Revenue Execution: Defining the Standard for Revenue Excellence How to Build a Revenue Engine That Doesn't Break as You Scale | Navin Persaud of 1Password
Mar 25, 2026
Navin Persaud, VP of Revenue Operations at 1Password with 20+ years scaling SaaS revenue teams. He explains why GTM systems should be configured not customized. He breaks down intelligence architecture, vendor evaluation and switching costs. He covers when to automate with AI and where humans still add value. Practical tips on building resilient revenue infrastructure as you scale.
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Configure Not Customize To Avoid Tech Debt
- Garbage in, garbage out: strong data and a configurable (not customized) foundation prevents technical debt.
- Navin uses a house analogy: product-market fit is the view, but a weak foundation (customizations) will break under scale.
Hired To Fix A Forecasting Crisis
- Navin's first SaaS RevOps role came from a CFO who couldn't trust the forecast or speak to the board.
- He frames RevOps hires as pain-driven: companies hire when they need someone to manage spend, systems, and forecasting insight.
Build For Pace Not Perfection
- Intelligence architecture must prioritize business KPIs and pace over perfection or prettiness.
- Navin stresses building for pace so the field will actually use systems rather than creating perfect but unused tools.