Nicholas Gollop has led Revenue Operations inside some of the fastest-moving SaaS businesses in Europe. In this episode of The Outside Seat, he makes the case that RevOps is the most important function in a commercial organisation and the one that most businesses build last, staff wrong, and understand least.

What's covered in this episode:

• Why the goal of great RevOps is not to be noticed, and why Nicholas calls that a bit sad
• Why RevOps is not a reporting line, a system admin function, or a dumping ground, and what it actually is
• Why AI will not make bad data good data, and what responsible AI adoption in a GTM context actually requires
• The difference between AI as a wrapper and AI as a build tool, and why it matters
• Why Revenue Operations might need its own seat at the C-suite table, and why COO and CFO are both the wrong answer
• How to build a RevOps function in the right order in a 30 million ARR SaaS business
• Nicholas's book, Design to Scale, and the GTM Architecture resource he recommends to anyone getting into the function

About Nicholas Gollop

Nicholas Gollop is a Business and Revenue Operations leader focused on responsible AI-first operating infrastructure for SaaS businesses. He is the author of Design to Scale, available at revopsondemand.com. He brings a cross-functional view of how modern commercial organisations are built and run, spanning financial governance, GTM execution, systems architecture, and advisory work.

Links

Nicholas Gollop on LinkedIn: https://www.linkedin.com/in/nicholasgollop/
Design to Scale (Nicholas's book): revopsondemand.com
InsideNow: insidenow.io
The Outside Seat: theoutsideseat.com

Episode 5 is supported by Flourish, an early-career B2B sales recruitment and training business. If you are hiring sales talent, look at what they do: https://info.helloflourish.com/hire-a-sales-exec/

InsideNow: GTM diagnostics and commercial due diligence for B2B SaaS. http://insidenow.io

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