Rev Ops Revolution, SaaS, Go To Market, Startups, Tech Growth Revenue Operations Conversations

Jesse Morris
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Real talk about revenue operations for growing Saas, tech, and startups. Join us for insightful conversations from industry leaders surrounding the success of your revenue operations in an organization. Jesse Morris is a VP of Global Revenue Operations with extensive experience helping companies scale and grow in a smart, efficient way. He combines his knowledge in finance, business, data, and operations to share his insights.

  1. JAN 23

    Modern Strategies for B2B Pricing in SaaS with Roee Hartuv

    Welcome to another episode of RevOps Revolution! In this conversation, Jesse Morris sits down with pricing and packaging expert, Roee Hartuv to demystify one of the most critical yet under-discussed areas in SaaS—pricing strategy. They dive into actionable insights for B2B SaaS companies aiming to scale revenue through smart, agile pricing, and packaging decisions. Key Topics CoveredWhy Pricing Deserves a Seat at the Table: Roee explains why pricing can be the highest ROI lever for revenue growth and why it’s often misunderstood as a one-time exercise rather than a continuous process. Common Pricing Misconceptions: Hear the most frequent mistakes SaaS companies make, including the dangers of “set it and forget it” pricing models and unclear ownership within organizations. Who Should Own Pricing? Roee Hartuv shares his perspective on the importance of someone (product marketing, finance, or commercial teams) clearly owning and being accountable for pricing decisions. How to Avoid Pricing Project Pitfalls: Learn how to launch new pricing without derailing sales or causing chaos—practical advice for piloting changes, building trust, and avoiding a slide back into old discounting habits. Packaging vs. Pricing: Discover why “how you charge” (packaging) can be more important than “how much you charge” with examples of value-based packaging aligned to customer outcomes rather than just features. Measuring Pricing Success: Tips for modeling the expected impact of pricing changes, monitoring results, and managing risk, especially when migrating legacy customers. Usage-Based and Hybrid Pricing Models: Explore the pros, cons, and must-haves for implementing usage-based pricing, and when a hybrid approach (recurring plus usage fees) makes strategic sense. Innovative Pricing in AI SaaS: Roee Hartuv highlights a cutting-edge case: Intercom’s outcome-based and insured pricing model for their AI agent, plus thoughts on risk removal as a sales strategy. Agile Pricing as a Competitive Advantage: The conversation wraps on why B2B companies should treat pricing as an agile, iterative process, citing rapid, frequent pricing changes by leaders like OpenAI and Salesforce as blueprints for success. Memorable Quotes“Pricing isn’t a one-time thing—your market, product, and competition are always evolving, and your pricing should too.” – Roee Hartuv“If everyone owns pricing, no one does.” – Jesse Morris“It’s not just how much you charge, it’s how you charge.” – Roee Hartuv“Incentivize your sellers to use the new price list—carrots or sticks, but make it count!” – Roee Hartuv Connect...

    41 min

  2. 10/14/2025

    From Individual Contributor to Inspiring Leader: Building Winning Sales Cultures with Alyson Baber

    In today’s episode of Rev Ops Revolution, host Jesse Morris sits down with sales leader and coach, Alyson Baber. From leading high-performing teams at major organizations like Intuit, Zoom, and Outreach to coaching the next generation of go-to-market leaders, Alyson brings a wealth of experience, wisdom, and a uniquely candid perspective on leadership. The conversation covers everything from starting new sales divisions from scratch to building winning team cultures, navigating critical decision-making under uncertainty, and the evolving challenges of sales leadership—especially in a remote-first world. Alyson also shares personal stories, her favorite leadership mantras, and how she stays grounded and resilient through professional and personal challenges. Key Topics Covered: Alyson’s Leadership Journey: Transitioning from a chemical engineer to leading sales at top tech companies Lessons from launching new teams and divisions (Intuit, Zoom during the pandemic, and more) Building Winning Cultures: Why trust and process are as vital as product Celebrating small wins and reinforcing team momentum How losing, not activity metrics, kills culture Pipeline & Performance: Metrics that matter and why pipeline is king Balancing activity-based cultures and outcomes-driven results Leading Through Change and Uncertainty: How to make tough decisions with incomplete information Handling layoffs and major organizational changes with empathy and integrity Coaching teams through chaos and fostering psychological safety Leadership Mindsets: Alyson’s favorite mantras (“Smooth seas don’t make skilled sailors,” “Progress, not perfection”) The importance of strategic focus and letting go of perfectionism Shifting from execution to empowerment as a leader From Individual Contributor to Leader: The hardest transitions for new leaders Why knowing your “secret sauce” matters and hiring for blind spots Coaching vs. telling—how to ask the right questions and develop your team Memorable Quotes “You can have the best product, but without the right process, expectations, and trust, you’ll never get results.” “Losing kills culture. Winning begets winning.” "Progress, not perfection. Focus on the small things along the way.” “As a leader, your job is not to do the work, but to empower your team to execute.” “Say no to more things so you can say yes to the right things... and have more fun.” Resources & Links Follow Alyson Baber on LinkedIn https://www.linkedin.com/in/alysonbaber/ Jesse Morris on LinkedIn https://www.linkedin.com/in/jessemorris1/ Connect with the Podcast If you enjoyed this episode, please subscribe, rate, and review the RevOps Revolution Podcast on your favorite platform. Join us for more insightful conversations with industry leaders about driving change and transforming your revenue operations.

    52 min

  3. 08/06/2025

    From Frustration to Innovation: RevOps in the Age of AI

    Welcome to another episode of RevOps Revolution! This episode, Jesse Morris sits down with Elio Narciso, a serial entrepreneur and the co-founder of Scalestack, to dive deep into the world of agentic AI and how it’s transforming revenue operations. Elio shares his journey from frustration with messy go-to-market processes—even at Amazon—to building a company dedicated to cleaning up the data chaos and automating “boring but critical” RevOps work. What You’ll Hear in this Episode: The Origin Story: Elio discusses the personal frustration that originated ScaleStack—discovering that even top companies like AWS struggle with messy, untrustworthy CRM data and inefficient processes. Early Challenges in AI Adoption: Lessons learned from trying to automate the “last mile” (SDR and outbound email) with agentic AI, and why true impact comes from targeting foundational, backend processes first. Data Quality & ‘Busy Work’: The pitfalls of bad data in CRMs and why agentic AI is best applied to tasks that teams typically avoid—cleaning, enriching, and prioritizing data—so humans can focus on higher-value work. RevOps as a Strategic Partner: Why companies that empower their RevOps/Go-to-Market operations teams win with AI, and the risks of relegating ops roles to “ticket handlers” without strategic influence.The Rapid Evolution of AI:Elio predicts what’s ahead for agentic AI in the next 1, 3, and 5 years, drawing parallels to the mobile revolution. He foresees fully-automated backend workflows, AI agents managing other agents, and the need for every team member to embrace building with AI for true competitive advantage. Lessons from a Serial Founder: Build “painkillers,” not “vitamins.”Always start from the customer’s pain, not just a love for technology.Find (and appreciate) great co-founders.Be very strategic about fundraising—take only what you need. Links & Resources: Elio Narciso on LinkedInScalestackElio’s Podcast: Revenue Engine Masters by Scalestack Enjoyed the episode? Please remember to subscribe, leave a review, and connect with both Jesse and Elio on LinkedIn.

    40 min

  4. 07/08/2025

    Breaking Down Silos: RevOps, Data, and the Modern Marketing Mindset

    In this episode, Jesse Morris welcomes Lindsay Mahoney, a dynamic marketing leader, to discuss the evolution and future of Revenue Operations (RevOps) and its impact on cross-departmental collaboration, leadership, and driving revenue growth. Together, Jesse and Lindsay explore pivotal moments of “leaning in,” building trust between marketing and sales, developing a learning mindset, and fostering an empowering culture. Hear Lindsay’s data-driven approach to marketing, her emphasis on using pipeline as a unifying metric, and her creative new strategies for measuring customer engagement, such as the “client ARR impact” metric. Lindsay and Jesse share candid stories about overcoming departmental tension, why vulnerability and hard conversations matter, and how transparency and continual learning are essential for modern marketing and RevOps leadership. Whether you’re a leader looking to break down silos, a marketer hungry for practical metrics, or someone passionate about team culture and innovation, this episode is packed with examples and advice to revolutionize your revenue strategy. Key Topics CoveredLindsay’s career evolution and drivers of successThe value of continual learning, listening, and leaning inBuilding a strong culture of empowerment within teamsManaging healthy tension between marketing, sales, rev ops, and financeTechniques for building trust and alignment across go-to-market teamsVulnerability and honest communication: turning headwinds into powerful collaborationData-driven marketing: using pipeline as a central unifying metricAttribution challenges and the multifaceted nature of modern buyer journeysLindsay’s innovative approach: measuring client ARR impactAdapting to the changing landscape of marketing, SDR alignment, and automationThe necessity of transparency with goals (the “five by five” method)How AI and new sales technologies are reshaping the fieldThe importance of cross-functional partnerships and continuous experimentation Notable Soundbites:“Every day I try and learn something—even if it’s about myself.”“You have to be willing to be vulnerable and honest in order to get there.”“If sales is successful, the company is successful.”“Pipeline is king. If you’re measuring things the business does not report on, you have to wonder what you’re measuring.”“Building trust is like building up your chips—you want someone to gamble on your idea, you have to have chips at the table.” Connect with the GuestLindsay Mahoney: LinkedIn: Lindsay Mahoney Connect with the HostJesse Morris: LinkedIn: Jesse Morris Listen & SubscribeLove what you heard? Don’t miss future episodes—subscribe on your favorite podcast platform

    45 min

  5. 06/24/2025

    Scaling Beyond Sales: The True Role of Growth Leadership

    On this episode of RevOps Revolution, we sit down with Sue Holub, an accomplished C-suite leader in SaaS and B2B tech, who specializes in transforming companies through operational foundations and people-first leadership. Sue and Jesse unpack what it really takes to build a revenue engine that delivers — with candid stories on breaking silos, driving alignment, and scaling teams for organic and inorganic growth (cue three successful exits!). Dive deep into the role of the Chief Growth Officer, how RevOps acts as “Switzerland” in the org, why defining “what good looks like” makes or breaks outcomes, and what the AI revolution means for the future of human capital. Tune in for insights on: Creating holistic GTM motions that go far beyond salesThe leadership traits that differentiate true change-makersBuilding and empowering high-performing teamsThe power (and necessity) of RevOps as a neutral, metrics-based functionHow to drive alignment among stakeholders (and “get the bill through Congress”)The untapped opportunity of reskilling workforces for the AI eraWhy tension can be healthy if harnessed the right waySue’s people-first framework for hiring and growing teams …and much more. Quotable Takeaways:  “You have to focus on data integrity — it’s not just having data, it’s the integrity of the data. You’ll never have perfect data, but it has to be pretty good.”“Defining what good looks like — and then enabling, empowering, and getting out of the way. If you’ve hired the right people and shown them what good looks like, let them go.”“RevOps serves as Switzerland. It’s the tide that helps all teams rise. Metrics alone aren’t just a report card — they’re about actionable insights.”“We attack problems, not people. That’s key to high-performing, aligned teams.” Connect with Sue Holub: Find Sue on LinkedIn  Don’t forget: Subscribe to RevOps Revolution for more conversations that fuel transformation and drive revenue at every stage of growth!

    49 min

  6. 06/11/2025

    Building Revenue Teams with Grit, Transparency, and Focus: Lessons from Emma Galler

    Welcome back to RevOps Revolution, the podcast where we dive deep into innovative strategies and mindsets shaping the future of revenue operations. In this episode, host Jesse Morris sits down with Emma Galler, a seasoned sales leader with over 15 years of experience, currently leading sales, customer success, and revenue operations at a top workplace productivity software company. Emma shares her unique journey into sales, starting with door-to-door Girl Scout cookie sales—thanks to her entrepreneurial parents who instilled grit, perseverance, and a “solve it yourself” mentality from an early age. From her early days as a recruiter to leading major teams and eventually stepping into VP and SVP roles, Emma gives us an honest look at the pivotal moments—and challenges—that defined her career. Together, Jesse and Emma discuss the power of resilience, the importance of continuous learning, and what it takes to lead with transparency and composure in the fast-paced world of SaaS. Emma opens up about her recent focus on customer retention in product-led growth environments and the thrill of launching new enterprise products that solve real-world problems. Get ready for practical leadership wisdom, real stories of overcoming self-doubt, and plenty of actionable tips for anyone looking to make an impact in rev ops or drive change across their organization. Connect with Emma Galler

    42 min

  7. 04/15/2025

    The Future of Sales Leadership in a Data-Driven World

    Today we're diving into the world of sales leadership and innovations in the SaaS space. Joined by my good friend and seasoned sales leader, Beau Brooks, we're exploring how AI is reshaping the sales landscape, what it means for both sellers and buyers, and the evolving role of the sales leader in this dynamic environment. Beau shares insights from his vast experience as the VP of Sales at Rentvine and discusses the importance of adapting our skill sets to thrive in an ever-changing industry. We'll also touch on gamification in sales, the power of feedback, and what it takes to build successful sales teams today. So sit back, relax, and join us as we geek out on all things sales and strategy in this insightful conversation! Here’s what we talked about:  Sales Leadership and StrategyDiscussion on strategic approaches to leading sales organizations.Integration of sales and customer experience.Importance of having a holistic view in leadership.Data-driven decision-making in sales. Impact of AI on SalesDebate on the evolving role of AI in sales and its potential impacts.AI's influence on the sales cycle, prospecting, and buyer interactions.Ethical considerations and transparency in AI usage.Integration of AI as a supplement to human efforts rather than a replacement. Learning and DevelopmentContinual learning and improvement in sales tactics.The balance of technology and human touch in sales. Hierarchy of Needs in Sales LeadershipApplication of Maslow’s hierarchy in addressing sales team needs.Importance of CRM process and hygiene as a foundational layer.Development of basic sales tactics and scoring rubric.Discussion on sales gamification and engagement. Gamification in SalesEncouragement of friendly competition and its positive impact.Use of gamification to instill best practices and improve engagement. Feedback and GrowthImportance of direct feedback and its role in skill development.Encouraging an environment of honesty and improvement.Personal anecdotes illustrating feedback in professional growth. Key Traits of Successful Sales RepsEssential qualities such as resilience, adaptability, and detail orientation.The importance of matching and mirroring in building rapport with clients.Strategies to identify promising candidates in interviews. Connect with Beau Brooks: LinkedIn

    53 min

  8. 03/18/2025

    AI & Agents in Revenue Operations with Stephen Stouffer

    In this insightful episode, host Jesse Morris welcomes Stephen Stouffer. Together they explore how AI agents are transforming revenue operations across marketing, sales, and customer support. Stephen shares his journey from an "accidental admin" to a RevOps leader, and explains how the landscape is shifting from traditional if-else automation to intelligent, autonomous agents. The conversation covers practical use cases that are delivering real results today—from processing auto-responder emails and accelerating pre-sales research to data cleaning and customer support optimization. As Stephen predicts a fundamental shift toward chat-based interfaces within two years, he offers valuable advice for executives looking to implement AI agents cost-effectively while demonstrating clear ROI. This episode provides a compelling look at how AI is not just changing what RevOps teams do, but fundamentally transforming how they work. Stephen Stouffer is a technology innovator who specializes in digital transformation and business integration solutions. As a leader in innovation and automation systems at Tray.ai, he focuses on building sustainable technological infrastructures that scale with business growth. His expertise lies in seamlessly connecting AI, iPaaS, and marketing/sales automation to optimize operational workflows—from lead intake to quote-to-cash processes—while preventing data silos. Beginning his career as an "accidental admin," Stephen has evolved into a SaaS initiative leader through continuous learning and adaptation. He leverages CRMs, marketing automation, integration services, and AI technologies to create sustainable tech ecosystems for businesses.  Join us in this episode as Jesse Morris and Stephen talk through a rich conversation around the future of AI agents!  Evolution of AI in Marketing TechnologyInitial focus on content generation and basic generative AIShift over the past 12 months toward AI agentsMajor platforms like Salesforce and HubSpot now incorporating AI agent componentsMany AI solutions are white-labeled OpenAI technology behind the scenes Traditional vs. Agent-Based AutomationTraditional automation: Prescriptive "if-else" statements with mapped fields and logic wireframesAgent-based approach: Autonomous large language models (LLMs) leveraging provided tools to complete tasks in the most efficient wayKey challenge: Connectivity between different systems and APIsImportance of internal knowledge and "grounding" for agents to follow company protocols Real-World Use Cases for AI AgentsMarketing Use CasesProcessing auto-responder emails (out of office, unsubscribe requests) to update database recordsAutomatically identifying and handling unsubscribe requests from various sources Sales Use CasesPre-sales discovery research that typically takes 10 minutes can be reduced to 30 secondsGenerating briefing documents for sales calls Customer Support Use CasesIntelligent document processing (business cards at events)Analyzing support tickets and suggesting solutions based on past casesCan potentially handle first-line customer support responses Data Processing Use CasesCleaning and standardizing data (e.g., correcting misspelled states/countries in form submissions)Reducing lead-to-sales time from weeks to secondsEnriching trade show leads faster to maintain lead velocity Future of Marketing OperationsPrediction: Moving away from traditional page layouts within 2 yearsInterface shift toward more chat-based interactionsCapabilities expanding to include record uploads, research functions, and marketing attribution...

    47 min
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Real talk about revenue operations for growing Saas, tech, and startups. Join us for insightful conversations from industry leaders surrounding the success of your revenue operations in an organization. Jesse Morris is a VP of Global Revenue Operations with extensive experience helping companies scale and grow in a smart, efficient way. He combines his knowledge in finance, business, data, and operations to share his insights.

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