Jordan Rogers on Why RevOps Isn't IT Support for Sales
January 20, 2026
Jordan Rogers is the Founding Partner at GTM Advisor Group. On this episode of the Go To Masters Show, he shares insights from 10+ years scaling RevOps functions across unicorns and PE-backed companies—including building Thumbtack's sales org from 4 reps using sticky notes to 90 reps with structured processes.Why data is just a byproduct of good process—without consistent process, everything downstream is made up or wrongThe "scream test" for system cleanup: who will complain if you delete this field, record, or entire CRM?Why RevOps should build for the rep, not the board—because unhappy reps don't follow processes, which makes boards unhappy anywayConnect with Jordan: LinkedInFollow us: Linkedin | X
Jordan Rogers is the Founding Partner at GTM Advisor Group. On this episode of the Go To Masters Show, he shares insights from 10+ years scaling RevOps functions across unicorns and PE-backed companies—including building Thumbtack's sales org from 4 reps using sticky notes to 90 reps with structured processes.
- Why data is just a byproduct of good process—without consistent process, everything downstream is made up or wrong
- The "scream test" for system cleanup: who will complain if you delete this field, record, or entire CRM?
- Why RevOps should build for the rep, not the board—because unhappy reps don't follow processes, which makes boards unhappy anyway
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