State of AI in RevOps 2026 & New RevOps Insights
Three-quarters of companies have an AI mandate. Only one-third has the data to support it. These are the key results of our global RevOps survey with 123 RevOps practitioners.
It is no surprise to anyone that AI is the biggest topic in revenue operations at the moment. Every week we’re receiving one to two RFPs from companies who want to transform their go-to-market operations with AI. Most of those companies have realized that they need a strong foundation to build it. Surprisingly, even in this survey with more advanced companies, that many are lagging behind in the data infrastructure. We can only imagine how the case is for the non-leading companies.
Below you find the link to the report, which also gives you access to an interactive website where you can play around with the data and add additional filters
Let’s look at three key findings that stuck out for me:
Data Structure
It is surprising that many companies don’t have the foundational data layer. Usually we see similar things when we talk to prospects or customers: data was never a big consideration in building the right data layer. Of course, people understand that data is important, but it was not invested into it. Building the right governance, the right tools and people was never a reality for many.
Now it’s shifting. Companies, and especially the executive layer, are realizing that if they really want to leverage AI, they need to get the data straight. This is a great opportunity for Revenue Operations because we always talked about the importance of data, and now the executives are backing us.
Build versus buy
On LinkedIn, we often see posts about “build it yourself”, “do it yourself”, and “don’t purchase”, and there is often resistance from people telling it’s not going to work, you’re going to fail, you cannot build that or that. Honestly, the data tells a very different story. We see that 61% of RevOps professionals are building, and the most popular build is replicating your CPQ software. You can find our blog on this topic here. Build versus buy is not a nice-to-have conversation. It is the reality for many companies, and some SaaS providers are going to have difficulties with that.
AI ownership
Who owns AI in your commercial organization will be sitting in the driving seat? One big risk I personally see is that, especially, the commercial tooling sits with IT. If that is the case, you will be on the losing end. IT cannot have ownership of commercial AI use cases. They don’t have the skill set. They don’t have the pace. They don’t have the understanding of the go-to-market org.
What is important with AI and embedding AI in commercial processes? You understand the key process. So much of your business is going to run through this AI layer that you need somebody who understands the commercial org, and that can only be revenue operations. RevOps understands the commercial side. The front to end has the skills, and for a RevOps practitioner, if you’re reading this, you need to be in the top level of your AI game because that is the future.
More details you can all read in the report. Here again are the links:
The RevOps Job Market
I can only repeat myself: RevOps is booming. Many jobs are available for excellent operators! Globally, more than 5,000! How do we know that? Justin Powell built an insane job board for RevOps and Operators with a wide depth of roles.
I asked Justin why he built this asset. His response
“My first RevOps job was in 2012 at a company called HireVue. Our CEO at the time always said, “An interview is a life-changing event.”
That stuck with me over the years. Having done my fair share of job searches since then, I’ve always been left feeling frustrated by the lack of easy filtering, and the difficulty of discovery (and the fact that RevOps always means something different depending on the company).
These days, I’m looking for clients more than jobs, but I wanted to give back a little to the community that changed my life all those years ago. I’ve heard from a bunch of people who say that RevOps Roles has been a big help in their job search, and that feedback keeps me building!”
You can find the global job board here:
Here a few key stats that he shared with me:
Market size: 5,252 live roles across 2,610 companies, with 2,621 new in the last 30 days. I integrate the largest ATS’s and scrape across more than 22k companies but there are still some I’m missing, so it’s not everything.
“AI“ is the #2 most-requested skill in active RevOps roles (2,583 mentions, ahead of Excel and SQL, behind only Salesforce).
AI-native tools like Clay (363) and Claude (312) now rank alongside Tableau/Power BI.
AI salary premium: US roles with disclosed USD pay show AI-referencing roles at $150k median vs $130.2k non-AI. That equates to a ~15% / ~$20k premium.
Build-vs-buy: CPQ (468) + Salesforce dev stack (Apex 528, Lightning 459) are in heavy demand, but dedicated GTM-Engineering roles are a flat ~6%. It seems like companies might be folding build capability into existing roles rather than mass-hiring builders.
Two things that stick out: a) invest in your AI career! b) Upskilling is always an option. It’s a new skill but at the same time not rocket size. Also check out our RevOps essentials course.
Moving forward, we will report a job insight from Justin in our Substack!