In this episode of Hold The Churn, we sat down with Karan Singh, SVP GTM Strategy & Operations at LaunchDarkly, to talk about what it takes to build the operational infrastructure behind a modern revenue machine.
Karan is one of the most thoughtful practitioners of RevOps and GTM strategy in the industry. His work at LaunchDarkly has helped scale their go-to-market motion across a rapidly evolving product and pricing model.
What We Covered
Building RevOps for a usage-based company
LaunchDarkly has a hybrid model — they have both seat-based and usage-based components. Karan talks about the unique operational challenges this creates and how RevOps has had to adapt.
GTM strategy in a developer-first company
LaunchDarkly sells to engineering teams, which means the buying process is fundamentally different from traditional SaaS. Karan shares how they've built a GTM motion that works with developers, not against them.
The data infrastructure behind effective GTM
Karan is a strong believer that great GTM strategy is built on great data. He talks about the data stack at LaunchDarkly and how they think about instrumenting their GTM motion.
Aligning sales, CS, and product around shared metrics
One of the biggest challenges in any revenue org is getting different teams aligned around the same metrics and goals. Karan shares how LaunchDarkly has approached this challenge.
What RevOps leaders should be thinking about in 2025
Karan shares his perspective on where RevOps is heading and what the most forward-thinking teams are investing in today.
Key Takeaways
On RevOps and usage-based pricing: "When your revenue is tied to usage, your RevOps function needs to be instrumenting and analyzing product usage data, not just CRM data. The teams that are getting this right have built a data pipeline that connects product, billing, and CRM into a single view."
On GTM for developers: "You can't cold call your way into developer adoption. The best developer GTM motions are built around education and self-service — making it easy for developers to try your product, get value, and then bring it into their organization."
On data alignment: "The moment you have different teams operating off different data, you've created a coordination problem that never fully goes away. Getting everyone on the same data is harder than it sounds, but it's the foundation of effective GTM alignment."
On the future of RevOps: "The RevOps teams that will be most valuable in five years are the ones that can translate product usage data into business insights. That requires a different skill set than traditional RevOps — more data engineering, more analytics, more collaboration with product."
About Karan
Karan Singh has spent his career building GTM operations at high-growth software companies. At LaunchDarkly, he leads GTM strategy and operations, helping to scale their go-to-market motion across a complex product and pricing landscape.
Listen to the Episode
Full episode available on Spotify, Apple Podcasts, and YouTube.