Phil Gray

I’ve spent enough time in operations to know that most RevOps problems aren’t really technology problems, but alignment problems. Getting sales, marketing, and finance to work from the same data toward the same goals is harder than it sounds. I’ve been untangling that knot for over a decade across SaaS, logistics, and beyond.

I’m the COO of Black & White Zebra and Founding Editor of The CRO Club, where I write about the systems, structures, and decisions that help revenue teams actually function. If it touches pipeline, process, or planning, it ends up on my radar.

Before this, I served as VP of Operations at Thinkific, where I helped scale operations during a period of rapid SaaS growth. Before that, I spent nearly four years at Procurify leading both Operations & Finance and later Marketing, which gave me a ground-level view of how misaligned go-to-market functions quietly drain revenue. My earlier years in VP Operations roles at Direct Tap and FreshTAP Logistics built the cross-functional instincts I rely on every day.

I hold an MBA from the University of British Columbia with a focus on Product and Services Management, where I first started thinking seriously about how operations and revenue strategy intersect.