The Hidden Lever: Why Territory Management Defines GTM Success

RevOpsAF The Podcast

🎙️ In this episode of the RevOpsAF Podcast, host Matthew Volm (CEO & Founder of RevOps Co-op) sits down with Ralph Gootee, Co-founder and CEO of TigerEye, to uncover one of the most under-discussed growth levers in RevOps: territory management.

From scaling PlanGrid to a $875M acquisition by Autodesk to now building an AI-native platform for GTM intelligence, Ralph has seen firsthand how territory design can make—or break—revenue performance. He breaks down why equitable territories are the foundation of scalable growth, how politics often derail fairness, and what the next generation of AI-assisted optimization will look like.

📊 What you’ll learn:

→ Why territory design is the hidden lever behind every GTM motion

→ How to use data and AI to rebalance territories with fairness and precision

→ The math and politics behind territory planning (and how to survive both)

→ Why the best-performing GTM orgs use hybrid models (geo + named + vertical)

→ How RevOps teams can become true strategic partners to the C-suite

💬 Key quote: “When your highest-performing rep quits because they got the short end of the territory stick, that’s not a sales problem—it’s a RevOps problem.” — Ralph Gootee

📍 Perfect for: Sales Ops, RevOps Leaders, GTM Architects, and Operators focused on Systems, Process Management, and Thought Leadership.

🧠 Related content:

Blog: https://www.revopscoop.com/blog

Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options

Learn more about TigerEye: https://www.tigereye.ai/

Follow Ralph Gootee on LinkedIn: https://www.linkedin.com/in/ralphleon/

Connect with Matthew Volm: https://www.linkedin.com/in/matthewvolm/

#RevOps #SalesOps #TerritoryManagement #RevenueOperations #GTMStrategy #TigerEye #RevOpsAF #MatthewVolm #RalphGootee