Some people plan their careers down to the minute. Others get launched into theirs from a completely different field, and they never look back. That’s exactly the case for Nick Soldano, enterprise RevOps recruiter, whose path from baseball coaching to becoming a trusted partner in revenue operations recruiting is as unconventional as it is inspiring.
In this episode of Go To Market with Dr. Amy Cook, Nick shares his secrets to finding top talent in the often ambiguous world of RevOps and why he’s bullish on the future of revenue operations.
Here are some interview highlights:
Amy: Tell me how you got into recruiting. It sounds like it wasn’t a straight line.
Nick: Any recruiter will probably tell you something similar: We didn’t grow up dreaming of this job. Instead, we just ended up being really good at connecting with people. For me, it started in sports. I was a collegiate baseball coach for years. A big part of that job was recruiting, figuring out who had the right skills, attitude, and chemistry to round out a team. I really gravitated toward that.
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Eventually, I got tired of working 120 hours a week for not a lot of money, so I asked myself: What do I actually love about this job? The answer was clear. I enjoyed talking to people, helping them grow, and finding the right fit. That’s when I went full-time into recruiting.
Amy: With RevOps growing so fast, is there confusion in the market about what it actually is?
Nick: Oh, 100%. Even among companies that do have RevOps, there’s often no shared understanding of what it means. Is it just Salesforce admins? Or are we talking about strategic thinkers who build dashboards, data pipelines, and go-to-market plans?
It’s a massive educational lift. Companies want to scale, but not all of them understand what modern RevOps looks like or how to staff for it. So we step in to help guide them and make sure they know what kind of talent they need and what that talent needs to succeed.
Amy: When you’re sourcing for RevOps leaders, what do you look for first?
Nick: Culture fit. Every time. I can find someone who can do the job. But can they do it with your team, for your mission, and in your environment? That’s where the magic happens.
I do what I call a “Five Check.” It’s not about good or bad, it’s about alignment. Are you in-office five days a week? Do you prioritize work-life balance? Are you fast-paced or methodical? These things matter. And in RevOps, you need someone who can speak multiple languages: sales, data, engineering, product. The emotional intelligence to navigate all of that? That’s a rare gem.
Amy: For folks looking to break into RevOps, what’s your advice?
Nick: Learn the data.
If you can understand how data moves through a business and how to turn it into action — you’re golden. Doesn’t matter if it’s Salesforce, BI tools, or spreadsheets. Get good at finding insights and telling stories with numbers.
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And then find a leader who will mentor you. Someone who’s been through the build. Start in an analyst role, absorb everything, and don’t be afraid of ambiguity.
Amy: How are you seeing RevOps evolve, especially at the leadership level?
Nick: Great question. . .
Click here for the complete interview.
