Podcast
June 16, 2025
Episode 45: Systems + Data = Optimal Operations
RevOps expert Leore Spira shares how to align systems and data, break silos, and earn a strategic seat at the table in your go-to-market org.
Welcome to another episode of the RevOpsAF podcast - the go-to show for go-to-market and RevOps professionals aiming to transform their GTM strategies. In this episode, co-host Camela Thompson engages with RevOps powerhouse Leore Spira: a lawyer-turned-operator who’s built multiple RevOps teams from scratch, advises startups, and founded Israel’s first ops-focused community.
This conversation is a must-listen for RevOps practitioners juggling data integrity, CRM optimization, pipeline forecasting, and cross-functional alignment. Leore shares her journey and insights on building aligned, data-driven GTM processes across marketing, sales, and customer success, while addressing common misconceptions about RevOps.
Leore’s journey started in law, but it didn’t take long before she traded in courtrooms for CRMs. After cutting her teeth in marketing ops at an American enterprise, she found her groove in operational strategy—and never looked back.
But in the early days, ops wasn’t even a function. There were no playbooks. No teams. Just you, a vague job title, and a mandate to “figure it out.”
“We were just handed off this position—like, ‘You’re sales ops, you’re marketing ops… do something.’” – Leore Spira
Today, she advises startups on everything from system architecture to GTM structure - and continues to lead conversations around scaling operations with intention.
For those navigating similar transitions, Leore's experience underscores the importance of strategic thinking in RevOps roles. For guidance on building a RevOps team from the ground up, check out Growing RevOps from a Team of 1 to 5.
Let’s retire the myth that RevOps is just sales analytics and commission plans. Leore makes a clear case that RevOps should serve the entire go-to-market org—including marketing, sales, customer success, and yes, even product and biz apps.
“If RevOps is only focused on one department, you’re already creating friction.” – Leore Spira
She explains how a truly cross-functional RevOps org prevents siloed execution, improves pipeline flow, and drives real GTM alignment - not just spreadsheet alignment.
Whether it's forecasting, pipeline velocity, onboarding, or ticket resolution, RevOps is the connective tissue that turns disconnected efforts into a high-performing revenue machine.
Understanding the full scope of RevOps is crucial for aligning marketing, sales, and customer success teams. Dive deeper into this topic with Be More Strategic: The Key to Growth in RevOps.
Executives love to say they’re “data-driven” - right up until the numbers don’t tell them what they want to hear. Leore argues that analytics only matter if they’re aligned with business reality, and if the RevOps team has the context to tell the full story behind the numbers.
“You can’t have an external analytics team define your metrics. They need to live the business.” – Leore Spira
Data is only powerful when it’s actionable - and that means being embedded in the GTM motion. Otherwise, you’re just making pretty dashboards for no one to use.
For strategies on transforming data into compelling narratives, consider exploring Beyond KPIs: The Art of Storytelling With Data.
RevOps is a strategic function - but it’s often treated like a ticketing system for sales leaders. Leore dives into the (sometimes messy) political dynamics RevOps leaders face and why proximity to executive decision-making is key.
“You need to create trust. Not just by delivering reports, but by showing you can help solve business problems.” – Leore Spira
Whether it’s building influence with the CRO, educating founders on what RevOps actually is, or proving ROI through process wins, Leore shares practical ways to transition from behind-the-scenes enabler to strategic operator.
Building trust and demonstrating strategic value are key to elevating the RevOps function within an organization. Learn more in It’s Time for Some Tough Love: RevOps Needs to Prove Itself.
For RevOps leaders frustrated by being seen as tactical support, Leore offers some blunt advice: say no more often. Not in a combative way, but with intention - and backed by alternatives, data, or a clearer path forward.
“If something doesn’t make sense, it’s probably wrong. Ask questions. Push back. That’s how you earn credibility.” – Leore Spira
She also reminds us that influencing without authority is a core skill - and one that can be developed. The best operators don’t wait for someone to hand them a seat at the table. They build their own damn chair.
Developing these soft skills is essential for effective leadership in RevOps. For insights on influencing without authority, read Influencing Without Authority.
Leore concludes by highlighting the strategic potential of RevOps when approached proactively.
“RevOps isn’t just tools or KPIs. It’s the bridge that connects them - and closes the gaps that keep you from scaling.” – Leore Spira
Embracing this mindset can transform RevOps into a key driver of business growth. Explore this further in When RevOps Doesn’t Own Business Systems: From Friction to Flow.
Whether you're a solo operator or building out a 10-person GTM systems team, Leore's advice is the same: get crystal clear on your purpose, ask the tough questions, and be the architect of alignment. And remember - it’s not about owning tools. It’s about owning outcomes.
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