The Revenue Architects Podcast

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Revenue Architects is a thought leadership podcast series focused on the future of revenue growth, digital transformation, and business innovation. The series features conversations with CXOs, RevOps leaders, Salesforce experts, AI innovators, and industry professionals who share real-world insights, strategies, and success stories from modern revenue-driven organizations. The podcast explores topics such as Revenue Operations (RevOps), AI in sales and customer engagement, Salesforce transformation, CPQ, quote-to-cash optimization, digital commerce, automation, and enterprise modernization.

  1. Ep. 17: Why RevOps Fails Without Adoption (And How to Fix It)- with Jelena Arnold

    May 13

    Ep. 17: Why RevOps Fails Without Adoption (And How to Fix It)- with Jelena Arnold

    Revenue Architect is the podcast for revenue leaders navigating the evolving landscape of sales, RevOps, and revenue management. Each episode dives into practical strategies, proven frameworks, and real stories from operators who are building and scaling modern revenue engines. In this episode of Revenue Architects, we sit down with Jelena Arnold, a revenue operations leader with 15+ years of experience building and scaling end-to-end RevOps systems across high-growth B2B SaaS companies. From marketing to sales to customer success, Jelena’s non-linear journey gives her a unique perspective on what actually makes RevOps work—and more importantly, why most systems fail. In this conversation, she breaks down why RevOps is less about tools and more about behavior, influence, and adoption. What you’ll learn: Why RevOps is fundamentally an internal sales role—and what that means in practice.The real reason systems fail: adoption is a value problem, not a user problem.How to drive adoption by working with top performers and creating quick wins.Why most forecasting issues come down to misaligned definitions and ownership.How to identify true revenue signals (and avoid relying on lagging indicators).What “designing for real behavior” looks like vs. ideal processes.When companies need to evolve from Sales Ops to full RevOps.Why integrity and consistency are critical to scaling your revenue engine.How to think about AI in RevOps—and why use cases matter more than tools. If you’re a revenue leader struggling with system adoption, forecasting clarity, or aligning teams across the funnel, this episode will give you a practical lens on what actually works—and what doesn’t.

    13 min
  2. Ep. 16: AI Orchestration in RevOps: Colin Gerber on Forecasting & Growth

    May 13

    Ep. 16: AI Orchestration in RevOps: Colin Gerber on Forecasting & Growth

    Revenue Architect is the podcast for revenue leaders navigating the evolving landscape of sales, RevOps, and revenue management. Each episode dives into practical strategies, proven frameworks, and real stories from operators who are building and scaling modern revenue engines. In this episode of Revenue Architects, we sit down with Colin Gerber, VP of Revenue Operations & Strategy at Socure, to break down how modern RevOps is evolving—from managing tools to orchestrating intelligence across the entire revenue engine. With experience across high-growth companies like Uber and Affirm, Colin shares practical insights on building scalable systems, improving forecasting accuracy, and embedding AI into everyday workflows—without overwhelming your teams. In this episode, you'll learn: Why forecasting accuracy is a system design problem, not a rep problem.How to differentiate signal vs. noise in your deal data.What AI orchestration really means (and why more tools aren’t the answer).How to design your RevOps tech stack with CRM at the center.The concept of “intentional friction” and how it improves deal quality.How to align leadership with clear ownership of revenue metrics.Why consumption-based revenue requires continuous forecasting.How to embed AI into workflows so reps can focus on selling—not admin. If you're a revenue leader looking to simplify your stack, improve forecasting, and drive better execution—this episode is packed with actionable insights.

    29 min
  3. Ep. 15: Scaling Revenue with Predictable Forecasting ft. Jonas Samsioe

    May 13

    Ep. 15: Scaling Revenue with Predictable Forecasting ft. Jonas Samsioe

    The Revenue Architects Podcast is the show for revenue leaders, RevOps professionals, and go-to-market teams navigating the evolving landscape of sales operations and revenue management. Each episode features practitioners who have built systems, led transformations, and solved real-world revenue challenges at scale. In this episode, hosts Steve and Jay sit down with Jonas Samsioe, SVP-level revenue and go-to-market operations expert, to explore what it takes to scale a revenue engine from $180 million to $1.6 billion in ARR. Jonas shares hard-won lessons from building sales factories, navigating hypergrowth, and managing a 1,300-person go-to-market organization. Drawing from two decades of experience spanning consulting, startup founding, sales, American Express, Dun & Bradstreet, and hyper-growth SaaS, Jonas offers a grounded perspective on bottoms-up forecasting, tech stack discipline, and the critical distinction between sales ops (helping you today) and revenue ops (helping you tomorrow). In this episode, you'll learn: How to build a bottoms-up forecasting process that actually works in a high-velocity sales environment.Why whales should be depreciated from the forecast in a sales factory model—and when to bring them back in.How AI and conversational intelligence can supplement (not replace) human judgment in forecasting.What happens when your quote-to-cash process turns a 20-second transaction into a 24-hour nightmare.How to think about dividing responsibilities between sales ops, revenue ops, and deal desk as you scale.Why you should pause before adding another tool to your tech stack—and what to ask first.When to hire sales ops versus revenue ops, and why the order matters more than you think. This conversation is essential listening for anyone scaling a revenue organization, managing hypergrowth, or trying to build predictable systems in an unpredictable environment.

    20 min
  4. Ep. 14: How AI Is Changing Revenue Operations and Forecasting with Lee Enrile

    May 13

    Ep. 14: How AI Is Changing Revenue Operations and Forecasting with Lee Enrile

    The Revenue Architects Podcast is the show for revenue leaders, RevOps professionals, and go-to-market teams navigating the evolving landscape of sales operations and revenue management. Each episode features practitioners who have built systems, led transformations, and solved real-world revenue challenges. In this episode, hosts Steve and Jay sit down with Lee Enrile, a revenue operations leader with experience spanning small to enterprise organizations, to explore how RevOps has evolved in the AI era, what it takes to choose the right tech stack, and how to build systems that actually work for the field—not just the dashboard. Drawing from an unconventional path that started with auditing in Nairobi, Kenya and wound through Johnson & Johnson before landing in revenue operations, Lee shares practical insights on forecasting with conversational intelligence, designing from the field's perspective, and why the best RevOps professionals love both details and relationships. In this episode, you'll learn: How conversational AI has fundamentally changed forecasting by adding the buyer's voice to the data.Why RevOps teams must design systems from the field's perspective, not just what looks good on a dashboard.How to evaluate tech tools based on admin burden, not just features and integrations.What it means to be the "air traffic controller" of the sales engine and why that role is critical.Why some of the best RevOps hires come from sales backgrounds, not just finance.How to balance the need for detail-orientation with relationship-building in revenue operations.What questions to ask before adding another tool to an already complex tech stack. This conversation is essential listening for anyone building, scaling, or improving revenue operations in an era where the tools are powerful but the execution is everything.

    30 min
  5. Ep. 13: Revenue Enablement That Moves the Numbers with Sally Ladrach

    May 13

    Ep. 13: Revenue Enablement That Moves the Numbers with Sally Ladrach

    Revenue Architect is the podcast for revenue leaders navigating the evolving landscape of sales, RevOps, and revenue management. Each episode dives into practical strategies, proven frameworks, and real stories from operators who are building and scaling modern revenue engines. In this episode of the Revenue Architects Podcast, we sit down with Sally Ladrach, Director of Sales Enablement & Training at SavATree and board member of the Revenue Enablement Society. Sally shares how revenue enablement leaders can move beyond training delivery and become true strategic partners by owning the data behind pipeline performance, forecasting accuracy, and revenue growth. In this episode, you’ll learn: Why revenue enablement must understand and own CRM data—not just content and training.How to improve forecast accuracy by fixing system inputs and pipeline hygiene.How to identify “winning behaviors” using closed-won data analysis.Why speed-to-lead is often the most overlooked revenue opportunity.How to avoid the “shiny object spiral” when evaluating AI and new sales tech.What strong partnership between Enablement and RevOps really looks like.How to use data to shift from reactive training requests to strategic revenue advisory. If you want enablement to have a real seat at the executive table, this conversation will show you how to bridge the gap between metrics leadership cares about and behaviors happening in the field.

    34 min
  6. Ep. 12: Designing Revenue Systems That Actually Work - with Joe Aurilia

    May 13

    Ep. 12: Designing Revenue Systems That Actually Work - with Joe Aurilia

    Revenue Architect is the podcast for revenue leaders navigating the evolving landscape of sales, RevOps, and revenue management. Each episode dives into practical strategies, proven frameworks, and real stories from operators who are building and scaling modern revenue engines. In this episode of the Revenue Architects Podcast, we sit down with Joe Aurilia, a seasoned RevOps and revenue systems leader who has built and scaled revenue operations across high-growth and enterprise organizations. Joe brings a rare mix of deep technical expertise and real-world sales and operations experience, offering a practical perspective on what actually drives predictable revenue. In this episode, you’ll learn: Why revenue fundamentals matter more than tools, AI, or dashboards.How RevOps earns trust by fixing what blocks revenue, not adding process.What clean data and pipeline hygiene really mean for forecasting accuracy.How to align sales, finance, and operations around shared revenue outcomes.When to invest in automation and AI—and what must be fixed first. This conversation is a must-listen for CXOs and revenue leaders looking to move from reactive reporting to disciplined, scalable revenue execution.

    8 min
  7. Ep. 11: From Data to Decisions with David James: Scaling Revenue with RevOps

    May 13

    Ep. 11: From Data to Decisions with David James: Scaling Revenue with RevOps

    Revenue Architect is the podcast for revenue leaders navigating the evolving landscape of sales, RevOps, and revenue management. Each episode dives into practical strategies, proven frameworks, and real stories from operators who are building and scaling modern revenue engines. In this episode of the Revenue Architects Podcast, we sat down with David James, VP of Revenue Operations at Alchemer and board member at Big Wave Technologies, to unpack how modern revenue leaders can use data, technology, and use-case-driven RevOps to drive predictable growth. In this episode, you’ll learn: How to forecast forward and manage pipeline gaps proactively.Why RevOps and SalesOps need clear, complementary roles.How to use data and AI to identify opportunities and optimize sales motion.Strategies to experiment with technology without getting locked into tools.The importance of focusing on seller experience while scaling revenue operations. Whether you’re a CXO, revenue leader, or RevOps professional, this conversation is packed with actionable insights to architect a more predictable and scalable revenue engine.

    38 min
  8. Ep. 10: Building a Predictable Revenue Engine: Kari Roberts on RevOps Strategy

    May 13

    Ep. 10: Building a Predictable Revenue Engine: Kari Roberts on RevOps Strategy

    Revenue Architect is the podcast for revenue leaders navigating the evolving landscape of sales, RevOps, and revenue management. Each episode dives into practical strategies, proven frameworks, and real stories from operators who are building and scaling modern revenue engines. In this episode of the Revenue Architects Podcast, we sit down with Kari Roberts, a seasoned RevOps and sales enablement leader with 15 years of experience scaling technology companies. Kari shares practical insights on how to build a predictable revenue engine, align teams, and leverage technology to drive growth. What you’ll learn in this episode: How to create a RevOps foundation that connects people, processes, and tools across the customer lifecycle.Practical strategies for forecasting with reliability, turning numbers into actionable business decisions.How to align the sales cycle to the customer buying journey to increase adoption and revenue.Approaches to centralize or hybridize RevOps teams for better execution and accountability.Best practices for margin control, discounting, and governance to protect revenue.How to integrate technology and AI to enhance decision-making without bypassing solid process foundations.Insights into scalable go-to-market transformations and how RevOps can become a strategic partner to leadership. If you’re looking to move beyond silos, align your teams, and bring predictability to your revenue, this episode is packed with insights you can apply immediately.

    40 min
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About

Revenue Architects is a thought leadership podcast series focused on the future of revenue growth, digital transformation, and business innovation. The series features conversations with CXOs, RevOps leaders, Salesforce experts, AI innovators, and industry professionals who share real-world insights, strategies, and success stories from modern revenue-driven organizations. The podcast explores topics such as Revenue Operations (RevOps), AI in sales and customer engagement, Salesforce transformation, CPQ, quote-to-cash optimization, digital commerce, automation, and enterprise modernization.

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