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Podcast
February 21, 2025
Episode 29: The AI Impact on Revenue Operations
Is AI is coming for RevOps, or RevOps coming for AI? In this episode, Jake Hofwegen breaks down why RevOps pros who embrace it will level up faster.
In this episode, RevOpsAF co-host and RevOps Co-op CEO Matthew Volm sits down with Jeremey Donovan, Operating Advisor to Insight Partners' portfolio companies, to talk about hiring strategies rooted in data-driven decision-making - what he calls "Hiring Moneyball." Jeremey shares insights from his extensive career in revenue operations, highlighting key takeaways on what makes a great hire in RevOps, sales, and beyond.
If you’ve ever wondered whether job tenure, background, or even prior sports experience matter in hiring decisions, this episode is packed with actionable insights to guide your approach.
Jeremey’s journey into revenue operations was anything but traditional. Starting as a semiconductor engineer, he eventually transitioned into sales and revenue strategy, leveraging his analytical skills to optimize go-to-market functions.
"RevOps brings together strategy, people, process, and technology in a way that is intellectually stimulating and constantly evolving." — Jeremey Donovan
Like many in RevOps, Jeremey’s path was non-linear. Whether starting in engineering, consulting, or even geology, those with diverse backgrounds often find success in revenue operations.
Inspired by the "Moneyball" philosophy popularized in baseball, Jeremey applies statistical analysis to hiring decisions. Instead of relying on gut feel, he advocates for analyzing candidate attributes that statistically correlate with job success.
For instance, while hiring sales development representatives (SDRs), Jeremey’s research found that:
"If you can get a few percentage points edge in hiring, it compounds across your team’s performance." — Jeremey Donovan
One long-held belief in sales hiring is that former athletes, especially those who played team sports, perform better. However, Jeremey’s analysis uncovered a surprising insight:
When analyzing successful Chief Revenue Officers (CROs), Jeremey identified a key trait that stood above all others: tenure in previous roles.
CROs who had spent at least two years in a prior role were significantly more likely to be successful. Conversely, frequent job-hopping was a major red flag. Surprisingly, industry experience - often considered crucial - wasn’t statistically significant in predicting CRO success.
"CRO job-hopping is highly correlated with failure. The best candidates have demonstrated staying power and progression in their careers." — Jeremey Donovan
As a RevOps leader, hiring across the various GTM teams may not always be in your job description - but it should be. The right hires can significantly impact your ability to execute strategy effectively. Jeremey encourages RevOps professionals to:
"Hiring isn’t just an HR function. RevOps leaders need to play a role in bringing in the right talent to set their teams up for success." — Jeremey Donovan
RevOps and revenue teams operate in high-stakes environments where every hire matters. Jeremey’s approach to "Hiring Moneyball" offers a compelling case for bringing data into the hiring process - whether for SDRs, AEs, or CROs. By leveraging historical patterns and predictive analysis, revenue teams can optimize for long-term success.
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