The future shape of RevOps
If you can't name what a seat owns, it's coverage.
AI is taking the execution work in RevOps. What should remain is strategist and operator pairs, specialist teams with real authority, and a business that holds 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.
A test of what each seat on their team uniquely owns.
- Dec 2026 Revenue Operations Summit, London · Breaking down silos, and why most of them come down to who owns the number 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.