RevOpsAF The Podcast · 2026-06-05 · 28 min
Most revenue teams know their top 20% of reps are driving 80% of results. What they don't know is why, and without the why, every intervention is a guess. In this episode, Roope Heinilä (Co-Founder & CEO of Optivian) joins co-host Camela Thompson to unpack the mid-funnel execution gap: why deals stall, why champion enablement fails, and why AI is finally able to solve problems that training, headcount, and tool investments couldn't touch. Roope brings a rare perspective: two companies scaled, one to $10M+ ARR and another past $40M ARR, selling complex enterprise deals. and a very direct view of what RevOps should own in the AI era.
Everybody Has AI. Nobody Owns It.67 / 100
The Rise of the RevOps Architect
The Boring Work Behind Great AI
The AI Strategy Nobody Actually Has
Why AI Agents Need RevOps