Go To Masters Show

Most RevOps job descriptions read like a contradiction. Strategic advisor. Tactical executor. Data analyst. Project manager. All at once.

Katrin Gurvich, GTM Business Partner at Navan, has a better frame for it: the role requires you to be bilingual. Not in the language sense, in the ability to switch context, altitude, and audience without losing the thread. One minute you're in a QBR presenting business risk to the CRO. The next you're debugging a Salesforce issue with a rep. Same day. Same person.

In this episode, Katrin breaks down what that actually looks like in practice, the four signals she uses to diagnose business health, why quota attainment can mask serious rep participation risk, how she thinks about pipeline coverage beyond the month-end snapshot, and what good CPQ does for trust across the whole revenue org.

She also gets into where AI genuinely earns its keep (thought partner, not magic), and what she'd tell anyone trying to break into this world: take the sales role if it's open, go to the events, and don't be precious about the path.

If you've ever struggled to explain what RevOps actually does or you're trying to get better at operating across every altitude of the business, this one's worth your time.