RevOps is dead.
I had a friend who’s been in RevOps for years. Knows Salesforce inside out. Can build dashboards in his sleep.
He told me he doesn’t like where the role is going. First it became GTM Engineer. Now it’s drifting toward AI Ops.
His words, not mine. "Too different from what I signed up for.”
And he’s right.
This is The Shift
Here’s how we got here, and where it’s going next.
𝟮𝟬𝟭𝟬–𝟮𝟬𝟭𝟱: 𝗦𝗮𝗹𝗲𝘀 𝗢𝗽𝘀 / 𝗠𝗮𝗿𝗸𝗲𝘁𝗶𝗻𝗴 𝗢𝗽𝘀
Tool setup. CRM admin. Campaign tagging.
The job? Set up the tools and pray the system didn’t break.
Tools: Salesforce. Marketo. HubSpot.
𝟮𝟬𝟭𝟲–𝟮𝟬𝟮𝟭: 𝗥𝗲𝘃𝗲𝗻𝘂𝗲 𝗢𝗽𝘀
Ops grows up. Dashboards, KPIs, forecast governance.
The job? Same mess, fancier tools. More alignment meetings. Less actual alignment.
Tools: Gong. Clari. Outreach. Salesloft.
𝟮𝟬𝟮𝟮–𝟮𝟬𝟮𝟱: 𝗚𝗧𝗠 𝗘𝗻𝗴𝗶𝗻𝗲𝗲𝗿
The workflow era. Ops turns into a builder org.
The job? Less reporting, more doing. Connected 7+ tools to work like one.
Tools: Zapier. Clay. Make. n8n.
𝟮𝟬𝟮𝟲+: 𝗔𝗜 𝗢𝗽𝘀
You’re not building workflows anymore. You’re building teams of Cloud Employees. You don’t manage tasks, you manage outcomes. You hire AI agents. You train them on your systems, playbooks, and tone. You deploy them into real roles, then you monitor performance, and scale faster than headcount ever could.
AI Labor Platforms: Atonom. TBD. TBD.
Here’s what AI Ops actually looks like on a Tuesday:
Your AI SDR booked 42 meetings last month. 12 no-showed. 8 were unqualified. 3 turned into pipeline.
In RevOps, you’d adjust routing rules and update dashboards.
In AI Ops, you:
Review the agent’s qualification decisions
Adjust scoring logic based on closed-won data
Retrain it on objection handling from real call transcripts
Tighten ICP filters using live performance feedback
Re-deploy within hours
No ticket. No sprint cycle. No “we’ll fix it next quarter.”
You’re managing digital labor performance. And when it works?
You don’t hire 3 more reps. You scale the agent.
RevOps was about control. AI Ops is about design. One is defensive the other is offensive.
And that’s why my friend is uneasy. He didn’t sign up to architect digital labor. He signed up to manage systems.
I don’t blame him. This is a different job than what he signed up for.
That’s it for today. Connect with me on Linkedin if you actually want to understand what an Autonomous Organization looks like in the real world.
