"If you have RevOps that just agrees with everything a CRO says and executes — you're a ticketing center. You're not strategic."

Hassan Irshad has spent nearly a decade in RevOps — about as long as anyone can honestly claim, because that's roughly when the function was born. He's Head of Revenue Operations at Unify, the AI-native GTM company backed by Battery Ventures and the OpenAI Startup Fund. Before that he ran RevOps at Fundraise Up, where he migrated a CRM from HubSpot to Salesforce in under three months and passed an external audit with the highest score in his category.

In this conversation with LeanScale co-founder Anthony Enrico, Hassan gets tactical: exactly what a RevOps team should look like at Series A, Series B–D, and after IPO — who you hire, in what order, and why the impressive resume from an IPO company is usually the wrong first hire. Then the AI half: why the context layer is the real moat, how a confidently wrong churn rate spreads through a company in three days, and the agents he's running to take grunt work off his reps' plates.

WHAT YOU'LL LEARN

What a RevOps org should actually look like at Series A, Series B–D, and post-IPO — and the exact hiring order

How AI made RevOps more relevant, not less, and where AI without governance spreads bad data faster than insight

CHAPTERS

00:00 — Cold open + intro

02:07 — Building the car while it's already going 100 miles an hour

04:20 — The small boat vs. the cruise ship

06:45 — Why every new VP of Sales rewrites the sales stages

09:56 — "If RevOps just executes, you're a ticketing center"

12:27 — The comp model for a company with no contracts

16:06 — How usage-based pricing breaks quotas, territories, and comp

19:04 — Timestamping account moves so comp survives mid-month

22:55 — Predicting ARR from 60 days of usage data

26:54 — Top-down vs. bottoms-up quota setting

30:03 — The RevOps unicorn problem

30:56 — Series A: hire the generalist, not the admin

34:28 — Twenty Salesforce admins and the case for structured chaos

35:32 — Series B to D: board meetings and data you can trust

38:07 — The two hires that make a RevOps leader strategic

40:02 — Post-IPO: specialization, signed comp plans, and the sandbox debate

46:20 — Should RevOps hold its own budget?

47:40 — The thankless job — your best day is a boring day

49:40 — The $120k call-prep agent

53:20 — The Formula One pit crew — and who designs the car

56:59 — Stop asking what the ROI of the agent is

1:00:43 — Is AI making RevOps irrelevant or essential?

1:03:19 — Confidently wrong: how AI spreads bad data faster

1:07:19 — Flip the question: what's the cost of NOT having RevOps?

1:09:13 — Wrap

ABOUT THE GUEST

Hassan Irshad is Head of Revenue Operations at Unify, the AI-native go-to-market platform backed by Battery Ventures and the OpenAI Startup Fund. He has spent nearly a decade in RevOps — from analyst to head of function — building revenue operations from zero to one at VC- and PE-backed startups and scaling through to IPO stage. Before Unify he led RevOps at Fundraise Up, where he migrated the company off HubSpot to Salesforce in under three months and passed an external RevOps audit with the highest score in its category. He is also the founder of RevInfinity, where he advises companies on building revenue engines that function cross-functionally.

ABOUT THE LEANSCALE PODCAST

The LeanScale Podcast is the show for GTM operators building the next generation of revenue infrastructure. Hosted by Anthony Enrico, co-founder of LeanScale, we go deep with the operators, founders, and executives shaping how modern go-to-market teams are designed, scaled, and transformed.

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KEYWORDS / TAGS

RevOps, Revenue Operations, GTM, AI in RevOps, AI Agents, Sales Compensation, Salesforce, Series A, IPO, Unify, LeanScale, Hassan Irshad

What RevOps Should Look Like at Every Stage | Hassan Irshad, Head of RevOps at Unify

The LeanScale Podcast with Anthony Enrico

What RevOps Should Look Like at Every Stage | Hassan Irshad, Head of RevOps at Unify