In this episode of the Thread Podcast, Justin Vandehey interviews Benjamin Roach , Director of Revenue Operations at Optio Incentives , to explore what it takes to build RevOps in the equity compensation and incentives space. Ben shares his “traditional” path from sales into RevOps, why he deliberately took a step back into a junior ops role, and how getting technical became a career unlock. They dig into the complexities of selling and operating in equity management—where revenue can include ARR, transactional fees, and services , and where buyers span CFOs, CHROs, legal, and finance . Ben also shares his point of view on AI: where it can help participants and admins get fast answers, and why data quality and human oversight still matter. The episode closes with career advice for aspiring RevOps leaders and how to learn the craft. Key topics covered Why Ben moved from sales → RevOps (and why he “took a step back” to level up) Equity compensation complexity: strike price, taxes, vesting, global compliance How Optio’s GTM motion sells “trusted partner + tech,” not just software Measuring growth in equity management beyond traditional ARR AI in equity management: where it’s useful today and where it’s risky Career advice: become technical, stay curious, build a broader toolbelt Memorable moments / quotable lines “Stock options… were unknown to me. You get handed them and think, maybe one day I’ll make money.” “AI is only as good as your data models.” “Don’t be scared to take a step backwards.” “RevOps wears so many hats—you need a lot of tools on your toolbelt.” Chapters (suggested) 00:00 – Welcome + Ben’s intro 01:00 – From sales to RevOps (and why he took a step back) 02:10 – Why the equity/incentives space pulled him in 03:30 – Aligning finance, HR, and revenue metrics 04:45 – Why revenue isn’t just ARR in equity management 05:30 – Simplifying a complex story for CFOs/CHROs/legal 06:55 – Global compliance + product readiness constraints 09:00 – AI in equity: what it can and can’t do (yet) 11:05 – Career advice for aspiring RevOps leaders 13:45 – Plug: Optio + how to connect with Ben
