The Dual Power of AI in RevOps: Opportunity and Responsibility with Navin Persaud

GUESTS: Navin Persaud, VP of Revenue Operations at 1Password

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Summary:

In recent years, AI has dominated headlines and boardroom discussions, presenting revenue leaders a critical challenge: How can they leverage AI’s power while maintaining the human elements that make RevOps successful?

In this episode of The B2B Revenue Executive Experience, host Cory Cotten-Potter is joined by Navin Persaud, VP of Revenue Operations at 1Password, to discuss how AI is transforming revenue operations, why the GTM Engineer role is becoming crucial for modern businesses, and practical strategies for balancing automation with human expertise.

What You'll Learn:

• How to transition from sales to RevOps by developing empathy and understanding for sales challenges
• Why AI is simultaneously the scariest and most freeing tech in ops
• The critical role of GTM Engineers in orchestrating AI integration across revenue tech stacks
• How to balance caution with innovation when adopting AI in RevOps functions
• Why enrichment tools and deal intelligence represent the next frontier for AI in revenue operations
• Why curiosity is the essential trait for RevOps professionals in an AI-driven landscape
• How to manage team concerns about AI while fostering growth opportunities

Navin Persaud is the VP of Revenue Operations at 1Password, where he leads a team of 30+ RevOps professionals supporting a go-to-market organization of more than 450 people. With vast experience in SaaS and tech companies, including Fiix Software, Ceridian, and Vision Critical, Navin has established himself as a thought leader in revenue operations and AI integration. His expertise lies in simplifying systems, processes, and data to help teams acquire and grow customers more efficiently.

Whether you’re leading a B2B sales team, building out your revenue operations, or evaluating AI tools for your GTM motion, this episode delivers practical strategies you can use right now. Learn how top RevOps leaders are turning AI into a tool for predictable growth, lead generation, and sales forecasting - all without losing the human element that drives lasting revenue.

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Key Insights:

1. [05:59] - AI Readiness: Big Companies vs. Startups

Many leaders feel pressure to say they’re embracing AI, but actually doing it is another story. The disconnect is real: CEOs doubt their teams’ AI readiness, while CSOs are already tasked with integrating it. The key is to ditch the hype and start small. Focus on repetitive, manual processes in RevOps or GTM that eat up time but don’t add strategic value. The goal isn’t to chase shiny tools, but to generate insights that help you act faster and grow smarter.

2. [12:20] - The AI Forecasting Gap

If you’re thinking about adding AI to your revenue operations, don’t start with tools; start with clarity. What specific problem are you solving? AI can’t yet give you perfect forecasts, but it can reveal why deals stall, highlight friction points, and improve coaching and assets. Use AI to fill in gaps, not as a silver bullet. When evaluating solutions, prioritize nimble, AI-native platforms that adapt fast over legacy systems that bolt on AI as an afterthought. Before committing, ask vendors to prove value in a proof of concept (POC). The best ones will put their money where their model is.

3. [19:42] - The Rise of the GTM Engineer

If you’re investing in AI for your GTM strategy, don’t stop at just buying the tools. Hire someone who can orchestrate them. That’s where the GTM Engineer comes in: part technical translator, part systems integrator, and all about making your AI-powered tech stack actually work. Think of them as the Maestro of your RevTech symphony, connecting tools, extracting insights, and making sure data flows smoothly across functions. The best GTM Engineers are curious by nature, understand how SaaS sales organizations run, and can see what’s possible between systems.

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FAQs

1. Q: Why Is RevOps the Unsung Hero of AI Adoption?

A: AI can’t function properly without clean data, connected systems, and operational clarity, exactly what RevOps provides. Navin highlights that AI is only as good as the foundation it’s built on, and without early investment in RevOps, businesses will struggle to deploy AI meaningfully.

2. Q: What Is a GTM Engineer and Why Do You Need One?

A: The GTM Engineer is like the conductor of your revenue tech orchestra. This role ensures your AI and RecTech tools are integrated, orchestrated, and delivering insights at scale. As AI tools proliferate, someone needs to stitch them together across sales, marketing, and customer success.

3. Q: Where Should Companies Start with AI in RevOps?

A: Start small. Look for high-friction, repetitive processes, like data enrichment or admin-heavy deal tracking. These are ripe for AI automation. Build trust by showing small wins, then scale from there. Don’t just buy AI tools. Understand the problems first, then choose tech that solves them.

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