Guest
Jason Moore,
VP of Revenue
Operations, Riskified
"Revenue Architect Podcast"
Episode 4
Revenue Architect is the podcast for revenue leaders navigating the evolving landscape of sales, RevOps, and revenue management. Each episode dives into practical strategies, proven frameworks, and real stories from operators who are building and scaling modern revenue engines.
In this episode, we talk with Jason Moore, VP of Revenue Operations at Riskified, an AI-powered fraud and risk intelligence platform for e-commerce brands.
With over 15 years in RevOps across Ariba, SAP, and now Riskified, Jason brings a data-driven approach to forecasting, scaling operations, and making systems the single source of truth.
He shares how his team uses weekly forecast calls, tight integration between Salesforce and NetSuite, and emerging AI to turn revenue management into a collaborative, predictable process.
Key takeaways:
- Forecasting works best as a team effort with sales, finance, product, and implementation on weekly calls.
- At Riskified, Salesforce is the single source of truth: “If it’s not in Salesforce, it doesn’t exist.”
- RevOps speeds deals by removing roadblocks and guiding reps instead of acting like a gatekeeper.
- Revenue management is shared across marketing, sales, finance, and billing, with RevOps as the hub.
- Clean data and tight integrations between Salesforce, NetSuite, and Looker keep execution on track.
- AI is already proving useful in spotting buying signals, checking deal coverage, and speeding integrations.
Tune in for actionable insights from a revenue leader on building forecasting discipline, sales trust, and scalable growth
Turning Data into Revenue: All about Forecasting, RevOps, and AI at Riskified
Forecasts that shift week to week, long deal cycles that stall, and data scattered across multiple systems. Are these your challenges as a revenue leader?
In this episode, we sit down with Jason Moore, VP of Revenue Operations at Riskified, an AI-powered fraud and risk intelligence platform for e-commerce brands.
Jason shares how his team makes forecasting a team-wide effort, keeps Salesforce as the single source of truth, and positions RevOps as an enabler instead of a roadblock. From improving deal velocity to exploring AI’s role in spotting buying signals and flagging risks, his approach shows how RevOps becomes the hub of predictable growth.
If you missed the conversation or just want the distilled insights, here’s the playbook from Jason’s experience.
Forecasting as a Team Sport
Sales forecasts often slip because they’re treated as a sales-only exercise. Jason flips that script. He runs weekly forecast calls that include sales reps, finance, product, and implementation. They inspect every deal across stages and commitment levels for both current and future quarters.
- They question whether opportunities are really as far along as reps think.
- They ensure monthly recurring revenue (MRR) and close dates are accurate.
- Finance uses these calls to adjust projections; product and implementation can plan capacity.
- Jason’s team rolls up those insights into weekly reports for the executive team and monthly reconciliations with finance.
“We view forecasting not just as a reporting task, but as an information task for the entire organization,” Jason explains. “We make sure everyone sees the same picture.”
Removing Roadblocks to Deal Velocity
RevOps can easily become a bottleneck if it focuses on policing rather than enabling. Jason’s team focuses on removing obstacles and letting sales sell.
- They help reps ask the right questions, ensure data is complete, and confirm that Salesforce reflects reality.
- They spot mismatches like when the rep’s story doesn’t match the system and fix them early.
- They shepherd quotes and contracts through approvals quickly, ensuring discount thresholds and approvals are handled on time.
- A bit of BI on the backend offers quick insights, but nothing overly complicated—speed matters more than fancy dashboards.
“We try to be the enabler,” Jason says. “We want to be the right hand and the support for the sales organization, not a roadblock.”
Revenue Management: Shared Ownership and Clear Swim Lanes
Revenue isn’t owned by one team. For Jason, true revenue management starts with marketing’s campaigns and goes all the way through post-implementation billing and revenue recognition.
- Marketing, sales, RevOps, product, implementation, finance, and billing all play a role.
- At the executive level, the CEO first turns to RevOps when they see anomalies; then Jason works cross-functionally to uncover insights.
- Clear roles and responsibilities. “Swim lanes” are critical so teams know when to take over and whom to hand off to.
- RevOps becomes the hub that connects each department, ensuring everyone marches down the same path toward revenue.
“It’s a joint effort,” Jason notes. “We’re all part of one organization that’s trying to maximize revenue and ensure our customers are happy.”
AI’s Emerging Role: Buying Signals and Deal Coverage
While Riskified isn’t yet fully AI-enabled, Jason sees near-term wins for AI in RevOps.
- Buying signals and timing: AI can analyze data to suggest when to reach out to contacts and which accounts are ready to engage.
- Deal health checks: AI can scan call transcripts, opportunity histories, and activity logs to ensure the rep has covered all stakeholders and checked all boxes.
- Post-contract acceleration: For a business where revenue is recognized only once a customer goes live, AI could speed the integration process by gathering data and guiding next steps.
“I think the biggest impact [AI] could have is telling me when to reach out to my contacts at an organization, when they’re really going to respond the most positively to our outreach.”
Data Cleanliness and Systems Integration
Data is the foundation of every decision. If it’s wrong, even the best tools can’t help.
- Bad data means targeting the wrong accounts or leaving good accounts on the table.
- Data hygiene isn’t a one-time effort; it requires constant scrubbing and integration across systems.
- Tools like Data Cloud offer ways to unify and clean data without wiping your CRM, and Jason sees promise there.
- For Riskified, the seamless integration between Salesforce, CPQ, NetSuite, Looker, and Tableau ensures that data flows cleanly through the entire lead-to-cash process.
“If you don’t have clean data, you’re going to have the wrong person talking to the wrong account or a great account labeled as a bad fit,” Jason warns.
For Revenue Leaders: Actionable Insights from Jason Moore
If you’re looking to make revenue more predictable while staying data-driven, here are the strategies Jason shared:
- Make forecasting a team sport with all key functions in the room.
- If it’s not in Salesforce, it doesn’t exist to keep it as the single source of truth.
- Speed deals by removing roadblocks and guiding reps instead of policing them.
- Treat revenue as shared ownership across marketing, sales, finance, and billing.
- Keep data clean and systems integrated to avoid broken revenue flows.
- Use AI to catch buying signals, check deal coverage, and accelerate integrations.
Final Thoughts
Forecasting, shorter cycles, and predictable revenue don’t come from dashboards alone. They come from unifying your teams around real processes and clean data and from embracing tools like AI when they genuinely enhance those processes.
Jason Moore’s playbook shows that when RevOps becomes the bridge between sales, finance, product, and billing, revenue management turns into a science as much as an art.
At Bolt Today, we help companies build process-first Salesforce stacks, unify RevOps systems, and embed contract intelligence and AI so you can take forecasting from guesswork to growth. If you’re ready to make your revenue more predictable and your systems work for you, let’s talk.
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