AI is a force multiplier for revenue operations, with early adopters already unlocking clear advantages across go-to-market systems. And those advantages are helping RevOps teams step into the spotlight as key architects of growth and strategic direction.
Those are among the findings in ZoomInfo’s State of AI 2025 Report, drawn from a survey of more than 1,000 go-to-market professionals across GTM disciplines.
The survey also reveals key growth areas and challenges for RevOps AI leaders, including systems integration, data quality and staff expertise and training. Solving these emerging problems can help RevOps leaders drive real results with AI.
“You need to show that you’re driving better business outcomes, not just an increase in productivity,” says Tessa Whittaker, VP of RevOps at ZoomInfo.
Where RevOps Leads on AI
A majority of RevOps and sales ops professionals in our survey qualify as power users, with 55% using AI at least once a week, ahead of their peers in sales.
Their tools of choice? Data enrichment platforms. These systems help refine customer and prospect data, powering smarter segmentation, more accurate pipeline management, and better-informed scoring models.
And with RevOps sitting at the intersection of sales, marketing, and customer success, these AI-enhanced insights ripple across the entire GTM motion.
Tangible Business Gains from AI
When it comes to impact, RevOps teams are already seeing measurable results from AI adoption:
- Forecasting: Nearly 7 in 10 AI users in RevOps report being satisfied with AI’s ability to support more accurate sales forecasting.
- Workflow automation: 71% say AI-powered automation helps streamline their day-to-day processes.
- Productivity: Teams report being 46% more productive, thanks in large part to automation of repetitive tasks like data cleansing and reporting.
- Time savings: AI is helping RevOps professionals reclaim 12 hours per week, freeing them up to focus on strategic alignment and decision-making.
Where the Challenges Still Lie
RevOps leaders are still navigating key obstacles to scale with AI:
- System integration: AI’s power depends on connectivity. But many RevOps teams are juggling multiple systems, including CRMs, marketing platforms, and analytics tools. Integration remains a pain point.
- Skills gaps: Like other departments, RevOps suffers from a shortage of team members with hands-on AI experience.
- Trust in data: Enriched data must be clean, current, and credible. Without rigorous data hygiene, AI-generated insights can mislead more than they help.
Proof Points from the Field
Real-world teams are already seeing what’s possible when AI is thoughtfully applied:
- A professional at MajorKey reports that predictive analytics helped their team anticipate and prepare for a major sales surge.
- At Embroker, sellers using AI-powered forecasting were able to adjust staffing and planning in advance, saving time and budget.
AI as a Strategic Lever in RevOps
AI is becoming central to the RevOps mission. With the right systems and skill sets in place, these teams can use AI to power smarter decisions, tighter alignment, and more resilient GTM execution.
To make the most of the opportunity, RevOps teams should prioritize:
- Cross-platform integration to ensure AI tools operate on unified, consistent data.
- Upskilling and training to give teams the confidence and fluency to use AI to its full potential.
- Rigorous data management to keep outputs reliable and insights actionable.
As AI tools mature and RevOps evolves, the teams that invest in these foundations now will be best positioned to lead with insight, agility, and impact.
To find out more about how GTM teams are using AI — including which roles are the clear leaders, and which are falling behind in adoption — explore the entire State of AI 2025 Report. The findings will help your team set benchmarks, uncover common pain points, and find inspiration from hundreds of peers using AI to fuel their companies’ growth.