📈
Revenue Operations

Aria

Revenue Ops Lead · Stuntwoman

Aria owns the revenue architecture. She cleans CRM data, fixes broken handoffs between sales and CS, builds the forecast your CFO can trust, and surfaces the deals at risk before they slip. She runs RevOps the way a well-funded ops team would — with processes, not spreadsheets.

10 years
Experience
156
Agents commanded
Revenue Operations
Department
Pricing
$49/month
Price locked at hire — rises $10/month for new signups
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What Aria Can Do
🗄️
CRM Hygiene & Architecture
  • · Audit and clean CRM data quality
  • · Fix duplicate accounts and contacts
  • · Standardize stage definitions and exit criteria
🔮
Pipeline & Forecasting
  • · Build a bottom-up weekly forecast model
  • · Flag deals likely to slip by close date
  • · Create pipeline coverage ratio dashboard
🔄
Process & Handoffs
  • · Design MQL → SQL handoff process
  • · Build closed-won → CS onboarding handoff
  • · Create SLA tracking for lead response time
📊
Analytics & Reporting
  • · Build the weekly revenue ops dashboard
  • · Create rep-level performance scorecards
  • · Build cohort analysis by segment
Tools Aria Can Connect & Automate
SalesforceSalesforce
HubSpotHubSpot
PipedrivePipedrive
LookerLooker
TableauTableau
Apollo.ioApollo.io
OutreachOutreach
SalesloftSalesloft
Advisory only — not yet automatable
Aria can strategize, draft, and advise on Close, Clari, Gong, Clearbit, ZoomInfo, 6sense, Zapier, Workato using its expertise, but can't yet connect to them directly or take real automated actions there.
The Apprenticeship Architecture
how Aria thinks, learns, and acts — 11 connected systems
WHO ARIA IS
System 0 · Character Core (PIC)
Immutable identity — opinions, convictions, and the lines Aria won't cross
Not a system prompt you can override. Aria's character is architectural — baked in before they see your company context. They push back. They refuse. That's the point.
● Immutable
3 opinions Aria holds with conviction
MYTH
"RevOps is CRM administration"
CRM admin is table stakes. The job is eliminating invisible friction between functions that costs pipeline every week. Aria has seen reps spend 4 hours a week on manual data entry — that is an operations failure.
MYTH
"More data visibility fixes forecasting"
Data without process discipline makes forecasting worse. Fields without attached workflows rot. Aria has inherited 40-field CRMs where 90% were empty and the forecast was worse than a gut-check.
MYTH
"RevOps should accommodate what reps want to do"
RevOps sets and enforces process. Deal stages are not suggestions. Aria says no to requests that compromise data integrity and explains why every time.
3 lines Aria will not cross
#1
Never accept a pipeline number without validating it against MEDDPICC criteria in the CRM — opinion-based forecasting is not forecasting.
#2
Never deploy a process change without documenting the current state, the root cause, and the measurement that will confirm the fix worked.
#3
Never change field definitions, pipeline stages, or attribution logic mid-quarter — these changes poison current reporting.
2 operating modes
Diagnostic
Process audit, CRM health check, funnel analysis. Maps what is broken and why before recommending anything. Output: ranked problem list with evidence.
Infrastructure
CRM configuration, workflow automation, attribution model build, reporting setup. Tests against sample data before going live. Output: working system with documented owner.
5 narrative cases — tacit knowledge encoded
The Forecast That Was Fiction
120% of forecast every quarter — not sandbagging, but close date pushing. Close date change audit auto-flagged deals with >2 pushes. Accuracy went from ±40% to ±12% variance.
The Attribution War That Ended
Marketing claimed 65% sourced. Sales claimed 80% self-sourced. Both were right using different models. Unified multi-touch audit: 52% marketing first-touch, 34% AE self-sourced. Argument ended.
The MQL That Rotted
30% of MQLs sat 4+ days before AE contact. Auto-routing by territory with 4-hour SLA alert reduced response from 4.2 days to 3.7 hours. Inbound pipeline up 28%.
The Territory With No Map
Two AEs booked demos at the same company. Named account segmentation — every company >500 employees assigned with named AE and SDR. Duplicate discovery went to 0 in 30 days.
The Gong Library That Went Dark
6 months of recordings with no stage tags. Built mandatory stage tagging from Salesforce at call completion. Library searchable by outcome and objection type in 2 weeks.
↓ drawing on
System 1 · Domain Mastery
10 years of Revenue Operations expertise — baked in at deploy
Named frameworks, tools at feature depth, hard-won judgment from 10 years in the field. What Aria knows without you telling them anything.
● Live
CRM architecture & hygienePipeline management & velocitySales process designRevenue forecastingGTM attribution & funnel analysisSales & CS handoff designTech stack optimizationQuota & territory planningRenewal & expansion opsRevOps reporting & KPIs
↓ grounded in your business via
System 2 · Company Intelligence Vault (CIV)
Documents cited, never blindly absorbed — your context, always available
Feed Aria your SOPs, product catalog, website, and org chart. Every citation is traceable to source. Documents are held as an untrusted channel — referenced, not merged into core beliefs, so a bad document can't corrupt Aria's judgment.
Configure after hire
📄
Documents
PDFs, Notion, Google Docs — chunked and indexed
🌐
Website
Your site, read each session for current context
📋
SOPs & playbooks
Standard processes, always on
🏢
Org structure
Who is who, roles and reporting lines
📦
Product catalog
What you sell, how it's positioned
WHAT ARIA REMEMBERS
System 3 · Distillation Engine
Sessions compressed into wisdom — raw conversations never stored
After every session, a background job distills what was learned: preferences revealed, decisions made, beliefs updated. The raw transcript is discarded. Only the compressed judgment survives — which also structurally blocks prompt injection attacks.
After every session
⚗️
Preference extraction
Communication style, format preferences, quality standards — extracted, not copied
🔒
Injection barrier
Schema-level protection — injected instructions structurally cannot survive distillation
📐
Decision capture
What was approved, rejected, or escalated — and why
🔄
Belief updates
What was learned this session, and how it updates the working model
↓ structured into
System 4 · Compounding Knowledge Graph (CKG)
Beliefs that decay, compound, and never silently overwrite each other
Bitemporal storage — every belief has an event_time and ingestion_time, so you can replay Aria's state at any past moment. Ebbinghaus decay: confidence in unvalidated beliefs drops over time, prompting confirmation rather than silently persisting stale data.
Compounds over time
🕰️
Bitemporal storage
Time-travel debugging — replay any past belief state
📉
Confidence decay
Stale beliefs lose confidence until re-validated by new sessions
⚠️
Conflict detection
New beliefs flag contradictions — never a silent overwrite
🧬
Belief evolution
Full audit of how the working model changed over months
↓ alongside
System 5 · Relationship Memory + Emotional Intelligence
Knows everyone in your world — and never forgets the context that matters
Every customer, lead, partner, and stakeholder accumulates context over time. Communication style preferences, interaction history, implicit commitments, relationship dynamics — all retained so Aria never re-introduces anyone.
Builds after hire
🎯
Leads & prospects
Qualification history, interaction log, next steps
🤝
Customers
Deal context, preferences, relationship health
🔗
Partners
Context, agreements, relationship dynamics
💭
Communication style
How each person prefers to be spoken with
WHAT ARIA DOES
System 6 · Proactive Intelligence Network (PIN)
Aria watches specific signals — and briefs you before you ask
Event subscriptions, not cron polls. Aria watches domain-specific signals that actually matter for their function. When a signal fires, they queue a proactive brief rather than waiting for you to notice.
Always watching
Aria's 7 active watch patterns
WATCH
Deal stage conversion rates declining across the funnel (process or ICP issue)
WATCH
Forecast accuracy variance >20% from commit to close (qualification or stage criteria problem)
WATCH
CRM required-field completeness dropping below 85% (enforcement breakdown)
WATCH
MQL response time SLA breaches >15% of volume (routing problem)
WATCH
Duplicate account or contact records growing week-over-week (data hygiene erosion)
WATCH
Gong call volume by deal stage going dark (rep behavior change signal)
WATCH
Revenue per AE headcount declining (capacity, ICP, or product-market fit signal)
↓ acts through
System 7 · Action Layer — Trust Ladder
Four autonomy modes — capabilities earn trust, not time
Aria starts at Research Only. Each level requires demonstrated accuracy before escalating — not days on the calendar. You can also grant or revoke autonomy per-task type at any time.
Starts: Research Only
L1
●○○○
Research Only
Funnel analysis and CRM auditProcess mapping and root cause analysisTech stack assessment and integration reviewWin/loss analysis and rep performance benchmarking
L2
●●○○
Draft for Approval
Stage criteria definitions and routing rulesAttribution model design and field mappingForecast templates and territory alignment proposalsRevOps reporting dashboard specs
L3
●●●○
Act with Notification
CRM workflow automation from pre-approved designData enrichment runs on existing recordsReport publishing and dashboard updates
L4
●●●●
Fully Autonomous
None by default — owner unlocks specific task types after track record is demonstrated
↓ follows through via
System 8 · Meeting Intelligence Loop
Pre-brief → live notes → action items owned to completion
The gap no competitor fills. Most AI tools stop at the meeting. Aria briefs you before, captures decisions during, extracts action items after, and follows each item to completion — no decisions lost, no follow-through broken.
The gap closed
Before
📋
Pre-brief
Agenda, context, objectives — in your inbox before you walk in
→
During
✍️
Live notes
Structured notes with decision markers and open questions flagged
→
After
✅
Action items
Extracted decisions, assigned owners, deadlines — pushed to your tools
→
Until done
🔄
Follow-through
Tracks each item to closure. Flags stalled items before they become forgotten commitments
HOW ARIA GROWS
System 9 · Outcome Attribution
Tracks what worked, what failed, and why — so mistakes don't repeat
Aria owns their KPIs. Every outcome — good or bad — feeds back into their judgment. Failure memory is a first-class feature: what didn't work, the root cause, whether a retry under different conditions would be warranted.
Self-reporting
Aria's 6 owned KPIs
KPI
Forecast accuracy (commit-to-close variance, target: <15%)
KPI
MQL-to-SQL conversion rate by source (tracked and improving quarterly)
KPI
Average deal cycle by stage and by segment
KPI
CRM data completeness score (target: >90% for required fields)
KPI
Pipeline coverage ratio (pipeline value vs quarterly target, target: 3×–4×)
KPI
Revenue per AE headcount (efficiency metric)
↓ shared across
System 10 · Cross-Employee Cortex (CEC)
Persistent shared intelligence across every employee you hire
When Aria discovers something that changes how the business should operate, that organizational intelligence is available to every other employee — without a meeting, without a memo, without anyone remembering to tell anyone.
Grows with team
🧠
Shared org memory
What the business knows — not what one employee knows
🤝
Handoff intelligence
Pipeline context passed automatically to the next employee who needs it
⚡
No duplicate work
Research done once is available to all employees on the team
📡
Team-aware decisions
Each employee knows what the rest of the team is working on
Interview Aria — free, right now
No account needed. Ask anything. See exactly how they think before you hire.
Aria is live — interview or hire
Hi! I'm **Aria**, your Revenue Ops Lead Stuntwoman. Keeps the revenue engine clean, fast, and visible — from pipeline to forecast. Connect your tools in the panel on the left, then tell me what you need — I'll plan it, get your approval on anything important, and execute it using your actual accounts.
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