The RevOps Review w/ Justin Humphreys
Head of RevOps, Bright Networks
Cognism reached out to me and suggested I meet with Justin Humphreys, Head of Revenue Operations at Bright Networks. We had a great time chatting about growing into RevOps from a systems background, building tech stacks in lean environments, and launching a new initiative to support early-stage companies. Justin shares lessons from his early days as a Salesforce admin at Vodafone to his current work overseeing marketing, sales, and CS ops in a mission-driven UK company.
Listen here: Spotify | Apple. Brought to you by Cognism.
But first a word from our sponsors:
RevOps chaos slowing you down? Juggling disconnected tools, manual reports, and clunky workflows kills productivity and revenue. Zapier automates your processes, seamlessly integrating your sales, marketing, and RevOps stack—so you can focus on growth, not busywork. Start automating today and turn inefficiency into impact. Try Zapier now!
Q3 RevOps Impact Course Starts Next Month
A new cohort of the Unleashing Revenue Operations Impact (ROI) course will start 7/21. If you’re a Revenue Operator looking to skill up then this course may be for you. Sign up for the waitlist or register here today.
Q3 AI for RevOps Course Enrollment is Open
A new cohort of the AI for RevOps course will start 8/1. Sign up for the waitlist or register here today.
Key Takeaways
Accidental Entry into RevOps
Justin began as a Salesforce admin, unaware of what sales operations even was.
Over time, he moved into broader roles, learning by taking on others' responsibilities and leading internal tooling and comp design at scale.
Expanding to Full-Funnel RevOps
Now leads marketing, sales, and CS ops—moving from deep knowledge in sales ops to learning marketing ops and CS ops on the job.
Highlights the importance of cross-functional fluency and executive support in driving lifecycle revenue.
Reporting to the CFO
Transitioned from reporting to the CMO to the CFO for greater cross-functional objectivity.
Working under finance helps tie RevOps initiatives to commercial outcomes and forces more disciplined, ROI-driven decisions.
Navigating the Martech Noise
Advocates for a "capability map" to evaluate whether tools are vitamins, painkillers, or cures.
Prioritizes long-term fit, vendor overlap, and minimal disruption—especially as a solo operator.
Launching RevOps Hub
Justin is launching a side venture called RevOps Hub to offer free advisory services to early-stage UK companies.
Aims to help founders avoid costly mistakes in CRM, GTM tooling, and operations setup.
Advice to New Operators
Build community through events, Slack groups, and LinkedIn.
Learning from peers is one of the fastest ways to grow and stay sharp.
Notable Quotes
"Hope is not a strategy. You need to prove ROI and stay commercially grounded."
"Tech stacks are like houses—they need constant remodeling to stay fit for purpose."
"When you’re a team of one, simplicity and sustainability win."
"Being outside the RevOps echo chamber forces you to justify your choices with clarity."
"The earlier you get RevOps thinking into a business, the more growth you unlock later."
Action Steps for RevOps Leaders
Build a capability map to assess tool value and avoid stack sprawl.
Align with finance on spend justification and impact measurement.
Keep the tech stack clean—consolidate fields and audit regularly.
Join the broader RevOps community to exchange ideas and learn faster.
Support early-stage founders with scalable RevOps frameworks.
Connect with Justin Humphreys
Find him on LinkedIn (search: Justin Humphreys, Bright Network) or visit revops-hub.co.uk to learn more.