In this episode, Jeff is joined by Franco Anzini, a GTM operations executive who has helped scale multiple SaaS companies from $10M to $250M ARR and led organisations through IPO and acquisition.

Franco shares what RevOps actually looks like at different stages of growth, and how the role evolves as companies scale. From building the operational foundations in early growth, to creating forecasting discipline before IPO, he explains the systems, data infrastructure, and decision-making frameworks that allow revenue teams to grow sustainably.

They also discuss the shift from systems thinking to business impact, the rise of GTM engineering, and why AI initiatives often fail without clean, centralised data.