If you’ve ever wondered how someone ends up leading RevOps and Demand Gen for not one, not two, but four unicorns, pull up a chair. This week on Go to Market with Dr. Amy Cook, Amy sits down with Andy Mowat, a RevOps rockstar with a career that includes Upwork, Box, Culture Amp, and Carta. Oh, and he also builds companies on the side.
Andy’s career story is anything but typical. After an early stint in Eastern Europe running a company for Credit Suisse, he returned to the United States for business school at Stanford. From there, he spent seven years with a wealthy family before making a significant pivot into tech.
Read more: Building High-Impact Teams From the Ground Up
“I realized tech was changing the world, so I joined Upwork and learned I was really good at RevOps,” Andy shared. “Since then, I’ve led RevOps at four unicorns and Demand Gen at two.”
No big deal—just casually building a track record most of us dream about.
In this episode of Go To Market with Dr. Amy Cook, Andy talks more about his strategic rise to success, the setbacks, the restarts, and then the repeats.
Here are some interview highlights:
Amy: How did you strategically place yourself at four unicorns? That’s not luck.
Andy: It started with being unlucky. I graduated from Stanford in 2001—right when there were no jobs. It burned me. I was unemployed for six months, and I had to learn how to hustle, how to articulate my value.
Read more: Leading RevOps Teams Unify Planning & Performance With SPM
I got really good at telling my story, being super clear about what I wanted, and leveraging connections. For example, I talked my way into Elance, which became Upwork, by being super focused and leveraging my network. After a failed startup, I had to reassess. I realized I was great at customer success and ops, so I joined Box to run post-sale ops. That eventually led me to Carta, where I ran a 65-70 person RevOps team. It came down to being articulate, focused, and always leveraging relationships—and that’s also a core part of Whispered.
Amy: You’ve got your finger on the pulse of what’s next in go-to-market. What are you seeing?
Andy: Everyone talks about AI—and that’s important—but what I think is really going to rewire everything is data. At Culture Amp, I built a team that introduced me to the power of the modern data stack. Tools like Fivetran, DBT, and Census opened my eyes to how data could give us incredible flexibility. The problem is, most RevOps leaders today are stuck in clunky systems. It’s not just a tooling problem, it’s structural. They need to realize that your next CRM is your data warehouse. I believe that deeply.
Start now. Get data fluent. Invest in your data team. Learn how product data ties into your CRM—and fix it. It’s going to take time and commitment, but that’s how you build the foundation for what’s next.
Click here for the entire interview.
