The consensus says AI plus a couple of GTM engineers just shrank the RevOps org. Jimmy O'Halloran thinks that's exactly backwards. Hand him a tool that makes his people 300% more productive and he won't cut two heads — he'll hire two more and go faster.

Jimmy has spent nearly two decades close to revenue: he recruited himself out of a staffing job into EMC, spent 13 years across EMC and Dell, ran field operations at Snowflake for four and a half years, helped Glean make the jump from startup-mode ops toward enterprise scale, and today owns Revenue Operations and sales enablement as VP of Go-To-Market Strategy & Operations at New Relic.

In this conversation with LeanScale co-founder Anthony Enrico, Jimmy breaks down the two flavors of RevOps and which one actually has influence, how to build an operating cadence that mirrors the way your customer buys, why sales enablement is the secret sauce almost nobody staffs correctly, the brutal reality of running a consumption revenue model — hunter/farmer, comp, quotas, forecasting — and the career-defining reframe that changed everything for him: the difference between leverage and trust.

WHAT YOU'LL LEARNWhy the "AI shrinks RevOps" thesis is backwards — and what a productivity gain should actually triggerThe two flavors of RevOps, and which one gets invited into the roomHow to build an operating cadence that mirrors how your customer buysWhy sales enablement is the secret sauce — and the span-of-control trigger for building itWhy acquisition is a process, not an event, in a consumption modelThe hunter/farmer model and the 600-pound gorilla: how you actually pay repsWhy consumption forecasting belongs to finance and data science, not go-to-marketHow to define ARR in a consumption world you can actually raise againstLeverage vs. trust: how operators earn a seat at the table instead of forcing their way inWhy you're on the leadership team but annexed from it — and how to steward the information you hold

CHAPTERS00:00 — Cold open + ground rules02:04 — The two flavors of RevOps02:18 — Recruiting himself into EMC: finding his lane04:19 — Structuring your week to stay in the field06:59 — An operating cadence that mirrors the customer journey10:28 — Sales enablement: the secret sauce21:29 — When to build a formal enablement team24:33 — The real challenges of consumption revenue26:22 — Hunter/farmer: acquisition is a process, not an event29:00 — Don't land at scale: the 18-wheeler vs. the lawnmower34:35 — Setting quotas in a consumption world40:32 — Forecasting & defining ARR you can raise against43:26 — Should data science report to RevOps? The grocery store problem48:15 — Anthony's Emailage story: hire #28 to a half-billion exit53:05 — Leverage vs. trust: getting invited to the table59:09 — Part of leadership, but annexed from it01:01:30 — Does AI change everything?01:04:04 — Why more AI means more people, not fewer

ABOUT THE GUESTJimmy O'Halloran is VP of Go-To-Market Strategy & Operations at New Relic, where he owns the full Revenue Operations org and sales enablement. He has spent nearly two decades close to revenue without ever carrying a bag — from EMC (13 years) to Dell, then field operations at Snowflake for four and a half years, and helping Glean make the jump from startup-mode ops toward enterprise scale. His through-line: RevOps is won on trust, not leverage — and the best operators get invited to the table instead of forcing their way in.

ABOUT THE LEANSCALE PODCASTThe LeanScale Podcast is the show for GTM operators building the next generation of revenue infrastructure. Hosted by Anthony Enrico, co-founder of LeanScale.

▶ Learn more: https://www.leanscale.team▶ Follow Anthony on LinkedIn▶ Follow Jimmy on LinkedIn

#RevOps #GTM #AI #SalesEnablement #ConsumptionRevenue #B2BSaaS #Snowflake #OperatorMindset #LeanScale

Why AI Means More RevOps Hires, Not Fewer | Jimmy O'Halloran VP of GTM Strategy at New Relic

The LeanScale Podcast with Anthony Enrico

Why AI Means More RevOps Hires, Not Fewer | Jimmy O'Halloran VP of GTM Strategy at New Relic