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RevOps is the department most likely to already have a request process and least likely to have one anyone follows. Reps ask in a DM because it is faster, which means the ops team has no visibility into what it spends its week on. There is one constraint that shapes every decision here: a deal desk that is slower than a DM will be routed around. Response speed is not a nice-to-have on this desk, it is the adoption strategy.

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What RevOps owns in Ravenna

Deal desk

Pricing and terms approvals fast enough that reps use them.

Tooling requests

CRM changes and seat requests as tracked work, not interruptions.

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Suggested shape

One workspace called RevOps or Sales Ops, and one public channel where the sales team already lives, #deal-desk or #ask-revops. Public matters more here than in most departments: reps learn from each other’s approved exceptions, and a public channel means the same discount question is not asked four times. Categories that map to how you would report: Pricing approval, Contract terms, CRM change, Data request, Tooling and seats, Reporting request.

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Connect the CRM

HubSpot is available natively, with agent tools for searching contacts, companies, and deals, and for listing deals by stage, owner, or date. Reference them in agent rules with an @ mention. That turns “which deal is this about” from a question into context. A rep says “I need approval on the Acme renewal” and the agent can find the deal, its amount, its stage, and its owner without the rep pasting a link. For any other CRM, Foundry generates a typed action against its API. The Foundry examples page has a CRM contact lookup as a worked example.

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The agent’s role

Two jobs, both high volume:
  • Answer the documented questions. Approval thresholds, standard payment terms, what needs Legal, which discount tiers exist, how to handle a multi-year deal. These are policy lookups.
  • Gather the deal context. Pull the deal record so the approver is not asking the rep for the amount.
What it should not do is approve anything or state a price that is not in the pricing sheet.

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Where RevOps desks stall

If the desk adds a day, reps go around it. Aggressive SLAs on pricing approvals are the price of adoption.
Reps learn from precedent. Keep it public.
Standard-terms deals should not need a deal desk. Only exceptions should.
An approver who has to ask for the deal amount is the reason the process feels slow.

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Next

Deal desk

Fast approvals on pricing and terms.

Tooling requests

CRM changes and seats.
Last modified on September 17, 2026