Scaling RevOps in complex sales: How to bring structure to GTM

Ali Rastiello, VP of Revenue Operations at Health Catalyst, has seen just about every side of RevOps. In this episode she shares how she scaled RevOps in a high-complexity health technology environment—with a high-stakes, reputation-sensitive buyer pool, extended sales cycles, and system-level decision-making. Learn how she approaches exec buy-in for data investments, automates data cleanup at scale, and considers comp plans reflecting real GTM structure.

Ali Rastiello, VP of Revenue Operations at Health Catalyst, has seen just about every side of RevOps—from traditional TV sales to early digital marketing ops to full-funnel GTM leadership in healthcare technology.

In this episode of The Sales Compensation Show, Ali joins our host Nabeil Alazzam to unpack how she brings structure and simplicity to one of the most complex selling environments out there—HealthTech.

With a limited, reputation-sensitive buyer pool, extended sales cycle, and matrixed hospital systems making enterprise-level decisions, Ali shares how she built scalable RevOps foundations that actually work across the entire customer lifecycle.

🎙 In this episode, you’ll learn:

Why data quality and hygiene is non-negotiable in a market where your TAM may only encounter you once
How to get execs to say “yes” to data investments
The automation layer Ali relies on to maintain data hygiene
Why sales comp complexity is often a GTM structure problem in disguise
If there's credence to the idea AI will replace BDRs anytime soon...

Whether you’re in healthcare tech, SaaS, or enterprise B2B sales more broadly—this conversation is packed with real world approaches and even tool recommendations to try yourself.