Their message was clear: scaling smarter in 2025 means blending precision systems with human empathy — and using AI not as a buzzword, but as a fully integrated teammate in your GTM motion.
Featuring: Amani Phipps, Director of BizOps at Bonusly
Amani Phipps has an unusual approach to business operations — one that’s equal parts systems thinking, empathy, and futuristic vision. At Bonusly, an employee engagement and recognition platform, he’s spearheading a transformation in how the company monetizes partnerships by operationalizing them as a new revenue channel.
His approach starts with a deceptively simple question: how can partnerships drive both cash flow efficiency and customer delight? For Bonusly, that means expanding their rewards ecosystem, optimizing the economics of partner relationships, and building scalable mechanisms for recurring non-ARR revenue.
But his next initiative takes things even further. Amani is working to build what he calls an “AI employee for every employee” — a connected ecosystem of intelligent agents designed to support each role across the organization. These agents draw from unified company data, product information, and operational context to make work easier, faster, and more intuitive.
“If you can build a brain of your organization and tie it to things that can do, you can empower every employee to work smarter — not harder.” – Amani Phipps, Bonusly
The vision isn’t theoretical. Bonusly has already built BonuslyGPT, an internal Slack-based app that connects to data systems, product documentation, and even call transcripts. Employees can ask it questions like, “How often has this feature come up in sales calls?” or “What’s our conversion rate for companies like X?” — and get instant, accurate answers without waiting for an ops ticket.
For Amani, this isn’t about removing humans from the loop — it’s about freeing them up for higher-value work. “Ops teams are often the blockers because we’re the gatekeepers of data. AI changes that,” he explained. “It lets everyone access insights directly and act faster.”
Featuring: Olga Traskova, VP of Revenue Operations at Birdeye
At Birdeye, Olga Traskova has spent the past 17 years perfecting the balance between strategic vision and operational execution. Her north star: forecast accuracy. In 2024, her team achieved 95%+ forecast precision, a result she attributes to ruthless process discipline, AI augmentation, and a deep cultural investment in change management.
For Olga, the key wasn’t chasing the latest AI trend — it was applying AI to make RevOps workflows more precise and judgment-free. Tasks like pipeline QA, deal risk detection, and forecast reviews were reengineered to use AI as a co-pilot, not a crutch.
“It’s not about chasing the future of AI,” she explained. “It’s about bringing AI into your everyday execution — in ways that actually reduce friction and increase confidence.”
But Olga is just as focused on the human side of transformation. One of her biggest lessons? Change fatigue is real — especially as tools become more complex. Her team learned that success depends not only on deploying new systems, but on embedding continuous enablement loops.
Enablement at Birdeye now extends far beyond onboarding decks and certifications. Her team joins live calls, coaches managers in real time, and sends “two-minute tutorials” that translate data insights into daily behavioral nudges. “To me, implementation doesn’t end when the tool goes live,” she said. “It ends when the team has fully adopted and internalized it.”
Featuring: Sandy Robinson, VP of RevOps & Client Growth at Quavo
When Sandy Robinson joined Quavo, a SaaS company specializing in dispute resolution automation for banks and credit unions, there was no RevOps function — just spreadsheets and disconnected systems.
In less than a year, Sandy implemented Salesforce, defined a repeatable forecasting process, built automation around inbound lead routing, and established a data foundation designed for scale. Her mantra: start with the data, then design the process.
“You have to have a process before you put it into a CRM. Get the foundation right first — data, stages, forecasting — and only then automate.”
By integrating ZoomInfo to automate lead-to-account matching, Quavo cut lead response times from a week to minutes. The result was tighter pipeline hygiene, improved forecasting visibility, and faster GTM execution.
But perhaps Sandy’s most innovative contribution was cultural: she built a voice-based AI role-play bot for SDR training. Using GTM Buddy’s conversational AI, reps can practice objection handling and discovery calls with a virtual coach. “I wasn’t beating the bot at first,” she laughed. “It forced me to up my own game.”
Sandy’s work embodies a larger shift happening across the RevOps ecosystem — moving from reactive administration to proactive enablement and innovation.
Featuring: Amber Kemmis, Director of Revenue at Growth
Amber Kemmis describes herself as a “recovering COO turned RevOps leader,” and her transformation at Growth shows why. When she took over the revenue org, the traditional funnel was still the dominant model. But what she quickly realized was that the funnel had broken — not because of a lack of leads, but because of a lack of trust.
Instead of chasing volume, Amber focused on relationship-driven revenue. Her overhaul centered around building credibility with customers, partners, and the market through transparency and collaboration.
“In a world of over-automation, people crave relationships. AI gives us back the time to build them.”
Her team restructured pipeline generation around sales-ready leads instead of raw volume, tightened qualification processes, and doubled down on partner ecosystems to drive mutual growth.
At the same time, Amber turned AI into her silent team of assistants — each with a personality and purpose. “Proposal Ron” (a custom GPT named after Ron Swanson) automatically builds tailored proposals; Gamma turns them into presentation-ready decks; and Fathom handles meeting transcriptions and summaries.
The combination of AI automation and human trust has delivered measurable results — stronger win rates, higher pipeline coverage, and faster turnaround times — but also something less tangible: cultural momentum. “We’re not just moving deals,” she said. “We’re building relationships that scale.”
Across all four leaders, three major patterns stood out — together forming a playbook for modern GTM orchestration:
The linear funnel is officially obsolete. Leaders like Sandy and Olga are embracing loop-based architectures that reflect how modern buyers actually behave — moving fluidly between awareness, consideration, and expansion. Forecasting and reporting models are being rebuilt to mirror this new reality, using milestones instead of rigid stage definitions.
Enablement is no longer a static function or quarterly initiative — it’s a dynamic operational lever embedded into every part of the GTM engine. Olga and Amber both demonstrated how AI-powered enablement, bite-sized learning, and “coaching in the flow of work” create compounding performance gains.
Every panelist framed AI not as a tool, but as infrastructure. Amani’s “AI employee” concept and Sandy’s training bots show how AI is shifting from point solution to operational fabric — powering forecasting, deal health scoring, proposal generation, and data retrieval across the GTM stack.
In a rapid-fire close, each winner shared their top KPI and favorite tools:
The GTM Top 40 panel revealed a crucial truth about the next era of RevOps: the smartest systems still depend on human context. The best operators aren’t just adopting AI — they’re engineering collaboration between humans and machines.
They’re proving that operational excellence isn’t about complexity — it’s about clarity. And that the most scalable GTM organizations are the ones where every process, system, and person works in harmony.
“The future of GTM isn’t AI versus people,” said Volm in closing. “It’s AI and people, building together — and scaling smarter than ever before.”
Explore more conversations with top operators on the RevOps Co-op blog, check out the Aptitude 8 resource library, and join the RevOps Co-op community to learn from peers shaping the future of revenue operations.
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