We sat down with RevOps leaders at RevOps AF to uncover the tech keeping their team ahead of the curve.
Ask a RevOps leader which tool they can't live without and you'll get a unique answer. Not because the tools themselves are surprising, but because of how they're being used. The stack hasn't changed dramatically, but the way the best teams are thinking about it has.
We sat down with RevOps Leaders at RevOps Co-op’s RevOps AF, and five tools came up as essential: an AI agent platform (Dust), an ERP (NetSuite), a CRM (Salesforce), Claude Cowork, and a fifth that doesn't fully exist yet.
Together, these tools point toward where RevOps is heading: away from reporting on the past and toward delivering context in the moment.
Dust is the tool RevOps teams are using to build AI agents tailored to their specific workflow problems. Not generic AI, targeted automation for the repetitive, manual tasks that slow down go-to-market teams every day.
In practice, for Quota Path that looks like:
The key isn't the platform itself, it's the philosophy behind it. The most impactful agents solve one specific problem reliably, rather than trying to do everything.
Claude Cowork helps RevOps teams by acting as the intelligent automation layer across the tools and files they already use. From automating workflows, to handling structured data at scale.
For James Jackson, Head of RevOps at Canva, he believes with AI, the structure of how RevOps is run is going to be fundamentally different. With the role's changing so much, priority is having context and insights and applying that layer in how you orchestrate work.
NetSuite remains the ERP of choice for RevOps leaders who want a clean, trustworthy source for revenue. Pipeline data tells you what might close. NetSuite tells you what happened.
The real value comes when those two datasets talk to each other. Pulling actuals from NetSuite into Salesforce enables real target attainment tracking. Not pipeline-as-forecast, but a genuine comparison of booked vs. recognized revenue. It also surfaces customer purchasing behavior, which feeds directly into cross-sell and upsell identification.
As Luis Villalobos, Director of RevOps at Litmus puts it “I use revenue from netsuite and push it into Salesforce to do a real comparison, observe customer behavior, and understand greenfield for upsell/cross-sell”
Salesforce is no longer just a CRM. For modern RevOps teams, it's becoming the orchestration layer. The place where data from across the stack flows in, gets contextualized, and gets distributed back out to the tools that need it.
For Justworks, Lauren Hughes, VP of Revenue Effectiveness shared how multiple data sources point into Salesforce, and Intelligence and signals flow back out. The CRM's value isn't in what it stores anymore, it's in what it enables when you aggregate the right signals in one place and use them to make faster decisions.
This is the one RevOps leaders want most. The idea: a contextual layer that gives reps genuine situational awareness, not just a Salesforce record, but the accumulated understanding of what's happened with an account, what's been tried, and what matters right now.
The problem it would solve is visible every day. Context gets lost in handoffs. Reps walk into calls underprepared. Institutional knowledge lives in people's heads instead of systems. A true system of memory would fix that at scale.
Not all RevOps tools that matter most right now are new, but the way they're being used is changing fast. Dust for targeted agent workflows. NetSuite for financial ground truth. Salesforce as an orchestration hub. And somewhere on the horizon, a system of memory that carries context so reps don't have to.
The teams winning today are the ones connecting these layers deliberately, not chasing every AI feature, but building a stack that keeps sellers focused on selling.
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