Video Overview

The way companies manage CRM platforms, revenue operations, and automation is changing fast. With the rise of AI across tools like HubSpot and large language models such as ChatGPT and Claude, the expectations for CRM operators are evolving.

According to insights shared by Jason Azocar during the Profoundly Kickoff 2026, the next evolution of the HubSpot career path is AIR Ops (AI-enabled Revenue Operations).

The key takeaway is simple:

AI won’t replace human operators. Operators who use AI effectively will replace those who don’t.

For professionals working with HubSpot—whether as admins, RevOps leaders, or solutions partners—understanding the AIR Ops maturity model is now critical for staying competitive.

The Evolution of the HubSpot Career Path

The role of the “HubSpot owner” has evolved significantly over the years.

1. The Accidental Admin

In the early days, HubSpot was often managed by someone in marketing who happened to know the platform best.

Typical responsibilities included:

• Building marketing emails
• Creating forms and landing pages
• Managing contact lists
• Setting up simple workflows

They became the default owner simply because they understood the system better than others.

2. The HubSpot Administrator

As organizations matured, the role became formalized.

A HubSpot Admin focused on:

• CRM data management
• Automation workflows
• Reporting dashboards
• User permissions and system governance

The job was largely operational: keeping the system clean and functional.

3. RevOps (Revenue Operations)

The next stage introduced strategic ownership of revenue systems.

RevOps professionals moved closer to leadership and revenue outcomes, focusing on:

• Funnel performance
• Lifecycle stage conversion
• Sales and marketing handoffs
• Pipeline forecasting
• Revenue analytics

Rather than just managing the platform, RevOps started optimizing the entire revenue engine.

The Next Evolution: AIR Ops

Now a new role is emerging: AIR Ops (AI-enabled Revenue Operations).

AIR Ops professionals combine:

• HubSpot expertise
• Revenue strategy
• AI tools and automation
• Agent-based workflows

Organizations increasingly want one operator who can drive leverage across the entire revenue stack.

Instead of asking:

“Who can manage HubSpot?”

Companies are asking:

“Who can use AI to drive better revenue outcomes?”

Why AI Skills Are Becoming Essential

AI adoption is accelerating across CRM and RevOps teams.

Many organizations are already seeing a surge in demand for:

• AI workflow automation
• AI-powered prospecting
• CRM data enrichment
• AI agents for sales and support

Operators who understand AI tools within platforms like HubSpot are quickly becoming more valuable and harder to replace.

The shift isn’t about removing humans from the process—it’s about creating leverage.

The AIR Ops Maturity Model

AIR Ops capability typically develops in three stages.

AIR Ops Level 1: Using Native AI Tools

The first level focuses on using AI tools already built into your CRM.

Within HubSpot, this includes tools like Breeze AI, which can help automate everyday tasks.

Examples of AIR Ops Level 1

• AI meeting preparation summaries
• AI-generated prospect research
• AI workflow actions that categorize or enrich data
• AI-powered support responses

Instead of manually reviewing CRM records or preparing outreach messages, operators can use AI to generate insights instantly.

Why This Matters

Many companies already pay for AI features but fail to use them effectively.

AIR Ops operators take responsibility for ensuring:

• AI tools are implemented
• AI credits are utilized
• teams benefit from automation

This is the entry point to AI-driven operations.

AIR Ops Level 2: Extending the Stack With AI Tools

Once native tools are fully utilized, the next stage is adding specialized AI tools to fill capability gaps.

This is where strategic integration becomes important.

AIR Ops operators evaluate:

• Where the CRM falls short
• Which tools solve real problems
• Which integrations scale effectively

The key mindset here is:

“Native first. Smart extensions second.”

Instead of randomly adding tools, AIR Ops professionals carefully expand the system architecture.

AIR Ops Level 3: Building Custom AI Agents

The most advanced AIR Ops operators build custom AI agents for business workflows.

Agent-based systems can automate complex tasks like:

• Lead qualification
• Customer onboarding
• Meeting preparation
• Renewal risk analysis
• Data enrichment

Platforms like Agent.ai—created by Dharmesh Shah—allow operators to build AI agents without needing to code.

Instead of manual processes, operators design agents with:

• Defined inputs
• decision logic
• guardrails
• outputs
• human handoffs

This represents the highest level of AIR Ops maturity.

Why AIR Ops Is Becoming a Top-Paid Role

Companies rarely hire large CRM teams. Most organizations hire one key operator responsible for the platform.

That means the hiring question becomes:

Do we hire someone who maintains HubSpot — or someone who drives business outcomes?

AIR Ops operators deliver:

• automation leverage
• AI-powered workflows
• faster decision-making
• scalable revenue systems

Because of this, AIR Ops roles are expected to become some of the highest-paid positions in the HubSpot ecosystem.

Senior AIR Ops professionals can command six-figure salaries, especially when they combine:

• CRM expertise
• revenue strategy
• AI automation
• agent systems

How to Start Your AIR Ops Journey

You don’t need to jump straight into advanced AI automation.

Instead, follow a progression.

Step 1: Master Native AI Tools

Start with:

• CRM AI assistants
• AI workflow automation
• AI-driven reporting
• AI sales prospecting tools

Step 2: Add Strategic AI Integrations

Look for gaps in your system such as:

• website engagement
• sales research automation
• AI lead qualification
• data enrichment

Choose tools that solve real problems, not shiny objects.

Step 3: Build AI Agents

Finally, experiment with:

• agent-building platforms
• automated workflow agents
• AI task orchestration

Focus on real business processes, not experimentation for its own sake.

The Future of HubSpot Careers

The traditional HubSpot admin role is evolving.

The market will increasingly reward professionals who can:

• combine CRM expertise with AI
• automate revenue workflows
• build scalable operational systems

The goal isn’t to protect the old role.

It’s to evolve into a strategic AIR Ops operator.

And the best part?

Most of the tools required to start this journey already exist in the platforms you use today.

FAQs

What is AIR Ops?

AIR Ops stands for AI-enabled Revenue Operations. It is the next evolution of RevOps, combining CRM management, automation, and AI-driven systems to improve revenue outcomes.

How is AIR Ops different from RevOps?

RevOps focuses on aligning sales, marketing, and customer success processes. AIR Ops builds on that by using AI tools, automation, and AI agents to increase efficiency and decision-making speed.

Do you need coding skills to become an AIR Ops professional?

No. Most modern AI platforms and agent builders are no-code or low-code, allowing operators to create automation and agents without engineering experience.

What tools should AIR Ops professionals learn?

Key tools include:

• CRM platforms like HubSpot
• LLM tools such as ChatGPT and Claude
• AI agent platforms like Agent.ai

Understanding how these tools integrate into revenue systems is critical.

Why are AIR Ops roles becoming more valuable?

Companies want operators who can create leverage across their revenue systems. AIR Ops professionals automate workflows, improve decision-making, and scale operations—making them highly valuable.

Can HubSpot admins transition into AIR Ops?

Yes. In fact, HubSpot admins and RevOps professionals are the most natural candidates for AIR Ops roles because they already understand CRM architecture and revenue processes.