Salesloft: RevOps Makes the Leap From Support Role to C-Suite

Artificial intelligent (AI) and the current economic climate have vaulted revenue operations (RevOps) into a strategic business leadership role, according to a new study released by Salesloft in partnership with Wakefield Research.

According to the study, The Rise of RevOps to the C-Suite, RevOps leaders are now playing a far more strategic role in how organizations plan, forecast, and manage the business. The reason is twofold: the persistent macroeconomic uncertainty demanding more precise, data-driven decision-making and the rapid acceleration of AI adoption

According to the study, 73% of companies now have a C-suite role dedicated directly to RevOps with teams working most closely with COOs (26%), CEOs (25%), and CFOs (24%). These organizations report ed better alignment between Sales, Marketing, and Customer Success, plus faster strategic pivots when market conditions change. The function is evolving quickly as well as 98% say it has grown in scope over the past year, and 94% say it’s receiving more attention from executive leadership.

The Impact of AI

The shift is happening as AI is finally enabling the kind of cross-functional data connectivity that used to be out of reach, said Mark Niemiec, Chief Revenue Officer at Salesloft.

“AI is unlocking more insights than ever but what sets top RevOps teams apart is their ability to connect insights to decisions,” said Niemiec in a statement. “In today’s competitive market, it’s not enough to have data – companies need alignment, agility, and the ability to act on what they see.”

Focus of Survey

The survey was conducted of 400 U.S. RevOps and executive decision-makers across manufacturing, telecommunications, financial services, and technology to explore how RevOps is changing inside modern organizations.

The focus was how are companies prioritize tighter alignment across go-to-market teams, with RevOps playing a central role in connecting sales, marketing, and customer success around shared data, integrated systems, and revenue accountability.

Nearly all respondents (97%) reported measurable ROI from AI investments, especially in forecasting accuracy, analytics, and pipeline visibility. Notably, 48% said recent economic shifts have increased RevOps’ organizational value, reinforcing its importance in today’s economic landscape.

Hurdles Still to be Addressed

Despite C-suite access, RevOps faces a fundamental clarity problem as 89% reported the function lacks clearly defined strategic goals, creating confusion about primary responsibilities. This ambiguity is limiting impact— half of respondents view RevOps as strategic, while the other half see it as reactive support. And 79% still categorize RevOps as sales-adjacent, even though the function now influences technology decisions, cross-functional processes, and revenue strategy.

While investment is up, respondents noted execution challenges remain. Eighty seven percent plan to increase investment in RevOps, yet teams say what is really needed are clearer mandates (64 percent), modern tools (62 percent), and consistent access to executives (62 percent).

Niemiec summarized the report by stating that “the RevOps teams that are stepping into this role aren’t just enabling growth; they’re helping their organizations grow smarter as well.”

The Rise of RevOps to the C-Suite is available now at http://salesloft.com/resources/guides/wakefield-revops-study-2025,