--- title: "RevOps Roundup: Week 38, 2026" description: Discover curated RevOps content every week, including top blogs, podcasts and webinars for revenue operations leaders, practitioners and enthusiasts looking to level up their GTM strategy. image: https://revenueoperations.com/hubfs/RevOps%20Round-up-37.png --- [Skip to content](https://revenueoperations.com/blog/revops-roundup-week-38-2026#main-content) - [Learn](https://revenueoperations.com/join) Show submenu for Learn - [Free Resources](https://revenueoperations.com/join) - [Mastermind](https://revenueoperations.com/masterminds) - [Blog](https://revenueoperations.com/blog/All) - [GTM Tools](https://revenueoperations.com/gtm-tools) - [Collaborate](https://revenueoperations.com/collaborate) - [Home](https://revenueoperations.com) Open main navigation Close main navigation - [Learn](https://revenueoperations.com/join) Show submenu for Learn - [Free Resources](https://revenueoperations.com/join) - [Mastermind](https://revenueoperations.com/masterminds) - [Blog](https://revenueoperations.com/blog/All) - [GTM Tools](https://revenueoperations.com/gtm-tools) - [Collaborate](https://revenueoperations.com/collaborate) - [Home](https://revenueoperations.com) - [Get RevOps Help](https://revenueoperations.com/revops-consulting) [Get RevOps Help](https://revenueoperations.com/revops-consulting) # RevOps Roundup: Week 38, 2026   ![RevOps Round-up-week-38](https://revenueoperations.com/hs-fs/hubfs/RevOps%20Round-up-37.png?width=2000&height=1125&name=RevOps%20Round-up-37.png)   ## Blog Posts:   ### [We Run 21 AI Agents and They’ve Closed Millions. But There Still Isn’t a Good AI Account Executive. Yet](https://www.saastr.com/we-run-21-ai-agents-and-theyve-closed-millions-but-there-still-isnt-a-good-ai-account-executive-yet/) [By: SaasTr](https://www.saastr.com/) Can an AI agent close a deal? SaaStr's 21 agents have generated millions in B2B SaaS revenue, yet Jason Lemkin argues the account executive role is still out of their reach. **What the article covers** - Where agents already work: SaaStr's inbound agent handled 442,000 chats and booked 614 meetings, and win-back outreach to 1,000 ghosted leads drew 72% open rates and response rates above 10%. - Coverage versus closing: PayPal used Agentforce on 8,000 uncalled leads a month and lifted meeting conversions by 50%, which closes a coverage gap rather than a deal. - Why closing stays human: limited concession authority, difficulty reading silence, thin multithreading with political context, and weak error reporting. - Headcount signals: in a survey of 560+ B2B companies, 36% cut SDR headcount while 28% added AEs. - Outlook: transactional mid-market deals and renewals come first, with a credible AI AE about 24 months away. You come away with a clear view of where AI agents pay off today (prospecting, support and admin), where they stop (closing), and what to ask any vendor that claims otherwise. [Read the full article here](https://www.saastr.com/we-run-21-ai-agents-and-theyve-closed-millions-but-there-still-isnt-a-good-ai-account-executive-yet/) for more perspective on where AI agents fall short in closing and more input on how to staff around them.   ### [How Misalignment Destroys EBITDA: RevOps’ Role in GTM Alignment](https://revopsinflection.substack.com/p/how-misalignment-destroys-ebitda) [By: RevOps Inflection](https://revopsinflection.substack.com/) Why do three teams bring three different versions of the truth to the same board meeting? Joe Ort argues GTM misalignment is a direct tax on EBITDA, and that RevOps is the function that enforces the definitions, structure and context to fix it. **What you'll find inside** Ort lays out five ways RevOps can support alignment. The first is semantic governance: shared definitions for MQL, SQL and onboarded accounts, plus stage-gate rules in the CRM that block a deal from advancing until criteria such as MEDDPICC metrics and a confirmed economic buyer are in place, which he says can bring forecast variance from 30% to +/-5%. The second is speed-to-lead, with automated routing, a 15-minute first-touch window and reassignment after 60 minutes. The third replaces attribution credit disputes with stage-over-stage conversion tracking. The fourth is dynamic capacity and demand modeling across Finance, Sales and Marketing, and the fifth is a unified GTM context layer that gives AI agents consistent data to work from. The post hands you a five-part checklist for turning alignment from an offsite exercise into an operating discipline, and a clear case for agreeing on definitions before trusting any dashboard or AI agent. [Discover the full article here](https://revopsinflection.substack.com/p/how-misalignment-destroys-ebitda) for a closer look at definitions, SLAs and attribution, plus more input on building a GTM context layer.   ### [You’re behind in AI and that’s okay! Everyone else is too](https://revengine.substack.com/p/youre-behind-in-ai-and-thats-okay) [By: RevOps Impact Newsletter](https://revengine.substack.com/) Are you really behind on AI in RevOps, or is it noise? Jeff Ignacio points to Momentum's 2026 report: 88% of teams claim AI adoption, while only 24% have embedded it in revenue workflows. **Inside the argument** - The adoption gap: Default's H1 2026 report found nearly 25% of organizations have no clear owner for AI adoption. - Hiring reality: an analysis of 1,890 RevOps job postings found AI mentioned in only 8% of technical roles, while Salesforce, SQL and BI skills still lead. - Governance risk: without one owner, tools multiply and data exposure grows, and most current use cases, such as lead enrichment and content generation, stay shallow. - Structured ownership: Samsara puts data engineering, AI engineering and marketing operations under clear reporting lines so AI-generated scores feed production systems. - A 90-day plan: learn the data foundations, then document current AI tools, approval processes and data dependencies. The piece leaves you with a realistic read on where most teams stand with AI, and a concrete way to start: build on existing CRM and data skills and take ownership of AI governance. [Get the complete article here](https://revengine.substack.com/p/youre-behind-in-ai-and-thats-okay) to get more perspective on AI ownership and governance, and more input on the 90-day learning plan. [\[Back to Top\]](https://revenueoperations.com/blog/revops-roundup-week-38-2026#Top) [![Connectors Revenue Operations Newsletter](https://revenueoperations.com/hs-fs/hubfs/Connectors%20%231.png?width=1584&height=396&name=Connectors%20%231.png)](https://bit.ly/connectors-lp) ## Podcast Episodes:   ### [CRM As A Business World Model: The Future For GTM Teams? | Keith Peiris, CEO @ Lightfield](https://podcasts.apple.com/ca/podcast/crm-as-a-business-world-model-the-future-for-gtm/id1682771619?i=1000790801655) [By: Topline](https://podcasts.apple.com/ca/podcast/topline/id1682771619) What if your CRM worked less like a database and more like a model of your business? Keith Peiris, CEO of Lightfield, explains why traditional systems of record function as forecasting tools. **What gets discussed** Peiris walks through building an agentic CRM that launched in November 2025 and now counts more than 5,000 customers, backed by a $47 million Series A from Andreessen Horowitz. The conversation covers designing systems on the assumption that models will keep making errors, using LLMs for insight while leaving arithmetic to deterministic code, and what it takes to replace Salesforce or HubSpot rather than settle for marginal AI upgrades. It also touches on scenario planning, the weight of complete data, and hybrid pricing that mixes seat-based and consumption models. Listeners leave with a founder's view of what separates a CRM that records the business from one that models it, and where to trust AI versus deterministic code. [Listen to the full episode here](https://podcasts.apple.com/ca/podcast/crm-as-a-business-world-model-the-future-for-gtm/id1682771619?i=1000790801655) for more perspective on agentic CRMs and forecasting, and more input on what it takes to replace Salesforce or HubSpot. [![Topline podcast episode cover with Keith Peiris, CEO of Lightfield, on CRM as a business world model for GTM teams](https://revenueoperations.com/hs-fs/hubfs/Screenshot%202026-09-21%20at%2011.58.31%20AM.png?width=1012&height=309&name=Screenshot%202026-09-21%20at%2011.58.31%20AM.png)](https://podcasts.apple.com/ca/podcast/crm-as-a-business-world-model-the-future-for-gtm/id1682771619?i=1000790801655)   ### [Why More AI Won't Grow Your Revenue (and What Will) | Loreal Lynch (CMO, Nooks)](https://podcasts.apple.com/ar/podcast/why-more-ai-wont-grow-your-revenue-and-what-will/id1369291464?i=1000789801695) [By: The GTMnow Podcast](https://podcasts.apple.com/ar/podcast/the-gtmnow-podcast/id1369291464) Will buying more AI agents improve revenue performance? Loreal Lynch, CMO of Nooks, says not until the process underneath is rebuilt. **What you'll hear** - Built for humans: why traditional GTM tools do not suit agent automation, and what changes when AI prompts people instead of the reverse. - The iceberg model: how to divide responsibilities between humans and agents. - Reported results: about 3x meetings booked and 2x pipeline growth with unchanged headcount. - Alignment: CMO and CRO teams working from shared pipeline metrics rather than lead-source attribution. - Enterprise reality: why agent development is harder at scale than it looks, and the shared data, governance and communication infrastructure it needs. The episode makes the case for rebuilding the process before adding agents, and shows the alignment and infrastructure work that makes the results possible. [Discover the full episode here](https://podcasts.apple.com/ar/podcast/why-more-ai-wont-grow-your-revenue-and-what-will/id1369291464?i=1000789801695) to go deeper on rebuilding process for AI agents, plus more input on CMO and CRO alignment. [![GTMnow podcast episode cover with Loreal Lynch, CMO of Nooks, on why more AI will not grow revenue](https://revenueoperations.com/hs-fs/hubfs/Screenshot%202026-09-21%20at%2012.17.40%20PM.png?width=1012&height=309&name=Screenshot%202026-09-21%20at%2012.17.40%20PM.png)](https://podcasts.apple.com/ar/podcast/why-more-ai-wont-grow-your-revenue-and-what-will/id1369291464?i=1000789801695)   ### [What Leading Sales for 6 Months Taught Me About RevOps with Nicole Bradshaw, Head of RevOps at PandaDoce](https://podcasts.apple.com/us/podcast/122-what-leading-sales-for-6-months-taught-me-about/id1714314767?i=1000790863723) [By: RevOps Lab](https://podcasts.apple.com/us/podcast/122-what-leading-sales-for-6-months-taught-me-about/id1714314767?i=1000790863723) What does a RevOps leader learn after running sales for six months? Nicole Bradshaw, Head of RevOps at PandaDoc, found gaps in how she understood her own function while serving as interim global sales leader at Eventbrite. **What the conversation covers** Bradshaw argues that RevOps teams often know what good sales practice looks like but do not apply it to themselves, so she treats her own team as a stakeholder. She covers executive communication, such as presenting top priorities instead of an exhaustive list of problems, weighing near-term business impact against implementation time, and using OKRs as an operating tool rather than a standalone fix. The conversation also addresses why order-taking RevOps roles are the most exposed to automation, and how to build internal champions and handle objections with prepared data. You finish with a practical way to treat your own function as a stakeholder, communicate priorities upward, and spot where a RevOps role is most exposed to automation. [Hear the complete conversation here](https://podcasts.apple.com/us/podcast/122-what-leading-sales-for-6-months-taught-me-about/id1714314767?i=1000790863723) for more perspective on treating RevOps as its own stakeholder, and more input on executive communication and OKRs. [![RevOps Lab episode 122 cover with Nicole Bradshaw, Head of RevOps at PandaDoc, on what leading sales taught her about RevOps](https://revenueoperations.com/hs-fs/hubfs/Screenshot%202026-09-21%20at%2012.17.58%20PM.png?width=1012&height=307&name=Screenshot%202026-09-21%20at%2012.17.58%20PM.png)](https://podcasts.apple.com/us/podcast/ai-cant-fix-what-your-business-cant-define/id1761200098?i=1000789198656)  [\[Back to Top\]](https://revenueoperations.com/blog/revops-roundup-week-38-2026#Top)   ## Webinars:   ### [Meet the Rev Planning Agent](https://www.revopscoop.com/event/meet-the-rev-planning-agent) By: [RevOps Co-op](https://www.revopscoop.com/) Webinar with CaptivateIQ | Tuesday, September 29, 2026, 1:00 PM ET | Speaker: John Houston, CaptivateIQ Should territory and quota planning still happen once a year? This RevOps Co-op session shows CaptivateIQ's Rev Planning Agent monitoring plans continuously. **What you'll see** - Assigning accounts to territories from a plain-language description of the plan, then validating the output against intent. - Flagging coverage gaps, overloaded territories and quotas the roster cannot realistically carry. - Recommending a fix and modeling the scenario in one click, or talking through the trade-offs with the agent. Attendees see how continuous planning works in practice, from territory assignment to quota checks, and what an agent can flag before a plan breaks. [Register for the full session here](https://www.revopscoop.com/event/meet-the-rev-planning-agent) to see more of how continuous planning works, plus more input on territory and quota modeling.   ### [What is GTM Engineering?](https://www.revgenius.com/events/what-is-gtm-engineering-revolt-2026) By: [RevGenius](https://www.revgenius.com/) Webinar with ZoomInfo | Wednesday, October 14, 2026, 11:15 AM ET / 8:15 AM PT | Free | Speaker: Florin Tatulea, GTM Engineer in Residence Is GTM Engineering a role your team needs, or a new label for work RevOps already does? This session covers what the discipline includes and where it fits in B2B SaaS organizations. **What the session covers** The session defines GTM Engineering for a specific organization, traces the trends shaping the role, and walks through real-world case studies. It also lays out the competencies needed to move into the field, so attendees can judge whether their team needs the function and what success requires. By the end, you have enough context to decide whether GTM Engineering belongs on your team and what the role needs to succeed. [Save your seat for the full session here](https://www.revgenius.com/events/what-is-gtm-engineering-revolt-2026) for more perspective on what GTM Engineering is, and more input on the skills the role requires.   ### [What happens when AI starts doing all the work in RevOps?](https://www.revgenius.com/events/what-happens-when-al-starts-doing-all-the-work-in-revops-revolt-2026) By: [RevGenius](https://www.revgenius.com/) Virtual panel | Wednesday, October 14, 2026, 1:45 PM ET / 10:45 AM PT | Free | Panelists: Mollie Bodensteiker (ZoomInfo), Brandon Bussey (Couchbase), Matt Flotard (Gong), Katie Daggett (Cadre AI) What is left for RevOps when AI enriches records, routes leads and drafts outreach on its own? Leaders from ZoomInfo, Couchbase, Gong and Cadre AI take up the question. **What the panel takes on** - The shift from managing processes to managing autonomous agents. - GTM data architecture as the foundation for AI. - Governance for agents doing revenue work. - Where human judgment still matters, and how to approach build versus buy decisions. The panel gives you a working view of RevOps as agent management: where the data, the governance and the human judgment need to sit. [Join the full session here](https://www.revgenius.com/events/what-happens-when-al-starts-doing-all-the-work-in-revops-revolt-2026) to hear more on governing AI agents, plus more input on build versus buy and where human judgment still matters. 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