I’ve been thinking a lot about the future of RevOps, and I’m convinced that in the next 3-4 years, the job is going to look completely different.
Forget what you know about RevOps today—the endless dashboards, the Salesforce cleanup, the process mapping. That’s all table stakes. The real change, the one that’s going to separate the winners from the losers, is this: RevOps is about to become the team that operates the AI agent layer for your entire GTM engine.
Think about it. Today, RevOps stitches everything together. They’re the glue holding your data, tools, and processes in place. It’s important work, but it’s reactive.
Tomorrow, they’ll be deploying, governing, and measuring fleets of AI agents that do the actual work across Sales, CS, and Marketing. It’s a move from process-keeper to system-operator.
Here’s how I see it playing out in the real world:
For Marketing Teams:
Instead of just pulling lists, agents will be watching for buying signals and personalizing every single touchpoint. They’ll know exactly which leads to send to which reps, and they’ll deliver them with all the context needed to start a real conversation. No more cold handoffs.
For SDRs and BDRs:
The grunt work of researching accounts and drafting outreach emails? Gone. Agents will handle that. They’ll test messaging, keep sequences tight, and tee up conversations. The humans get to focus on the important part: the why behind the outreach and setting the right tone.
For AEs:
All the stuff that AEs hate doing—the pre-call briefs, the mutual action plans, the follow-ups, the CRM updates—agents will take care of it. This frees up your sellers to do the one thing you hired them for: actually selling.
For CSMs and AMs:
Agents will be your eyes and ears, spotting risk before it becomes a problem. They’ll see when usage dips, when support tickets spike, or when a key champion leaves. Then, they’ll suggest the right play to get things back on track, long before you’re staring down a surprise churn.
And for RevOps?
This is the biggest change of all. RevOps stops being a team of “report builders” and becomes a team of agent operators. Their job is to set the strategy. They’ll define the guardrails, connect the data, tune the workflows, and measure the impact. They’ll be the ones proving that this new way of working is actually driving real business outcomes.
The shift isn’t just about new tech. It’s about a new way of organizing your company. The most important questions won’t be about dashboards; they’ll be about the agents:
- Which agents are we running?
- What decisions are they allowed to make?
- What data do we trust them with?
- What outcomes are we trying to achieve?
- And where do we keep humans in the loop?
We’re still in the early innings of this, but I’m convinced this is where we’re headed. RevOps is about to become the owner of your agent strategy, the guardian of its quality, and the team responsible for delivering measurable GTM results.
The companies that start building that muscle today are the ones that are going to pull away from the pack. Fast.
