If you’re wondering how RevOps leaders are thinking about team structure, AI readiness, tech consolidation and cross-functional alignment in 2025, this session is your roadmap.
At ZoomInfo, Tessa Whittaker’s team has undergone three organizational restructures in just two years - and that’s by design. As the business evolves, so do the workflows, tools and stakeholder needs that RevOps supports. And if you’re not iterating, you’re falling behind.
Her current org structure includes four key pillars:
This clear delineation of roles allows the team to focus deeply and execute faster - without being pulled in 30 different directions.
“RevOps can’t be a catch-all forever. The fewer hats someone has to wear, the better the results.” – Tessa Whittaker, VP of Revenue Operations at ZoomInfo
For a deeper dive into structuring RevOps teams, check out ZoomInfo's article on What is Revenue Operations and How Does it Fit in Modern Business?
Over at Salesloft, Jamie Miller shared a cautionary tale: their marketing ops team was flagging “warm leads” based on one set of account definitions - while sales used a completely different lens. The result? Sellers ignored the signals.
The fix? Align on one definition of tiered accounts, standardize scoring logic, and communicate consistently across teams.
“Once we got aligned, those same warm leads became a top source of pipeline. One definition changed everything.” – Jamie Miller, VP of Revenue Operations at Salesloft
This is why standardization and shared language aren’t just nice to have - they’re foundational to data-driven execution.
For a complete go-to-market glossary, checkout ZoomInfo’s glossary of terms related to B2B sales, marketing and recruiting.
In a world where executives are asking, “Can AI do that job instead?”, making the business case for RevOps headcount means bringing receipts.
Tessa outlined three smart ways to secure budget:
She even introduced “No-Meeting Wednesdays” to keep the team in execution mode.
“You can give your team back two full days of productivity - just by killing wasted meetings and using AI to do the boring stuff faster.” – Tessa Whittaker
For more insights, check out ZoomInfo’s article on Building an Effective RevOps Function: Insights and Best Practices.
You already know that cutting tools saves money. But what Jamie and Tessa emphasized is the hidden cost of too many tools: attention fragmentation.
Switching between interfaces wastes time. Mismatched tools introduce friction in onboarding, enablement and adoption. And the more systems you integrate, the more you risk corrupting your CRM with duplicative fields, workflows, or worse - dirty data.
Their advice?
“Tool sprawl doesn’t just hit your budget. It hits your reps’ focus, your speed to execution and your data hygiene.” – Jamie Miller
For insights on optimizing your tech stack, explore ZoomInfo's piece on The Comprehensive Guide to Consolidating Your Marketing Tech Stack.
Everyone wants to use AI - but most companies aren’t ready.
Tessa laid out the biggest myth in RevOps: that your CRM is your system of record. In reality, CRMs only capture in-market activity - not your entire Total Addressable Market. That means most companies are building AI use cases on a partial data foundation.
Instead, she recommends creating a virtual data layer that combines CRM data with enrichment, third-party intent signals, and TAM visibility. Only then can you power real-time AI agents and orchestration workflows.
Jamie added a critical warning: poor data quality isn’t just inefficient. It’s dangerous. Because AI doesn’t ask questions - it just acts.
“If your CRM data is wrong, your AI is going to be confidently wrong at scale.” – Jamie Miller
To assess your organization's AI readiness, refer to ZoomInfo's article AI-Ready Data: The Fuel for Modern GTM.
The days of RevOps being a reactive, ticket taking service desk are over. The best operators are proactively shaping strategy - through smarter team design, better data governance, AI-informed tooling, and ruthless prioritization.
If there’s one theme from this conversation, it’s this: RevOps belongs at the helm.
But with that seat comes responsibility. You must:
Operational excellence isn’t just execution - it’s influence. And RevOps is better positioned than ever to drive the GTM engine forward. So steer it well.
Check out the ZoomInfo blog and resource center and join the RevOps Co-op community to explore more webinars, resources, and conversations like this one.
