Sangram Vajre on RevOps' Role in GTM Growth | CRO Better Ep #02

CRO Better Ep #02: RevOps in GTM Growth

In the second episode of of CRO Better, RevPartners CEO Brendan Tolleson sits down with the Co Founder and CEO of GTM Partners, Sangram Vajre, to discuss the evolution of go-to-market strategies, the critical role of RevOps in business growth, and the importance of understanding different market fit stages.

Check it out! 👇

5 Minute Rundown:

RevOps is the Growth Engine

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Sangram: “The RevOps role has to be independent. It has to be plugged in typically to someone completely independent of the revenue lines—probably a CFO, COO, president, or CEO.”

By unifying sales, marketing, and customer success, RevOps removes silos, streamlines processes, and ensures decisions are backed by clean, accurate data.

When RevOps is independent and directly tied to leadership, it eliminates internal friction, accelerates growth, and keeps teams aligned on the end goal: revenue.

Platform Market Fit is Where Real Scale Happens

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Sangram: “That’s the classic definition of platform market fit—where you can expand more than one product, look at different ways to grow the business, and it’s a beautiful thing to have.”

Product-Market Fit gets you off the ground, and Platform Market Fit unlocks scalable, predictable growth. It’s the shift from selling one product to creating an ecosystem where customers stick around and spend more.

RevOps ensures this growth is strategic, tracking expansion opportunities, optimizing customer journeys, and helping businesses scale without adding unnecessary complexity.

NRR is the Growth Multiplier

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Sangram: “If you’re at an NRR of 120%, in five years, you’ll double your revenue without even adding a single new customer.”

Net Revenue Retention (NRR) is the clearest indicator of long-term growth. High NRR means customers aren’t just sticking around, they’re spending more. Businesses with 120% NRR can double revenue in five years without landing new customers.

RevOps tracks, analyzes, and optimizes NRR, focusing on upsells, cross-sells, and retention strategies that turn customers into recurring revenue engines.

Simplicity Scales. Complexity Fails.

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Sangram: “Simplicity scales and complexity fails. The role of RevOps at that stage is to simplify the business, not complicate it.”

As companies grow, complexity creeps in: more tools, more processes, more problems. But complexity kills momentum.

RevOps is the solution, simplifying data flows, streamlining systems, and cutting unnecessary noise. The result? Faster decisions, clearer insights, and a business that scales without slowing down.

RevOps Makes Strategy Actionable

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Sangram: “The second most important role in the company outside of the CEO is the RevOps person. They’re the only one who has a vested interest in the business as a whole, not just a function.”

The CEO owns the vision, and RevOps makes it executable. While other leaders focus on their departments, RevOps connects the dots across sales, marketing, and customer success, giving leadership a 360° view of revenue.

It spots inefficiencies, highlights growth opportunities, and translates strategy into action. In short, RevOps ensures big ideas turn into measurable results.

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