In this episode of the Thread Podcast, Justin Vandehey interviews Benjamin Roach, Director of Revenue Operations at Optio Incentives, to explore what it takes to build RevOps in the equity compensation and incentives space. Ben shares his “traditional” path from sales into RevOps, why he deliberately took a step back into a junior ops role, and how getting technical became a career unlock.

They dig into the complexities of selling and operating in equity management—where revenue can include ARR, transactional fees, and services, and where buyers span CFOs, CHROs, legal, and finance. Ben also shares his point of view on AI: where it can help participants and admins get fast answers, and why data quality and human oversight still matter. The episode closes with career advice for aspiring RevOps leaders and how to learn the craft.

Key topics covered

• Why Ben moved from sales → RevOps (and why he “took a step back” to level up)
• Equity compensation complexity: strike price, taxes, vesting, global compliance
• How Optio’s GTM motion sells “trusted partner + tech,” not just software
• Measuring growth in equity management beyond traditional ARR
• AI in equity management: where it’s useful today and where it’s risky
• Career advice: become technical, stay curious, build a broader toolbelt

Memorable moments / quotable lines

• “Stock options… were unknown to me. You get handed them and think, maybe one day I’ll make money.”
• “AI is only as good as your data models.”
• “Don’t be scared to take a step backwards.”
• “RevOps wears so many hats—you need a lot of tools on your toolbelt.”

Chapters (suggested)

00:00 – Welcome + Ben’s intro
 01:00 – From sales to RevOps (and why he took a step back)
 02:10 – Why the equity/incentives space pulled him in
 03:30 – Aligning finance, HR, and revenue metrics
 04:45 – Why revenue isn’t just ARR in equity management
 05:30 – Simplifying a complex story for CFOs/CHROs/legal
 06:55 – Global compliance + product readiness constraints
 09:00 – AI in equity: what it can and can’t do (yet)
 11:05 – Career advice for aspiring RevOps leaders
 13:45 – Plug: Optio + how to connect with Ben

In this episode of the Thread Podcast, Justin talks with Tyler Will, VP of GTM Strategy & Ops at Intercom, about how modern revenue organizations are evolving in an era defined by AI, PLG-to-enterprise transitions, and go-to-market speed.

Tyler shares his journey from economic consulting and Bain, to GTM leadership at LinkedIn, to now scaling RevOps at Intercom. He breaks down the key differences between operating at a 20,000-person giant and a high-velocity SaaS company, why balancing PLG and enterprise sales motions requires intentional system and process design, and how Intercom rebuilt its routing, sales assist, and pricing guardrails to accelerate ACVs and bring clarity back to the customer journey.

The conversation digs into how AI is reshaping selling—not by replacing reps, but by giving them time back. From auto-generating QBR decks to enriching data behind the scenes, Tyler explains why AI actually makes sales more human, not less. He also shares why the next generation of RevOps talent will shift from narrow specialists to curious generalists who leverage AI, understand the full GTM workflow, and act as true co-owners of the business.

This is a high-signal episode for anyone thinking about PLG evolution, GTM design, AI-powered sales, and how RevOps must evolve to meet the moment.

Chapters

00:00 — Intro + Tyler’s Background
Justin sets up the episode; Tyler shares his path from consulting and Bain to LinkedIn to Intercom.

02:00 — Early Career Lessons: From Consulting to GTM
How economic consulting and strategy work shaped Tyler’s analytical and leadership approach.

03:30 — Operating at Scale: LinkedIn vs. Intercom
Why large enterprise GTM is committee-driven, and how smaller SaaS companies require speed, adaptability, and influence without authority.

06:00 — PLG, Sales-Led, and the Middle Ground
How Intercom balances self-serve PLG customers with enterprise sales—and why a “Sales Assist” motion has become critical.

08:30 — Redesigning Routing, Guardrails & ACV Growth
How simplifying and separating motions helped Intercom lift sales-led logos and drive higher ACVs.

10:45 — AI as an Amplifier, Not a Replacement
Why AI frees reps from low-value tasks (QBR decks, data cleanup) and makes room for more human selling.

13:20 — The Real Risk: Overvaluing Human Busywork
Why reps aren’t losing points for doing things manually—and why AI should elevate the conversation, not eliminate the human.

15:00 — The Future of RevOps Careers
Why RevOps is shifting from specialists to generalists who use AI, understand systems, and act like business owners.

18:00 — What RevOps Leaders Should Learn Next
Tyler’s advice to aspiring operators—how to become more valuable by being curious across the entire GTM ecosystem.

19:30 — Closing Thoughts + Intercom Hiring
Tyler encourages RevOps pros to embrace the field and shape the future; Justin wraps the conversation.

Episode Summary

In this episode of the Thread Podcast, host Justin Vandehey sits down with John Queally, Senior Director of Revenue Operations at Clari, to explore how RevOps is evolving in the age of AI, and what it really means to build a data-driven go-to-market organization.

John’s career spans consulting, analytics at JP Morgan, leadership roles at American Express and Qualtrics, and now Clari — one of the companies that helped define modern RevOps. He shares how his early assumption that tech companies were “amazing at data” turned out to be completely wrong, and why that realization led him to see RevOps as the spinal column and nervous system of every go-to-market organization.

Together, they dive deep into:

• How to unify fractured data systems across sales, marketing, CS, and product
• The difference between “tools” and true data architecture
• Why AI is exposing every fault line in go-to-market organizations
• The human side of RevOps: partnerships, trust, and communication
• What “world-class” looks like for RevOps in 2025 and beyond
• How to balance machine intelligence with human intuition in sales
• And how leaders can prepare for the next generation of revenue operations

Chapters

00:00 – Introduction
Justin introduces John Queally and his path from consulting and banking to RevOps leadership at Clari.

01:10 – From JP Morgan to Clari: The Data Reality Check
John shares how his early experience in finance led him to realize how disorganized data is across tech companies — and how that sparked his RevOps journey.

03:30 – Defining RevOps as the Spinal Column
Why RevOps should serve as the connective nervous system for GTM — ensuring every function operates from the same base of facts.

05:00 – What “World-Class” RevOps Looks Like Today
John explains how the definition of world-class RevOps is shifting toward data ownership, cohesive field experiences, and AI-enabled decision-making.

06:30 – AI vs. Human Intuition
The ongoing tension between automation and human instinct in sales — and why RevOps needs to serve as a checkpoint, not a replacement.

08:15 – The Future of CRM and GTM Systems
A look ahead at how the sales tech stack is evolving beyond monolithic CRMs into a connected ecosystem of specialized tools.

10:00 – Machine Learning and Predicting Customer Behavior
John shares how Clari partnered with data science firm QuadSci to achieve 94% churn prediction accuracy — and how that insight gets surfaced seamlessly to the field.

13:00 – Cross-Functional Alignment at Scale
Why true RevOps alignment comes from people, not tickets — and why John’s team embeds directly within every GTM function.

15:30 – Developing the Next Generation of RevOps Leaders
The skills operators need to thrive in this next era — including data fluency, architectural thinking, and strategic ownership.

18:00 – The AI Wake-Up Call
Why 80% of AI projects fail — and how RevOps leaders can prepare their orgs by fixing data quality and alignment first.

20:00 – Closing Thoughts
John’s reflections on RevOps as a community-driven discipline, the future of collaboration, and why every GTM leader must now own their data story.

In this episode of the Thread Podcast, host Justin Vandehey sits down with Max Mozes, Director of Revenue Operations at Walmart for Business, to unpack what it takes to build a world-class B2B motion inside one of the world’s largest retail organizations.

Before joining Walmart, Max carried a quota as a seller, scaled local business teams at LevelUp (acquired by Grubhub for $400M), and held key operational roles at Amazon Business — giving him a unique perspective on how to connect frontline sales experience with scalable systems and data strategy.

Together, Justin and Max dive into:

• The evolution of RevOps from sales enablement to strategic business architecture
• How Walmart is redefining B2B commerce for 30+ million potential business customers
• What RevOps looks like when you’re serving both local bakeries and Fortune 500s
• The art of structuring and prioritizing massive datasets across millions of prospects
• Why data enrichment and hierarchy matter more than just “more data”
• What’s hype vs. what’s real when it comes to AI and GTM automation
• And the soft skills that separate good operators from great ones: agency, resourcefulness, and ownership

 Key Takeaways

• B2B at scale is an architecture problem. Data flows, enrichment, and prioritization define how sales teams actually execute.
• RevOps must translate complexity into clarity. The role is as much about storytelling as it is about systems.
• AI and data are only as powerful as the processes behind them. Automation should amplify human productivity, not replace it.
• Resourcefulness + Agency = Operator Superpowers. The best RevOps leaders identify problems, fix them, and bring solutions already in motion.

Memorable Quotes

Chapters

00:00 — Introduction: From Seller to RevOps Leader
 02:00 — Lessons from LevelUp and Amazon Business
 03:30 — Bridging Sales and Operations
 05:00 — Inside Walmart for Business: Scaling B2B at Retail Scale
 08:00 — Data Architecture, Enrichment, and Prioritization
 11:00 — AI Hype vs. Reality in Enterprise RevOps
 14:00 — Building Resourceful Teams and Taking Ownership
 17:00 — Walmart for Business: Hiring and Next Steps

Resources & Mentions

• Walmart for Business — https://business.walmart.com
• Grubhub acquires LevelUp — $400M acquisition (TechCrunch, 2021)
• Max Mozes on LinkedIn — https://www.linkedin.com/in/maxwellmozes

 About the Guest

Max Mozes is the Director of Revenue Operations at Walmart for Business, where he leads strategy, data, and process optimization for one of the largest B2B commerce initiatives in the U.S. His career spans sales and RevOps roles at Amazon, Grubhub/LevelUp, and high-growth startups, giving him a rare perspective on building go-to-market infrastructure from both startup scrappiness and enterprise scale.

In this episode, Chantel Hirschel, Director of Revenue Operations at Sana, discusses the unique challenges and opportunities in the healthcare industry, particularly in revenue operations. 

She shares insights on transitioning from traditional B2B SaaS to healthcare, the importance of HIPAA compliance, and the role of AI in rev ops. Chantel also offers advice for aspiring leaders in the field, emphasizing the importance of communication and strategic thinking.

Chapters

1. Introduction to Chantel Hirschel(0:00)
2. Transitioning to Healthcare Rev Ops(3:00)
3. AI and Automation in Rev Ops(9:00)
4. Leadership and Communication in Rev Ops(15:00)
5. Future of Sales and Rev Ops(21:00)

In this episode of the Thread Podcast, host Justin Vandehey speaks with Larry Peters, the Chief Revenue Officer of World of Dance. 

They discuss Larry's extensive background in sales and marketing within the sports and entertainment industries, emphasizing the importance of understanding customer needs and the role of practice in sales. 

Justin and Larry explores the integration of AI in sales strategies, particularly in enhancing team efficiency and customer engagement. Larry shares insights on building effective sales teams and the unique challenges of marketing to Gen Z consumers.

Chapters

00:00 Introduction to Larry Peters and His Background
08:40 Building Revenue Strategies in Entertainment
17:38 The Role of AI in Sales
24:20 Engaging with Gen Z Consumers

Summary

In this episode of the Thread Podcast, host Justin Vandehey speaks with Kara Brown, founder and CRO of Lead Coverage, about her journey in the supply chain industry, the importance of go-to-market strategies, and the impact of AI on sales technology. Kara shares insights from her book, 'The Revenue Engine,' and discusses the challenges faced by women entrepreneurs in achieving significant revenue milestones. The conversation also delves into the intricacies of the supply chain ecosystem and the necessity for companies to adapt to technological advancements.

Takeaways

• Kara Brown emphasizes the importance of owning customer email addresses for effective marketing.
• The supply chain industry has a low bar for go-to-market activities, presenting opportunities for growth.
• Women entrepreneurs face significant challenges in reaching $1 million in revenue.
• Kara's book, 'The Revenue Engine,' serves as a framework for success in the supply chain sector.
• AI is transforming sales tech, but many companies are lagging behind in adoption.
• Understanding the total addressable market (TAM) is crucial for business strategy.
• Kara's agency focuses on companies that physically move freight or have the tech behind it.
• The conversation highlights the tactile nature of logistics and its importance in business.
• Kara's journey includes significant milestones, such as writing an IPO and launching a successful consulting agency.
• The future of sales tech will require companies to adapt to new tools and methodologies.

Chapters

00:00 Introduction to Kara Brown and Her Journey
04:14 The Revenue Engine: Framework and Insights
07:01 Target Audience and Ideal Customer Profile
10:14 The State of CRM in Supply Chain
13:00 AI and the Future of Sales
15:57 Kara's Philosophy on Market Engagement
18:42 Goals and Future Aspirations

In this episode of the Thread Podcast, host Justin Vandehey speaks with Karan Singh, SVP of Go-to-Market Strategy and Operations at LaunchDarkly. They discuss Karan's extensive background in various tech companies, the evolving role of AI in sales, and the importance of human connection in go-to-market strategies. 

Karan emphasizes the need for productivity over leanness in sales organizations and highlights the challenges of training and developing sellers in a fast-paced environment. He also shares insights for new revenue operations professionals, stressing the importance of seller readiness and effective onboarding processes.


Takeaways

• Karan Singh has a diverse background in tech, having worked in cybersecurity, data warehousing, and vertical SaaS.
• AI tools should enhance human connections rather than replace them in sales processes.
• Productivity is more important than leanness in sales organizations.
• The average tenure of a seller is around 18 months, highlighting the need for effective training.
• Investing in seller readiness early can lead to long-term success in sales organizations.
• Automation can help sellers focus on meaningful human interactions.
• Sales training should be consistent and comprehensive to ensure seller success.
• Understanding customer needs is crucial for effective sales conversations.
• Karan emphasizes the importance of developing B sellers into A sellers.
  The role of Rev Ops is multifaceted, requiring a focus on strategy, systems, and seller enablement.
  
  
• Chapters
  
  02:26 Karan Singh's Journey in Go-to-Market Strategy
  07:15 The Role of AI in Sales and Human Connection
  10:36 Productivity vs. Leanness in Sales Organizations
  14:13 Challenges in Seller Training and Development
  18:53 Key Insights for New Rev Ops Hires
  
  

In this episode of the Thread Podcast, host Justin Vandehey introduces his co-founders Jeremy Vandehey and Samuel Kenney as they discuss their journey in building Thread, a company focused on enhancing the go-to-market strategy for sales teams. The conversation explores the challenges of acquiring the first customer, aligning sales operations, and the importance of technology in sales. They delve into the future of sales technology, the role of AI in augmenting seller efficiency, and the competitive landscape of the sales industry. The episode concludes with insights on lessons learned from their experiences and the official launch of Thread.

Takeaways

• The consistent challenge for founders is acquiring the first customer.
• Empathy for the seller's experience is crucial in product development.
• Sales is a critical function for every startup, not just a separate department.
• Technology is rapidly changing the sales landscape, making it essential to innovate.
• AI can significantly enhance seller efficiency and effectiveness.
• Understanding the competitive landscape is vital for product positioning.
• Building a product that meets the needs of sellers is key to success.
• The rate of technology adoption is increasing, requiring quick adaptation.
• Founders must navigate noise and chaos in the current market environment.
• Feedback from users is essential for continuous improvement of the product.

Chapters

00:00 Introduction to Thread Podcast and Founders' Journey
05:36 The Importance of Sales Operations and Customer Understanding
08:24 Innovating in the Go-to-Market Space
11:07 Building a Product for Sellers
14:00 Challenges and Rewards of Founding Thread
16:47 The Future of Sales Technology and AI
19:45 Augmenting Seller Efficiency with Technology
22:41 Navigating the Competitive Landscape
24:41 Lessons Learned from Building Thread
27:15 Closing Thoughts and Call to Action
35:51 Introduction and Excitement for the Journey
36:48 Invitation to Join and Future Guests
37:17 Gratitude and Encouragement for Listeners

In this episode of The Bridge, Justin sits down with Jessica Collier, CEO of Spot, and founding partner of All Turtles, to explore her journey from academia to building one of the most thoughtful AI-driven tools in the HR tech space.

Jessica was the first UX writer at Evernote, where she helped shape user experiences through words before it was a recognized craft. She later went on to co-found All Turtles, alongside Phil Libin (former Evernote CEO) and Jon Cifuentes, with a mission to build practical AI applications — long before the current hype cycle.

In this conversation, Jessica shares:

• The early days of bringing AI into product workflows before it was cool
• How Spot is reshaping the case management and incident reporting category with anonymous, AI-powered reporting tools for any case type
• Why “trust” is the foundation of any product solving sensitive problems
• The build vs. partner decision framework when enhancing core functionality
• Lessons from scaling multiple ventures rooted in ethical product design

Whether you're an operator building with AI, a founder evaluating product scope, or someone navigating tough conversations in the workplace — this episode offers tactical insights and big-picture clarity.