Revenue Operations Advisory That Survives Contact With Reality
I advise GTM leaders on the revenue decisions that matter, where to invest, what to change, and what to leave alone. My judgment comes from 15 years building and owning RevOps inside operating companies, accountable for outcomes, not just recommendations.
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Nicholas Gollop, Senior Revenue Operations Advisor
Built From the Inside, Advised From Experience
I lead Revenue Operations with a bias toward execution and outcomes, shaped by building and owning RevOps functions inside companies like Salesforce, Medallia, and Beamery, across early-stage startups and global enterprises.
My work is advisory by default. The value I bring is judgment, pattern recognition, and decision-making informed by having carried real ownership for forecasts, systems, and GTM outcomes in live revenue environments.
When deeper involvement makes sense, I can step in to validate direction or accelerate change. That execution capability exists to de-risk decisions, not to replace internal teams.
From Chaos to Cohesion
Sales, Marketing, CS, Product, Finance, and Legal. When they work apart, growth stalls. RevOps brings them together, creating a single, powerful revenue engine.
Ways I Work With Revenue Leaders
Strategic Advisory
Senior RevOps advisory focused on decision quality, trade-offs, and second-order impact, grounded in experience building and running revenue functions from the inside.
Advice is shaped by what actually holds up in execution, not theoretical best practice.
Learn more about RevOps consulting →
Fractional Leadership
Fractional RevOps leadership for moments that matter, scale, transition, post-funding, or pre-acquisition. This is senior ownership and direction-setting, not day-to-day delivery.
Engagements are designed to stabilise, unblock, and set clear direction, with execution used selectively to de-risk outcomes.
Learn more about Fractional RevOps →
Operational Design
Revenue system design informed by having built, owned, and lived with these systems in production environments. The focus is on architecture, governance, and long-term operating leverage.
Execution is applied where it accelerates progress or prevents costly mistakes, not as a substitute for internal ownership.
Explore Operational Design →
Executive Coaching
Coaching for revenue and operations leaders at different stages, from first-time managers to executives carrying full GTM accountability.
Sessions focus on real decisions, trade-offs, and growth moments, informed by having built and led RevOps functions inside scaling companies. Whether the challenge is stepping into leadership, navigating scale, or making high-stakes calls, coaching is grounded in lived operating experience.
Explore Executive Coaching →Knowing What to Build, Buy and Leave Alone
I design and build custom AI-powered revenue systems that replace six-figure SaaS contracts. Not wrappers around language models bolted onto legacy platforms — purpose-built architecture shaped by having owned these systems in production. The result: better governance, lower cost, and systems that actually fit how your business operates.
Typical cost of tools like Maxio, Chargebee, Sage Intacct
Billing, Invoicing & Revenue Recognition
I design and build billing, invoicing, and revenue recognition systems that replace platforms costing six figures a year. Architecture grounded in having owned these systems in production — not vendor comparisons.
Typical cost of tools like Salesforce CPQ, DealHub, Subskribe, Conga
Configure, Price, Quote (CPQ)
I build purpose-built CPQ systems that handle your actual deal logic — not the rigid, one-size-fits-all architecture that enterprise CPQ forces on you. Built from having owned quoting systems from architecture through operation.
Read the Build vs. Buy CPQ Guide →Typical cost of tools like Juro, Ironclad, DocuSign CLM, PandaDoc
Contract Lifecycle Management
I design and build contract workflow systems that handle generation, negotiation tracking, and compliance — without the six-figure platform cost. Shaped by having operated contract workflows end-to-end in production.
Read the Build vs. Buy CLM Guide →Typical cost of tools like Clari, BoostUp, Aviso
Revenue Forecasting
I build forecasting systems from pipeline data through to predictive models — systems designed around your actual stage definitions and deal mechanics, not a vendor's generic overlay. Built from having owned forecasting in production and lived with the consequences.
Read the Forecasting Governance Guide →And the list keeps growing
Chili Piper Gong LeanData Outreach Salesloft Highspot Seismic Groove Vitally Gainsight Totango Drift Qualified 6sense ZoomInfo Apollo Clearbit
in annual SaaS spend identified and eliminated
How We Work Together
A judgment-led engagement shaped by your context, not a one-size-fits-all playbook.
Diagnose
Rapid assessment of your business, team dynamics, and the real blockers. Pattern recognition shaped by years of seeing what breaks and why.
Strategize
Define the outcomes that matter and pressure-test the path to get there, connecting operational decisions to business-level goals.
Activate
Advisory designed to be actionable. When deeper involvement accelerates outcomes, I bring the operational depth to validate direction, de-risk change, or unblock momentum.
Transfer
Capability, not dependency. Your team inherits the judgment and operational clarity to own the path forward.
Impact
Demo-to-close rate through better qualification decisions
Read the qualification strategy →Net Revenue Retention through customer health and retention strategy
Read the retention architecture guide →"Working with Nicholas was a game-changer... His work directly improved my demo-to-close rate from 30% to 40%."
Sarah J., VP of Sales"The efficiency gains were incredible... My Order to Cash time dropped by 75%, and he took my SDR conversion rate from a mere 2% to 16%."
Mike R., Head of Operations"I can't overstate the impact... The Customer Health Score increased my NRR from 98% to 110%, and the SMB program now contributes over 60% of my new business revenue."
Emily C., Chief Revenue Officer
Operator, Not Outsider
I've built RevOps functions from nothing, strategy, team, processes, systems, and led them end-to-end. That ownership is what makes the advice credible.
Pattern Recognition
Series A to Fortune 500. The cross-company perspective to recognise what's actually broken and recommend what's proven to work.
Judgment + Depth
I can advise your board and diagnose a broken workflow. Recommendations grounded in what's actually achievable, because I've been accountable for making similar decisions work.
Built Around Your Needs
Not a rigid consulting package. Engagement shaped by what your business actually requires, from strategic counsel through to deeper operational involvement when it de-risks outcomes.
Insights and Content
Explore articles, podcast appearances, and webinars covering the latest in GTM strategy, revenue operations, and scalable growth.
The True Cost of a 'Frankenstein' GTM Tech Stack
Why buying more SaaS tools won't fix your broken revenue engine, and how to simplify your architecture for better RevOps performance.
Read: The Frankenstein Tech Stack →Why AI Won't Fix Your Broken Revenue Forecast (Yet)
AI forecasting tools can't fix bad pipeline data, inconsistent stage definitions, or missing governance. The real forecasting problem is structural, not technological.
Read: AI & Revenue Forecasting →AI in RevOps: Stop Buying Wrappers, Start Building Architecture
Most AI-powered RevOps tools are wrappers around language models bolted onto legacy platforms. Why purpose-built AI architecture delivers better outcomes.
Read: AI Wrappers vs Architecture →Data Debt: The Hidden Anchor Dragging Down Your Series B Valuation
Dirty CRM data and inconsistent definitions don't just hurt operations — they erode investor confidence and quietly drag down your valuation.
Read: Data Debt & Valuations →Compensation Plan Architecture: The Silent Killer of GTM Alignment
Misaligned comp plans silently destroy GTM strategy. How incentive architecture drives rep behaviour and revenue outcomes more than any playbook.
Read: Compensation Architecture →Automating the Exceptions: Using AI to Enforce GTM Governance
Revenue exceptions erode GTM discipline silently. How AI-enforced governance catches non-standard deals and process bypasses before they compound.
Read: AI GTM Governance →The Death of the £100k SaaS Contract
Six-figure SaaS contracts for CPQ, billing, CLM, and forecasting are becoming indefensible. How AI-built alternatives are replacing bloated GTM platforms.
Read: Death of £100k SaaS →Lead Routing & Attribution: Surviving Without the Bloat
You don't need LeanData or Chili Piper. How to build lead routing and attribution architecture that works inside your existing CRM.
Read: Lead Routing & Attribution →The £500k GTM Tech Stack Audit: Finding Bloat Before Series B
Your GTM tech stack is probably costing £500k+ and half of it is architectural debt. A framework for auditing bloat and data debt before due diligence.
Read: GTM Tech Stack Audit →What is Revenue Operations? (The Short Version)
A concise, no-fluff explanation of what Revenue Operations is, what it does, and why it's critical for modern businesses.
Read Article →Maximising Revenue Through Cross-Functional Collaboration
An exploration of how breaking down silos and fostering collaboration between Sales, Marketing, and CS is key to maximizing revenue.
Read Article →The Revenue Architecture Manifesto
A definitive guide to building revenue systems that compound. How governance, incentive design, AI-built alternatives, and tech-stack rationalisation create a revenue engine that scales without breaking.
Read Manifesto →The Executive Guide to Fractional RevOps Leadership
Everything SaaS leaders need to know about fractional RevOps — what it is, when you need it, what it costs, and how it compares to managed and in-house models.
Read Guide →RevOps Engagement Models: Which One Fits?
Compare Full-Time In-House, Traditional Consulting, Managed Agency, and Fractional Operator models side-by-side. See where each breaks down and what you're actually buying.
View Comparison →Salesforce CPQ Alternatives for B2B SaaS: Build vs. Buy
Legacy CPQ tools cost £100k+/yr and take months to configure. Discover how custom AI-built alternatives offer better architecture and lower TCO.
Read Guide →CLM Alternatives: Why Contract Tools Add Cost, Not Value
Tools like Juro, Ironclad, and DocuSign CLM cost £50k+/yr but rarely fix your workflow. Discover how custom contract architecture beats bloated SaaS.
Read Guide →Alternatives to Clari & BoostUp: Fixing Revenue Forecasting
Forecasting tools cost £60k+/yr, but they don't fix bad pipeline data. Why revenue forecasting is a governance problem, not a software problem.
Read Guide →Case Study: Reducing SaaS Order-to-Cash Time by 75%
How structural alignment and ruthless qualification criteria transformed a scaling SaaS revenue engine.
Read Case Study →The Math Behind a 40% Demo-to-Close Rate
Why more top-of-funnel pipeline isn't the answer to missed targets. How ruthless qualification architecture improved demo-to-close rates from 30% to 40%.
Read Case Study →Driving NRR to 110%: A Structural Approach to Retention
Churn is a symptom of poor GTM architecture, not just a Customer Success problem. How to build an operating model that drives 110% Net Revenue Retention.
Read Case Study →Mastering Revenue Operations on SaaSCast
A deep dive into the core principles of RevOps and how to implement them for immediate impact, featured on the SaaSCast podcast.
Listen Now →The Importance of Data Integrity on The Revenue-Driven Podcast
Discussing why clean, reliable data is the absolute foundation of any successful RevOps function, with the team at DealHub.
Listen Now →Mastering Change Management with Revenue Operations Alliance
Exploring strategies for overcoming resistance and ensuring successful adoption of new processes and technologies in your GTM teams.
Listen Now →RevOps in Motion Podcast
A conversation about the latest trends and challenges in the world of revenue operations and GTM strategy.
Listen Now →RevOps: What It Is, Isn't, and How to Do It Right
A foundational webinar with RevOps Co-op breaking down the role of RevOps and providing a roadmap for implementation.
Watch Now →SoundCloud Feature: A Chat on RevOps
An in-depth discussion on the evolution of RevOps and its strategic importance for modern B2B companies.
Listen Now →The Head of Sales Operations Role with Ebsta
Featured on Ebsta's blog and podcast discussing the leadership and strategy involved in running a modern sales operations team.
Listen Now →Maximizing Revenue: What RevOps Needs in a Partner
A LinkedIn event discussing the key criteria and collaborative strategies for successful partnerships in the RevOps ecosystem.
View Event →Mastering Renewal Forecasting
A tactical session with RevOps Co-op on building accurate and sustainable forecasting models for renewal and recurring revenue.
Watch Now →The Importance of Change Management
A LinkedIn event focused on the people-side of RevOps, covering how to effectively manage change and drive adoption.
View Event →Sales Enablement Summit London 2022
An on-demand recording from my session at the Sales Enablement Summit, covering key strategies for empowering sales teams.
Watch Now →Driving Predictable Revenue (Recording)
A recording of a webinar focused on the systems and processes required to build a predictable revenue engine.
View Recording →RevOps & The Board (Recording)
A recording of a presentation on how to effectively communicate RevOps strategy and impact to the board and executive leadership.
View Recording →Frequently Asked Questions
Consulting firms typically staff juniors who've observed many clients but never owned the function. I've held RevOps leadership roles inside operating companies, built functions from nothing, hired and led teams, designed processes and systems, and been accountable for the outcomes. That's what makes the advice different: it's grounded in first-hand leadership experience, not external observation. For a deeper explanation, see RevOps Consulting.
It depends on what you need. Advisory sessions can be single focused conversations or ongoing strategic counsel. Project-based engagements typically run 4-12 weeks when deeper involvement is warranted. Fractional leadership is ongoing, with a flexible commitment that scales based on your business needs. If you're exploring fractional RevOps support, learn more about how it works.
Both. I've advised and led RevOps at Series A startups building their first function, and at enterprise organisations with hundreds of salespeople. The common thread is B2B SaaS companies serious about making better revenue decisions and ready to invest in operational clarity.
My deepest expertise is in Salesforce and HubSpot ecosystems, but I'm platform-agnostic when it comes to solving problems. I've integrated and optimised tools across the GTM stack including Outreach, Salesloft, Gong, Clari, LeanData, and many others. When off-the-shelf tools don't fit, I design and build custom AI-powered alternatives for CPQ, billing, contract management, and forecasting that replace platforms costing six figures a year. The goal is always the right decision for your business, whether that means optimising what you have, building something better, or leaving things alone.
Common signs include: your CRM is a mess and no one trusts the data, sales and marketing are pointing fingers at each other, forecasting is guesswork, your tech stack has grown organically with no clear strategy, or you're scaling quickly and processes are breaking. If any of that sounds familiar, let's talk.
Still have questions? Book a call and let's talk through it.
Ready for a Different Conversation?
Let's discuss how experienced, judgment-led advisory can sharpen your revenue decisions and unlock your next phase of growth.