personas and update battlecards automatically, Jonathan lays out a clear, tactical vision for what modern GTM operations should look like. If your teams are buried in admin, struggling to get out of reactive mode, or drowning in tech bloat—this episode is your playbook.

Whether you’re a CRO, RevOps leader, or sales strategist, you’ll walk away with practical ways to:

• Shift from reactive to proactive GTM execution

• Build alignment through a unified revenue architecture

• Use AI for research, enrichment, and orchestration—not just outreach

• Redesign internal systems for scale, not patchwork

• Create headspace for strategic, human-only work

Jonathan also shares why curiosity—not just technical skill—is his secret weapon, how RevOps should think like product managers, and why AI is a leapfrog technology that can help even the most “non-tech” industries reinvent themselves fast.

Packed with frameworks, battle-tested lessons, and contagious optimism, this episode captures the essence of what the GTM function must become: automated, intelligent, and deeply human.

What do great sales leaders, product managers, and advisors have in common? According to Chris DeNoia, they all know how to listen first—and prescribe later.

In this episode of Revenue Engine Masters, Scalestack’s CEO Elio Narciso sits down with Chris DeNoia, a seasoned sales operator, advisor, and fractional CRO, to explore how product thinking, deep curiosity, and real customer empathy come together to build high-performing revenue teams.

Chris shares lessons from his early days launching new products inside UnitedHealthcare—where he unknowingly became a "salesperson" before ever holding a quota-carrying role. From there, he unpacks how understanding customer pain, building true champions, and aligning your go-to-market motion with how buyers actually buy are non-negotiables for today’s GTM leaders.

They discuss what most sales teams get wrong about demos, why technology can’t fix bad processes, and how AI should be deployed to enhance decision-making—not just efficiency. Chris also shares his perspective on the evolving role of the CRO, how to hire for empathy, and what it really means to help buyers make confident decisions in a noisy market.

If you lead RevOps, SalesOps, or GTM strategy in a growing SaaS company, this episode will reshape the way you think about sales execution, leadership, and customer impact.

Tune in for actionable advice on optimizing GTM strategy, improving cross-team alignment, and balancing the speed of a startup with structure of an enterprise,

About Scalestack: the first Autonomous Revenue Engine for the enterprise. A modular and composable AI workflow automation platform to help larger sales and marketing teams know who to target, at scale.

In this episode of Revenue Engine Masters by Scalestack, Elio Narciso sits down with Meg Goetsch, VP of Go-To-Market Strategy and Operations at Forter, to explore how high-growth companies can scale their revenue operations while maintaining agility.

Meg shares insights on her career journey, from MongoDB to AWS to Forter, and reveals the strategies that have helped her lead teams through transformation.

Main Topics Covered:

• Why ownership is the foundation of great ops leadership
• How to approach your first 90 days with financial and strategic clarity
• The evolving role of RevOps—and how reporting lines shape impact
• Balancing agility and efficiency when scaling revenue teams
• Why clarity in GTM strategy is the true unlock for RevOps success

Tune in for actionable advice on optimizing GTM strategy, improving cross-team alignment, and balancing the speed of a startup with the structure of an enterprise.

🔗  About Scalestack: the first Autonomous Revenue Engine for the enterprise. A modular and composable AI workflow automation platform to help larger sales and marketing teams know who to target, at scale

Visit ⁠⁠www.scalestack.ai⁠⁠ to learn more

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The Future of RevOps & Go-To-Market

In this episode of the Revenue Engine Masters Podcast, Elio Narciso, Co-founder and CEO of Scalestack, speaks with Jared Barol, VP of Go-To-Market Strategy and Operations at Copy.ai. They discuss the future of RevOps, Go-To-Market (GTM) strategies, and how AI is reshaping revenue operations.

Jared shares insights from his career in startups, enterprise companies like Salesforce, and private equity-backed firms. He explains why alternating between large and small companies builds a well-rounded professional skill set, following a “zigzag career path.”

Key Topics Covered:

• The advantages of working at startups versus enterprises and how switching between them accelerates growth.
• The Go-To-Market tech stack problem and how AI can reduce inefficiencies.
• How SaaS evolved to create unnecessary complexity in revenue operations.
• The role of AI in sales productivity and whether it will replace RevOps functions.
• The future of sales teams and how AI can improve efficiency and reduce headcount needs.
• The shift to an apprenticeship model for sales training and why in-person learning matters.

Jared explains how technology has failed GTM teams by creating bloated tech stacks, bad data, and inefficient processes. He argues for a leaner, AI-driven approach that prioritizes revenue over tech management.

They also discuss how AI and automation will reshape GTM teams, possibly eliminating traditional RevOps roles.

Will AI finally simplify sales processes, or will it create new inefficiencies? Jared shares his take on how businesses should rethink hiring, sales planning, and revenue strategies.

If you are a RevOps leader, sales strategist, SaaS founder, or GTM operator, this conversation provides insights on future-proofing your revenue engine, reducing tech bloat, and maximizing efficiency.

🔗 Learn more about Scalestack:

Scalestack is transforming go-to-market operations with cutting-edge AI solutions and tailored data insights. Empower your sales team and unlock new opportunities with Scalestack.

Visit ⁠www.scalestack.ai⁠ to explore how we can help you scale.

If you find this episode valuable, follow the podcast for more Fireside Chats featuring insights from industry leaders. Don’t forget to share it with your network and let us know what topics you'd like us to cover next!