GTM 168: How ZoomInfo Built a $1B RevOps Engine, The Operating Cadence Behind Breakout Growth | Tessa Whittaker

Episode notes

Tessa Whittaker is the VP of Revenue Operations at ZoomInfo, where she leads a 70-person global team powering one of SaaS’s most efficient $1B+ revenue engines. Over the past decade, she’s helped architect the systems, cadence, and AI workflows that underpin how ZoomInfo operates at scale. Tessa is known as one of the most thoughtful operators in tech, bringing structure, clarity, and rigor to how GTM organizations run. Her work sits at the intersection of data, process, and execution, proving that with the right operating cadence, even the most complex go-to-market systems can move in rhythm. Discussed in this episode Building a personal operating system (Salesforce's V2MOM, Notion, weekly reviews) that maps vision → methods → measurable actions. “Operating rhythm” for GTM: the meetings, reviews, and enablement that create predictable execution. Color-coding calendars to align time with quarterly KPIs (and fixing misallocation). Counterintuitive up-market move: automate down-market so scarce humans focus on enterprise. AI intake & prioritization agent: compressing 10–15 hrs of RevOps scoping into one interaction.