In this episode of the Thread Podcast, Justin Vandehey sits down with Jared Myatt, Senior Director of Revenue Operations at Integrate, to explore what it really takes to scale RevOps over time. Jared shares his journey from early employee to RevOps leader, reflecting on key inflection points including acquisitions, private equity ownership, and enterprise growth.

They discuss how the definition of RevOps has evolved, why data must power decision-making (not just dashboards), how culture scales through honesty and curiosity, and why alignment across GTM teams ultimately comes down to communication—not tools. This is a must-listen for anyone building RevOps in a growing SaaS organization.

Key Topics Covered

• Growing with a company from early startup to enterprise
• What RevOps actually is (and what it isn’t)
• Using data to tell real revenue stories
• Scaling culture without over-engineering it
• Career advice for aspiring RevOps leaders
• Why alignment breaks—and how to fix it
• The role of RevOps as GTM problem solvers

Suggested Chapters

00:00 – Welcome + Jared’s background
02:30 – Early ownership and pivotal moments at Integrate
04:30 – How RevOps has evolved over the years
06:00 – Using data to tell the revenue story
07:45 – Preserving culture through growth
10:45 – Career advice for moving into RevOps
13:30 – What alignment really looks like
16:45 – Integrate overview + closing

In this episode of the Thread Podcast, Justin Vandehey interviews Benjamin Roach, Director of Revenue Operations at Optio Incentives, to explore what it takes to build RevOps in the equity compensation and incentives space. Ben shares his “traditional” path from sales into RevOps, why he deliberately took a step back into a junior ops role, and how getting technical became a career unlock.

They dig into the complexities of selling and operating in equity management—where revenue can include ARR, transactional fees, and services, and where buyers span CFOs, CHROs, legal, and finance. Ben also shares his point of view on AI: where it can help participants and admins get fast answers, and why data quality and human oversight still matter. The episode closes with career advice for aspiring RevOps leaders and how to learn the craft.

Key topics covered

• Why Ben moved from sales → RevOps (and why he “took a step back” to level up)
• Equity compensation complexity: strike price, taxes, vesting, global compliance
• How Optio’s GTM motion sells “trusted partner + tech,” not just software
• Measuring growth in equity management beyond traditional ARR
• AI in equity management: where it’s useful today and where it’s risky
• Career advice: become technical, stay curious, build a broader toolbelt

Memorable moments / quotable lines

• “Stock options… were unknown to me. You get handed them and think, maybe one day I’ll make money.”
• “AI is only as good as your data models.”
• “Don’t be scared to take a step backwards.”
• “RevOps wears so many hats—you need a lot of tools on your toolbelt.”

Chapters (suggested)

00:00 – Welcome + Ben’s intro
01:00 – From sales to RevOps (and why he took a step back)
02:10 – Why the equity/incentives space pulled him in
03:30 – Aligning finance, HR, and revenue metrics
04:45 – Why revenue isn’t just ARR in equity management
05:30 – Simplifying a complex story for CFOs/CHROs/legal
06:55 – Global compliance + product readiness constraints
09:00 – AI in equity: what it can and can’t do (yet)
11:05 – Career advice for aspiring RevOps leaders
13:45 – Plug: Optio + how to connect with Ben

In this episode of the Thread Podcast, Justin talks with Tyler Will, VP of GTM Strategy & Ops at Intercom, about how modern revenue organizations are evolving in an era defined by AI, PLG-to-enterprise transitions, and go-to-market speed.

Tyler shares his journey from economic consulting and Bain, to GTM leadership at LinkedIn, to now scaling RevOps at Intercom. He breaks down the key differences between operating at a 20,000-person giant and a high-velocity SaaS company, why balancing PLG and enterprise sales motions requires intentional system and process design, and how Intercom rebuilt its routing, sales assist, and pricing guardrails to accelerate ACVs and bring clarity back to the customer journey.

The conversation digs into how AI is reshaping selling—not by replacing reps, but by giving them time back. From auto-generating QBR decks to enriching data behind the scenes, Tyler explains why AI actually makes sales more human, not less. He also shares why the next generation of RevOps talent will shift from narrow specialists to curious generalists who leverage AI, understand the full GTM workflow, and act as true co-owners of the business.

This is a high-signal episode for anyone thinking about PLG evolution, GTM design, AI-powered sales, and how RevOps must evolve to meet the moment.

Chapters

00:00 — Intro + Tyler’s Background
Justin sets up the episode; Tyler shares his path from consulting and Bain to LinkedIn to Intercom.

02:00 — Early Career Lessons: From Consulting to GTM
How economic consulting and strategy work shaped Tyler’s analytical and leadership approach.

03:30 — Operating at Scale: LinkedIn vs. Intercom
Why large enterprise GTM is committee-driven, and how smaller SaaS companies require speed, adaptability, and influence without authority.

06:00 — PLG, Sales-Led, and the Middle Ground
How Intercom balances self-serve PLG customers with enterprise sales—and why a “Sales Assist” motion has become critical.

08:30 — Redesigning Routing, Guardrails & ACV Growth
How simplifying and separating motions helped Intercom lift sales-led logos and drive higher ACVs.

10:45 — AI as an Amplifier, Not a Replacement
Why AI frees reps from low-value tasks (QBR decks, data cleanup) and makes room for more human selling.

13:20 — The Real Risk: Overvaluing Human Busywork
Why reps aren’t losing points for doing things manually—and why AI should elevate the conversation, not eliminate the human.

15:00 — The Future of RevOps Careers
Why RevOps is shifting from specialists to generalists who use AI, understand systems, and act like business owners.

18:00 — What RevOps Leaders Should Learn Next
Tyler’s advice to aspiring operators—how to become more valuable by being curious across the entire GTM ecosystem.

19:30 — Closing Thoughts + Intercom Hiring
Tyler encourages RevOps pros to embrace the field and shape the future; Justin wraps the conversation.