The future shape of RevOps
AI is taking the execution layer of revenue operations. The function that survives is denser: strategist and operator pairs owning whole domains of the business, builders, and AI-supported specialist benches, with the business holding its own leaders to account.
RevOps grew by covering teams: one ops lead per region, one analyst per function, one more hire every time a leader asked for help. That model is ending, because the work it was built to do is the work AI does first. The talk argues that the next version of the function is organised around responsibilities rather than coverage, with every seat owning a decision that nobody else and no AI owns, and that the hardest change sits outside RevOps: the business accepting that accountability for the number sits with its own leaders, held in place by the operating model.
Developed from the Northstar ‘25 keynote on whether RevOps is essential or obsolete in the age of AI, and the December 2026 Revenue Operations Summit panel on silos.
- Dec 2026 Revenue Operations Summit, London · Breaking down silos. Most GTM silos are a who-owns-the-number problem, not a strategy problem Panel
- Sep 2025 Everstage Northstar '25, London · RevOps in the age of AI: essential or obsolete? Keynote
For a talk, panel or podcast, send the event name, date, format and audience to ian@illogicaldata.com.