The RevOps Review w/ Olga Traskova
VP Revenue Operations, BirdEye
I caught up with Olga Traskova, VP of Revenue Operations at BirdEye, for a wide-ranging conversation on scaling RevOps across the entire customer lifecycle. Olga shares how she oversees marketing ops, sales ops, CS ops, analytics, and the GTM tech stack. If you’re into building structured sales motions, improving forecasting accuracy, using AI to drive efficiency, and the importance of speaking up and owning the RevOps voice inside an organization then I think this episode might be for you.
Listen here: Spotify | Apple. Brought to you by Cognism.
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.
Key Takeaways
Full-Funnel Ownership
Olga's RevOps remit spans marketing, sales, CS, and analytics—enabling true lifecycle performance optimization.
Having a dedicated GTM analytics function prevents dependency on product or finance BI teams.
Data-Driven Process Design
Funnel analysis (from MQL to closed-won) drives process refinement and helps surface root causes like deal slippage and long sales cycles.
CRM data hygiene and shared definitions (e.g., "customer", "pipeline") are non-negotiables for scale.
Sales Motion Transformation
Moving from “jazz band” to “marching band” requires process rigor, validation rules, and aligned definitions.
Olga advocates for simplifying workflows and reducing admin burden—freeing sales to actually sell.
AI and Automation in RevOps
Olga explores conversational intelligence and AI tools that auto-fill fields, flag risks, and improve deal scoring without overloading reps.
AI is seen as assistive—not a replacement for human RevOps judgment.
Forecasting with Cross-Functional Input
Weekly big deal reviews include legal, billing, and rev ops to vet close dates and de-risk forecasts.
Mutual action plans help validate close timing and highlight risks early.
Top-of-Funnel Execution
Lead scoring, routing, and enrichment are tailored by segment and continuously optimized.
High performers are rewarded with better lead assignments based on conversion data.
RevOps Tech Stack
Salesforce, LeanData, ZoomInfo, Cognism, Lusha, SalesLoft, Chorus, and custom apps power the GTM engine.
LeanData plays a central role in data orchestration, governance, and routing.
Notable Quotes
"Hope is not a strategy. Assumption is not a strategy."
"You have to transform from jazz band to marching band—and RevOps is the conductor."
"Sales reps are like kids—don’t disrupt their world too much or you’ll hurt performance."
"I still think of AI as a helper, not a replacement. RevOps still owns the call on pipeline quality."
"Speak up. RevOps knows where the issues are—we have to lead with insight and solutions."
Action Items for RevOps Leaders
Build mutual action plans into every big deal process.
Integrate AI-powered call intelligence to reduce manual data entry.
Define and align on vocabulary and deal stage criteria org-wide.
Run weekly cross-functional big deal reviews to spot blockers early.
Use rep-level conversion data to optimize lead routing strategies.
Connect with Olga Traskova. Find her on LinkedIn