Episode Summary:

This week, we’ve got an extra special guest, Joe Aurilia, Jr., SVP of Operations at Cyware. Joining Gianna and Maria to talk more about the art of scaling, automating, and just plain getting stuff done. Joe takes us on a ride from being Cyware’s first U.S. hire (aka "the guinea pig") to building and overseeing every corner of operations from legal and IT to rev ops and marketing ops. 

We chat about how to spot and fix the messiest processes, why RevOps is the unsung hero of the GTM engine, and what happens when contracts, people, and data collide. Joe also drops gems on internal sales/marketing for change management, and we close out with his dream career as an ice cream shop owner.

Plus: purple dashboards, auctioneer aspirations, and a serious stance on free sprinkles.

Timestamps:

03:02 - What even is "Operations"? Joe breaks it down.

07:55 - Being Cyware’s first U.S. hire and building from scratch.

10:10 - Automate and scale: Joe’s operational north star.

13:48 - The birth of RevOps and tackling the mess no one else wants.

18:12 - Walking through change across departments and people.

22:44 - On avoiding fiefdoms and removing blockers.

27:02 - Asana, tears of joy, and operational adoption.

30:50 - Data integrity: The holy grail of RevOps.

36:40 - Working with leadership and enabling decision-making.

41:12 - Tactical wins to streamline GTM and shorten deal cycles.

47:10 - Contracts as living documents and reducing friction. 

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👉 Gianna Whitver

👉 Maria Velasquez

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