In Episode 13 of All Things Being SQL, we welcomed Gintas Dirse, a RevOps leader with over a decade of experience working in startups and scaling revenue operations teams globally. Gintas brings a unique perspective on how RevOps has evolved, particularly the need for standardization and the impact AI will have on the future of the function.
From Engineering to RevOps
Gintas' journey into RevOps started with his passion for building systems. Originally trained as a civil engineer, he transitioned into sales engineering and eventually found himself working across multiple startups. His hands-on experience in building Salesforce tech stacks and managing both sales and operations shaped his deep understanding of how these systems work together.
Defining RevOps and the Need for Standardization
One of the key points Gintas emphasized was the lack of a unified definition for RevOps across the industry. In his words, “RevOps is the operational engine that maximizes and optimizes growth outcomes.” Gintas highlights the need for standardization to avoid confusion, as different companies often define RevOps in varying ways. He argues that aligning RevOps functions with company-wide goals can lead to optimized outcomes across marketing, sales, and customer success - which is the ultimate goal of most RevOps leaders we speak with.
AI’s Role in the Future of RevOps
Gintas shared his excitement about the role AI will play in RevOps. He believes AI can reduce inefficiencies in sales management and middle management roles by automating decision-making and optimizing daily tasks. Gintas even foresees a future where RevOps teams will work alongside GTM engineers focused on AI implementation to reduce human capital while maximizing output. From all of the interviews so far, we'd say Gintas was definitely the most passionate about AI, not just due to the potential but because of what he can now do in his day to day because of the tooling available.
Leadership Buy-In is Essential
One of the recurring themes in the conversation was the importance of leadership buy-in for RevOps success. Gintas stresses that aligning with leaders like the CEO, CFO, or CRO ensures RevOps initiatives are taken seriously and effectively integrated across the company. “Leadership buy-in is critical,” he explains, “to get alignment and ensure everyone is working under the same playbook.”
Key Takeaways:
Standardizing RevOps: Gintas advocates for creating a common understanding of RevOps functions to ensure operational success and growth.
AI and the Future of RevOps: As companies look to the future, AI will play a significant role in automating growth operations, potentially changing how RevOps teams operate.
Leadership Alignment: To implement RevOps successfully, having strong leadership support is essential to drive initiatives across sales, marketing, and customer success.
If you’re interested in learning how to build a scalable RevOps function and what the future holds for RevOps in the age of AI, this episode is a must-listen (but we would say that wouldn't we?).
Stay tuned for future episodes of All Things Being SQL, where we continue exploring the intersection of data, AI, and modern RevOps.
