The RevOps Review with Tori Moss

Global Head of Revenue Operations at Pigment

I’m in this LinkedIn chat filled with some outstanding NY based revenue operators. As an LA based operator (and former SF) I can tell you that NYC has something amazing cooking. Perhaps the center of the revenue operations world has shifted and now firmly centered on the East Coast. I was finally able to grab some time with Tori Moss, Global Head of Revenue Operations at Pigment. We dived into the impact of AI on sales processes, and how companies can optimize their go-to-market (GTM) strategies. Tori shares best practices for RevOps professionals, aligning sales and marketing through data, and leveraging automation to streamline revenue operations.

Listen here: Spotify | Apple. Brought to you by Cognism.

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🎧 Are Your Reps Following the Sales Process?

🔍 Handling objections right?
💰 Positioning pricing correctly?
📞 Asking the right qualifying questions?

Who has time to listen to hours of calls? Retellio surfaces key moments—so you hear what drives deals and fix what doesn’t.

🚀 Want to see how it works? Let’s chat.

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Key Takeaways

1. RevOps as a Strategic Function:

   • RevOps is shifting from a tactical support role to a strategic growth driver.

   • Aligning sales, marketing, and customer success through data and insights creates a more efficient revenue engine.

2. AI’s Growing Influence in RevOps:

   • AI is becoming essential for automating data entry, analyzing pipeline trends, and improving forecasting accuracy.

   • RevOps professionals should embrace AI-driven insights while maintaining a human touch in decision-making.

3. Sales and Marketing Alignment Through Data:

   • Unifying sales and marketing data ensures accurate reporting and better targeting.

   • Revenue teams should establish shared KPIs to drive accountability and alignment.

4. Automation as a Competitive Advantage:

   • Automating routine tasks allows RevOps teams to focus on strategic initiatives.

   • AI-powered tools enhance efficiency but require well-structured data and workflows.

5. Challenges in Scaling RevOps:

   • Companies must balance scalability with customization in RevOps processes.

   • Investing in the right tools and training ensures long-term operational success.

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Notable Quotes

1. “RevOps isn’t just about managing tools; it’s about driving revenue through better decision-making.” — Tori Moss

2. “AI in RevOps should enhance human intelligence, not replace it.” — Tori Moss

3. “Data is the bridge between sales and marketing—RevOps must ensure it’s accurate and actionable.” — Tori Moss

4. “Automation is key, but only if your underlying processes are sound.” — Tori Moss

5. “Scaling RevOps is about balancing standardization with flexibility—every company’s needs are different.” — Tori Moss

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Action Steps for RevOps Professionals

1. Adopt a Strategic Mindset: Shift from a reactive support function to a proactive revenue growth partner.

2. Leverage AI for Efficiency: Implement AI-driven tools for automation, pipeline management, and forecasting.

3. Unify Sales and Marketing Data: Align both teams through shared KPIs and centralized reporting.

4. Automate Where Possible: Identify repetitive tasks that can be automated to increase efficiency.

5. Focus on Scalable Processes: Ensure RevOps frameworks can grow with the business while remaining adaptable.

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For more insights or to connect with Tori Moss on LinkedIn