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 role of the “HubSpot owner” has evolved significantly over the years.
In the early days, HubSpot was often managed by someone in marketing who happened to know the platform best.
Typical responsibilities included:
They became the default owner simply because they understood the system better than others.
As organizations matured, the role became formalized.
A HubSpot Admin focused on:
The job was largely operational: keeping the system clean and functional.
The next stage introduced strategic ownership of revenue systems.
RevOps professionals moved closer to leadership and revenue outcomes, focusing on:
Rather than just managing the platform, RevOps started optimizing the entire revenue engine.
Now a new role is emerging: AIR Ops (AI-enabled Revenue Operations).
AIR Ops professionals combine:
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?”
AI adoption is accelerating across CRM and RevOps teams.
Many organizations are already seeing a surge in demand for:
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.
AIR Ops capability typically develops in three stages.
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.
Instead of manually reviewing CRM records or preparing outreach messages, operators can use AI to generate insights instantly.
Many companies already pay for AI features but fail to use them effectively.
AIR Ops operators take responsibility for ensuring:
This is the entry point to AI-driven operations.
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:
The key mindset here is:
“Native first. Smart extensions second.”
Instead of randomly adding tools, AIR Ops professionals carefully expand the system architecture.
The most advanced AIR Ops operators build custom AI agents for business workflows.
Agent-based systems can automate complex tasks like:
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:
This represents the highest level of AIR Ops maturity.
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:
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:
You don’t need to jump straight into advanced AI automation.
Instead, follow a progression.
Start with:
Look for gaps in your system such as:
Choose tools that solve real problems, not shiny objects.
Finally, experiment with:
Focus on real business processes, not experimentation for its own sake.
The traditional HubSpot admin role is evolving.
The market will increasingly reward professionals who can:
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.
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.
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.
No. Most modern AI platforms and agent builders are no-code or low-code, allowing operators to create automation and agents without engineering experience.
Key tools include:
Understanding how these tools integrate into revenue systems is critical.
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.
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.