https://www.gtmaipodcast.com

He stopped hiring for RevOps tasks and started building Perplexity skills instead. Here's exactly how.

In this episode of the GTM AI Podcast, Coach K sits down with Nate Follen, Head of Enterprise Ops and Systems at Perplexity, to walk through the three AI skills his team actually runs every day and every week. Nate helped scale RevOps at Ramp, advised teams at Momentum, and now leads the internal go-to-market systems engine at Perplexity. He doesn't talk theory. He shares his screen and shows the real workflows.

Key topics covered:

• Why Nate now asks "do I have to hire for this?" before adding headcount, and where the answer is still yes (hint: the Salesforce admin role isn't dead)

• The Voice of Customer dashboard he built with two prompts, an API key, and live-refreshing call transcripts, that tells the product team not just what customers said, but what to do about it

• The weekly RevOps deck-prep skill that pings the sales team in Slack, pulls live data from Snowflake via Claude Code, checks Linear, and assembles a deck that used to take an hour

• The CRM hygiene system that cleans account ownership and Salesforce hierarchies nightly, builds Polytomic data models without logging into the tool, and DMs Nate every error with a severity score and a fix

• Why orchestration across 400+ connectors beats single-model lock-in, and where Perplexity sits next to Momentum and Salesforce instead of replacing them

• The mindset shift: from "find the two things to focus on" to running dozens of projects in parallel with a team of agents

If you lead revenue operations, enablement, sales, or marketing, this is the tactical breakdown of what AI-run GTM systems actually look like inside one of the fastest-growing AI companies in the world.

Resources mentioned:

• Nate Follen on LinkedIn: https://www.linkedin.com/in/follen/

• Perplexity: https://www.perplexity.ai

• Momentum.io (call recording and transcript analysis)

• Salesforce, Slack, Linear, Snowflake, Claude Code, Polytomic, Hightouch

• GTM AI Podcast & Newsletter: www.gtmaipodcast.com

Get the free lead magnet from this episode, The Perplexity RevOps Skill Stack, with the exact prompts and build steps: www.gtmaipodcast.com