Elliot Greenwald, Head of Go-to-Market Operations at Sierra, joins the ZoomInfo Labs Podcast to talk about what it takes to build modern GTM infrastructure from the earliest days at Google to scaling systems at Salesforce and beyond.

Elliot shares his journey from customer support to RevOps, why accidental operators make some of the best GTM architects, and how to use AI without losing the critical thinking that drives real pipeline impact.

In this episode, you’ll learn:

Why clear funnel visibility is still a superpower for GTM teams
How to build GTM systems that scale—from startup to enterprise
The right way to balance automation with human judgment in sales

Elliot brings sharp insights, real operator experience, and plenty of tactical takeaways for RevOps pros, GTM leaders, and anyone thinking about what the next generation of sales systems looks like.

For more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠

Ben on LinkedIn - www.linkedin.com/in/bensalzman

Millie on LinkedIn - www.linkedin.com/in/milliebeetham

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