Advanced Revenue Operations (with AI)

One continuous case. Practical examples. Exercises & Claude Code Skills.

If you work in RevOps, you're not gonna get fired, but your company might be gone next year. I spent ten years of my life building HubSpot, obsessing over how the smartest people use systems and processes to grow their business. Recently, the world has completely changed and it makes right now, twenty twenty six, the most exciting time ever to be working in revenue operations, and I wanna show you why. I'd love to teach you for free using practical examples how to up level your sales team and transform your company forever using AI. Only the most cutting edge RevOps people are doing the things that I'll show you, and they'll seem almost obvious once you see them. We've developed an in-depth course so that you can learn the concepts and the patterns that will get your sales rep selling fifty percent more. I'm Christopher O'Donnell. This is Advanced Revenue Operations with AI. Join me and learn how to build what comes next.

Chapter 1 · The reconciliation · Nov 2023

Three answers to one question.

The CRM said$612,000

The founder's gut said$350,000

The record said$383,000

Althea Okafor, Director of RevOps at RMBL, spent a week reconciling, then pulled the call recordings and listened at 1.7x. The record settled it in four hours. The founder's gut was off by 9%. The system of record was off by 60%.

That night she created a folder on her laptop, and wrote one file.

althea · zsh

althea@rmbl ~ % mkdir rmbl-gtm

althea@rmbl ~ % cd rmbl-gtm

althea@rmbl rmbl-gtm % vim post-mortems/2023-11-forecast.md

“The CRM is a cache.
The conversations are the record.”

That folder is now the most consequential set of documents at RMBL. This course is the story of what it became, and the manual for building yours.

Chapters 1–2 · The protagonist is you

Althea Okafor, Director of Revenue Operations, RMBL, Inc.

If you've ever rebuilt a forecast from the calls, you're already in this story.

Althea's arc is the reader's arc: analyst → folder → repo → machine. The course was built for the person who already made a “GTM Brain” folder (markdown, call exports, AI skills) and is building the system without a map.

Nov 2023Creates ~/rmbl-gtm the night of the reconciliation.

Jan 2025Converts the folder to a git repo. The CRO starts treating main as truth.

Jun 2026The 60%-attach mandate lands, and she's the only one holding the baseline.

YouFourteen chapters. Her repo, in full. Your version of it, built alongside.

The five-stage journey

Report Factory→

Spreadsheet Scientist→

Folder Person: you are here→

Production Operator→

Agent Manager

Stages 1–2 are where most of the profession is. Stage 3 is the most ambitious 10%. Stages 4–5 barely exist yet. This course is the bridge.

The running case · The people you'll keep meeting

One company. Eleven characters. Zero composite anecdotes.

Every chapter opens inside RMBL, Inc. (pronounced “ramble”), the AI-native park-operations company the course follows from folder to machine. These are the people you’ll keep meeting.

Althea Okafor

Director of Revenue Operations

The protagonist. You walk this course in her shoes.

Celeste Goodwin

Founder & CEO

Started as a teenage ride op and rose to COO of Shoreline Parks Group, five regional parks.

Cassidy “Cass” Brennan

Chief Revenue Officer

Joined in 2024 from vertical SaaS.

Otto Marsh

Veteran Account Executive

Top Core seller three years running; the dry-park whisperer; carries the room at brown-bag lunches.

Jed Whitlock

Frontline Sales Manager

The bellwether: skeptical, respected, watched by every other manager.

Dev Anand

RevOps Analyst

Althea’s one hire and the repo’s second contributor.

Peggy Fennario

Sales Development Representative

Hired March 2026, one of four SDRs.

Mason Dupree

Account Executive

Second-year AE on Jed Whitlock’s team, earnest and organized, the rep who actually fills in every field.

Bert Hagen

Chief Financial Officer

Ex-ticketing-company FP&A.

Stella Nguyen

VP Engineering (owns EPD)

Runs Linear and believes evidence, not enthusiasm.

Delia DeLyon

The customer

Runs Cascade Cove (eleven slides and a wave pool) like a flight deck.

Full disclosure

RMBL is fiction: the course’s running case study, built so every artifact can be shown in full.

No composite “real” war stories, no invented customers quoted as proof: a fictional company means nothing has to be redacted.

Chapters 1–14 · The story in four parts

Fourteen chapters, one continuous plot.

Part I · Orientation

November 2023. A forecast that won’t reconcile, a folder created at midnight, and the discovery that the conversations, not the CRM, are the record.

01The Modern RevOps Professional
02The GTM Repo

“The CRM is a cache”

Part II · Strategy, Encoded

The folder becomes a repo. Otto’s private ICP beats the official one, Peggy’s cold call becomes a post-mortem, and Mason’s “commit” deal cracks open at 1.7x playback.

03ICP in the AI Age
04Signals, Research & Enrichment
05Pipeline & Process 2026

“No evidence, no exit”

Part III · The Org

Jed pilots the wide-span experiment. Otto tells everyone to stop messing with how he feeds his family, then converts. Agents get an operating agreement, not just a login.

06The Modern Sales Org
07Increasing Productivity
08Agents on the Team

“More manager per rep”

Part IV · Operating the Machine

June 11, 2026: Celeste puts a number on the musing (60% attach by Q4) and Althea is the only person in the room holding the baseline. The machine gets steered, measured, and secured.

09Steering the Ship
10The Second Product
11The Renewal & Expansion Pipeline
12Evals, or: How Do You Know It Works?
13Driving Roadmap
14Trust, Permissioning & InfoSec

“A memo is not a mechanism”

Capstone: The Initiative File. A portfolio, not a certificate. Plus a bonus module: Git for RevOps.

Start Chapter 1 free →

Every chapter · You don't just read the story. You loot it.

Every chapter ends with an artifact for your repo.

Because RMBL is fiction, nothing is redacted: you get Althea's actual files (the full ICP, the real change plan, the eval that promoted the classifier) plus a blank template of each, ready for your-company-gtm/.

Finish the course and you're holding a working repo: the portfolio the next version of this job interviews with.

RMBL: the full ICP file (v3)

rmbl/artifacts/strategy/icp-core-v3.md

RMBL artifact

Rich ICP file (blank)

templates/03-icp-in-the-ai-age/icp.md

blank template

RMBL: Jack Straw’s stage check (worked)

rmbl/artifacts/accounts/jack-straws-stage-check.md

RMBL artifact

RMBL: the Ripple-attach change plan

rmbl/artifacts/process/change-plans/ripple-attach.md

RMBL artifact

Eval file (blank)

templates/12-evals-or-how-do-you-know-it-works/eval.md

blank template

RMBL: the answer pack

rmbl/artifacts/process/security/answer-pack.md

RMBL artifact

…and 42 more across the fourteen chapters.

The box office · The ticket price

Everything about this premiere says paid masterclass. The ticket price says otherwise.

Free.

The entire course for one email address: fourteen chapters, the capstone, and the 190-page eBook edition. No preview tier, no sample gate.

14 + 1

chapters, plus the Initiative File capstone: a portfolio, not a certificate

190 pp

the free eBook edition, a full book you keep

Every ch.

ships a stealable artifact for your own repo

Written by Christopher O'Donnell

Creator of HubSpot's Marketing Hub, Sales Hub, Service Hub, and Data Hub; founder and CEO of Day AI. RMBL is invented. The system it teaches is not. The full 190-page eBook edition ships with the free course.

Advanced Revenue Operations (with AI), eBook cover

Every pattern, every concept, 100% free

Start the course now and the 190-page eBook is in your inbox before you finish Chapter 1’s cold open.

RMBL is fiction: the course’s running case study, built so every artifact can be shown in full.