Courtney Hickey is the Director of Revenue Operations at ParentSquare, a K12 communication platform serving school districts across the US. She didn't come up through traditional RevOps channels — she started in administrative and legal roles, learned the business by sitting in on executive conversations, and built her way into operations from the ground up. On this episode of the Go To Masters Show, she shares what that unconventional path taught her about designing systems that flex, where comp plans break trust before anyone notices, and why she thinks AI's biggest promise has nothing to do with speed.

• Why rigidity is the biggest risk in RevOps and why falling in love with the problem beats falling in love with the process
• The quiet side of comp trust erosion: when the RevOps team can't explain the plan either, you've already lost on both ends
• Why AI's real value isn't speed but signal quality, and what it looks like when teams build for the wrong metric

Evgenia Vereshchak is the Director of Revenue Operations at Procurify, a spend management platform built for mid-market companies, based in Vancouver. She spent eight years at the company, starting as a BDR before moving into RevOps. On this episode of the Go To Masters Show, she shares what building a RevOps function from scratch actually requires, why process has to come before tools, and what most teams get wrong about comp planning before they ever run the numbers.

• Why RevOps should never sit under sales, and what happens to long-term revenue health when it does
• The right order for building RevOps from scratch: ICP clarity and customer lifecycle first, team accountability second, tech stack last
• Why every comp plan is a behavioral experiment, and why modeling at 50%, 80%, and 100% attainment before rollout is non-negotiable

Jatinder Dohil is the Global Head of Revenue Operations at ThetaRay, where they build AI-powered tools to help financial institutions detect money laundering and human trafficking. Before ThetaRay, he spent 20 years in revenue operations across organizations ranging from 10,000+ employees to early-stage startups.

In this episode, Jatinder breaks down his five-pillar RevOps framework: data and insights, systems, process, commissions planning, and customer 360. He explains why forecasting accuracy within a 5% threshold changes how the entire business plans, shares a salary analogy that makes unpredictable revenue feel personal, and talks about how AI tools like Copilot are changing what sales reps can focus on during live conversations.

He also gets specific on commission planning and CPQ: why simplicity matters more than sophistication, what good CRM hygiene actually requires, and the three things he’d tell anyone building a RevOps function from scratch.

Topics covered: RevOps frameworks, forecasting and predictability, commission planning, CPQ implementation, AI in revenue operations, CRM structure, and building RevOps teams across company sizes.