In this episode of Go To Market, sponsored by Fullcast and Silicon Slopes, host Amy Cook sits down with Navin Persaud, VP of RevOps at 1Password, to talk about what it takes to scale revenue with discipline, data, and operational muscle.

But let's start at the beginning.

Navin didn't start in operations. Instead, he started in sales, carrying a bag, and chasing quota, until he realized he was far more energized by the systems behind the sale: forecasting models, territory design, tech stack decisions, compensation plans, and the data story that tells the truth about a business.

This conversation is timely. Because more and more GTM teams are learning that revenue growth doesn't break because of bad selling; It breaks because of:

• Inconsistent forecasting

• Misaligned territories

• Poor data architecture

• Compensation misfires

• Fragmented tech stacks

For companies building RevOps today, Navin's advice is clear:

• Keep the GTM tech stack under RevOps control while scaling

• Move quickly, then optimize later

• Hire your RevOps leader early

• Build systems that generate strategic clarity, not just reports

And perhaps most importantly:

Hire people who want to do right, not be right.

Navin explains why RevOps should represent roughly 10% of your total go-to-market organization. If you've achieved product-market fit but haven't invested in operational muscle, growth will eventually stall.

He also explains why:

• RevOps should NOT report to Sales

• RevOps should NOT be owned by IT

• Neutrality is critical for predictive accuracy

• Poor strategy is often just poor data

This episode is a masterclass in building the operational backbone that allows sales, marketing, and partnerships to scale confidently. If you're a CRO, CEO, RevOps leader, or scaling SaaS founder — this one's for you.