The Sales Compensation Show Scaling RevOps in complex sales: How to bring structure to GTM
Jun 26, 2025
48:15
Ali Rastiello, VP of Revenue Operations at Health Catalyst, has seen just about every side of RevOps—from traditional TV sales to early digital marketing ops to full-funnel GTM leadership in healthcare technology.
In this episode of The Sales Compensation Show, Ali joins our host Nabeil Alazzam to unpack how she brings structure and simplicity to one of the most complex selling environments out there—HealthTech.
With a limited, reputation-sensitive buyer pool, extended sales cycle, and matrixed hospital systems making enterprise-level decisions, Ali shares how she built scalable RevOps foundations that actually work across the entire customer lifecycle.
🎙 In this episode, you’ll learn:
- Why data quality and hygiene is non-negotiable in a market where your TAM may only encounter you once
- How to get execs to say “yes” to data investments
- The automation layer Ali relies on to maintain data hygiene
- Why sales comp complexity is often a GTM structure problem in disguise
- If there's credence to the idea AI will replace BDRs anytime soon...
Whether you’re in healthcare tech, SaaS, or enterprise B2B sales more broadly—this conversation is packed with real world approaches and even tool recommendations to try yourself.
The Sales Compensation Show is handcrafted by our friends over at: fame.so