RevOps as the Architect of Modern GTM (with Mark Turner of Demandbase)
This week on GTM Live, Carolyn and Trevor sit down with Mark Turner, VP of Revenue Operations at Demandbase, to break down how RevOps leaders can build aligned systems, drive better GTM execution, and measure what actually matters.
Mark shares how his early background in FP&A shaped his leadership approach, bringing a data-first, analytical mindset to RevOps that balances strategic planning with operational precision. He also unpacks what it really takes to build a unified data layer across the GTM org, and why consistent definitions and connected systems are key to moving fast and measuring effectively.
Key topics in this episode:
- How FP&A experience gives RevOps leaders a strategic edge
- How to build a unified data layer across GTM
- Why sourced attribution models fall short
- What sales velocity tells you that pipeline doesn’t
- Where AI and automation are most impactful in RevOps today
- How to enable expansion and cross-sell without clunky handoffs
This episode is powered by Passetto, a GTM advisory and software company helping B2B teams build Revenue Sciences™, a measurable system that uncovers bottlenecks and data gaps, transforming go-to-market into a closed-loop engine for confident, scalable growth.