In this episode of the Thread Podcast , Justin talks with Tyler Will , VP of GTM Strategy & Ops at Intercom , about how modern revenue organizations are evolving in an era defined by AI, PLG-to-enterprise transitions, and go-to-market speed. Tyler shares his journey from economic consulting and Bain, to GTM leadership at LinkedIn, to now scaling RevOps at Intercom. He breaks down the key differences between operating at a 20,000-person giant and a high-velocity SaaS company, why balancing PLG and enterprise sales motions requires intentional system and process design, and how Intercom rebuilt its routing, sales assist, and pricing guardrails to accelerate ACVs and bring clarity back to the customer journey. The conversation digs into how AI is reshaping selling—not by replacing reps, but by giving them time back. From auto-generating QBR decks to enriching data behind the scenes, Tyler explains why AI actually makes sales more human , not less. He also shares why the next generation of RevOps talent will shift from narrow specialists to curious generalists who leverage AI, understand the full GTM workflow, and act as true co-owners of the business. This is a high-signal episode for anyone thinking about PLG evolution, GTM design, AI-powered sales, and how RevOps must evolve to meet the moment. Chapters 00:00 — Intro + Tyler’s Background Justin sets up the episode; Tyler shares his path from consulting and Bain to LinkedIn to Intercom. 02:00 — Early Career Lessons: From Consulting to GTM How economic consulting and strategy work shaped Tyler’s analytical and leadership approach. 03:30 — Operating at Scale: LinkedIn vs. Intercom Why large enterprise GTM is committee-driven, and how smaller SaaS companies require speed, adaptability, and influence without authority. 06:00 — PLG, Sales-Led, and the Middle Ground How Intercom balances self-serve PLG customers with enterprise sales—and why a “Sales Assist” motion has become critical. 08:30 — Redesigning Routing, Guardrails & ACV Growth How simplifying and separating motions helped Intercom lift sales-led logos and drive higher ACVs. 10:45 — AI as an Amplifier, Not a Replacement Why AI frees reps from low-value tasks (QBR decks, data cleanup) and makes room for more human selling. 13:20 — The Real Risk: Overvaluing Human Busywork Why reps aren’t losing points for doing things manually—and why AI should elevate the conversation, not eliminate the human. 15:00 — The Future of RevOps Careers Why RevOps is shifting from specialists to generalists who use AI, understand systems, and act like business owners. 18:00 — What RevOps Leaders Should Learn Next Tyler’s advice to aspiring operators—how to become more valuable by being curious across the entire GTM ecosystem. 19:30 — Closing Thoughts + Intercom Hiring Tyler encourages RevOps pros to embrace the field and shape the future; Justin wraps the conversation.
