Revenue Ops Isn’t Tools: Joe Aurilia on Fixing Revenue Execution Problems (RevTech)

2026 Labor Report in Tech: Special Edition of MGAI

In this annual labor market discussion, guests Jamal Elmidge (Malcolm Clay Search) and Brian Lee (The Subgraph) describe how AI and efficiency pressures are changing hiring and job expectations across go-to-market and technical roles. They note SDRs and AEs are expected to be more technical, use AI-driven workflows, and deliver clearer revenue impact, while RevOps has shifted from spreadsheet expertise to orchestrating systems and AI-influenced outcomes. On the engineering side, tools like Claude, Cursor, and GitHub Copilot are accelerating output and driving demand for “product engineers” who can talk to customers and translate needs into products, thereby favoring well-rounded generalists with strong problem-solving and communication skills. They discuss shrinking teams, productivity challenges, emerging cross-functional roles such as forward-deployed engineering, increased use of fractional leadership, and job-search advice that emphasizes networking and standing out amid heavy applicant volume.

The Revenue Playbook

In this episode, Lizzie and Dimitris sit down with Ryan Vaillancourt to break down what’s actually driving performance in today’s sales world. With AI rapidly changing how teams work, many companies are chasing speed and productivity while missing what really matters. In this conversation, we cover: 👉 Why most sales coaching doesn’t lead to real improvement 👉 The biggest misconception about AI and productivity 👉 Why “working faster” isn’t the same as working smarter 👉 How top-performing teams focus on quality, not just volume 👉 The role of managers in driving real performance change The reality? Better results don’t come from doing more; they come from making better decisions in every interaction. Whether you’re a sales leader, rep, or just interested in how AI is shaping the future of work, this episode will change how you think about performance. Watch now and rethink what actually drives results.

Revenue Ops Isn’t Tools: Joe Aurilia on Fixing Revenue Execution Problems (RevTech)

In this episode, we sit down with Joe Aurilia (RevOps advisor + operator) to break down why “rev ops = tooling” is the wrong mental model. Joe shares how real revenue improvement starts with people, process, trust, and asking better questions—then using tools to scale what you’ve already agreed on. We talk “watermelon metrics,” false confidence from dashboards, why forecasting breaks in practice, and how to tell whether you have a tool gap or a process gap.

SCALE or FAIL? Antithesis

In this episode, we delve into the intricacies of a pioneering company named Antithesis, which has recently raised $105 million in a Series A funding round. Will it scale or fail? Lizzie and Dimitris share their takes!

“Data Team in a Box” for GTM (Churn Risk, Enrichment, Automation) | Elvity

This week, we’re highlighting Elvity! We had the pleasure of sitting down with Vikram Shrowty (CEO) and Safder Raza (Co-founder) to talk about a truth most GTM teams feel in their bones: GTM is a data problem… and too many teams are still stuck “battling spreadsheets” or letting things fall on the floor. A few moments we're still thinking about: • “A data team in a box” for GTM — automating analysis + workflows just by asking (they call it a GTM engineer… honestly “GTM super engineer” might be more accurate). • A real example: churn risk detection pulling from tools like Salesforce, Segment, Zendesk, Gong — then producing a clear report + suggested actions. • Operator included: Elvity doesn’t just answer questions — it builds the flow, tests it, and helps maintain it when data changes (because… data drift is undefeated). • Built for reality: 50+ connectors, push results back into the tools teams actually live in (hello Slack + CRMs), plus serious emphasis on validation + transparency so you’re not stuck with “ChatGPT told me so.” If your RevOps / CS / Sales teams are spending more time stitching data than making decisions, go give Elvity a listen. 👀