About
RevOps XL started as a list of people worth calling back.
Alexandra-Emily Kokova founded RevOps XL in 2025, after ten years of building revenue operations for B2B teams - some of it freelance, some of it in-house, in companies where she owned the system rather than advised on it.
The senior operators here are people she had already worked alongside, in one arrangement or another, before the firm existed. What they have in common is a working standard, and that standard is the reason the group is together at all.
At a glance
- What it is
- An independent revenue-operations and go-to-market practice for B2B companies and SMBs.
- Founded
- 2025, by Alexandra-Emily Kokova.
- Who does the work
- Senior operators and partner experts, brought in by engagement. No junior bench, no subcontractor network.
- Independence
- Not on any CRM vendor’s partner program. No referral commission on the tools we recommend.
- How we work
- Remote-first, in English, worldwide. Written-first: you can run an entire enquiry without a call.
- Registered
- RevOps XL, Sofia, Bulgaria. UIC 180940854.
From the founder
Why this group, and not a hiring plan
I spent the first half of my career as the person inside the company - the one who owned the CRM, the reporting, and the argument about which number was the right one. The second half I spent freelance, dropping into other people’s systems for a few months at a time.
Both halves taught me the same thing about who is worth working with, and it has almost nothing to do with which tools someone knows. Tools are learnable in a fortnight. What is not learnable is whether a person tells you early that they got something wrong, and whether they finish the unglamorous part of the job after the interesting part is done.
I kept a short mental list of the people who did both, across every company and every contract. RevOps XL is that list. There was no hiring round and no onboarding into a set of values - the people here already held the standard, and the firm gave the arrangement a name and an invoice address.
That has consequences for anyone hiring us. The group is small and stays small, because the standard does not survive being scaled. You are not handed to a junior after the scoping, because there is no junior to hand you to. And if we think an engagement is the wrong shape, you hear it before you sign rather than three months in.
Alexandra-Emily KokovaFounder, RevOps XL
The foundation
The five things everyone here already agreed on
None of these are posters. Each one is a rule about what happens on a bad day, because a bad day is the only time a value is load-bearing.
- 01
Ethics
The data belongs to the client and so does the decision. We say when a request is perfectly legal and still a bad idea, and we say when we are the wrong people for a piece of work. Independence is part of this: with no vendor program behind us, an audit can end with “remove this tool” and cost us nothing to say.
In practiceRecommendations that shrink the stack are as likely as ones that grow it.
- 02
Professionalism
Turning up prepared, writing things down as the work happens, and keeping to the scope that was agreed. Documentation is part of the delivery rather than something promised for the end and quietly dropped.
In practiceYou get the system and the written explanation of the system, and you keep both if we part ways.
- 03
Trust
Access to a revenue system is access to the commercial life of a company - who the customers are, what they pay, and which deals are in trouble. We hold that carefully: read-only until write access is actually needed, and nothing touched outside the scope we agreed.
In practiceThe first audit is read-only. Always.
- 04
Ownership
The person who scopes the work is the person who builds it, through to the documentation at the end. No handover to a bench, and no name you have never met appearing in your CRM.
In practiceThe senior expert who answers your first message is the one in your system in week six.
- 05
Accountability
When something we built breaks, or turns out to have been wrong, you hear it from us before you find it yourself, with what happened and what it takes to fix. Estimates are given as ranges, and a missed one gets explained rather than buried in a status update.
In practiceA slipped estimate reaches you before you have to ask about it.
The team
What a small firm does instead of keeping a bench
RevOps XL is Alexandra-Emily Kokova plus a small group of senior operators and partner experts. Everyone here has run revenue systems from inside a company, not only advised on them from outside. Nobody is learning on your data.
Between engagements these people are running other companies’ systems or their own practices, which is deliberate rather than a gap in the model. Operators who still operate stay current in a way that a full-time consultant gradually stops being.
- You write in and describe the setup. A senior person reads it and replies in writing, with two or three things worth looking at.
- That same person scopes the work and puts a number on it.
- If the engagement needs a second specialist, we name them and say what they will touch before they touch it.
- The person who scoped it stays on it to the end, hands over the documentation, and is the one you come back to six months later.
Boundaries
Four things we are not
-
A slide-deck consultancy
The deliverable is a working system and the documentation that explains it. A strategy document that nobody can build from is an expensive way to describe a problem you already had.
-
A staffing network
You are not matched to whoever happens to be free this month. Engagements are staffed by fit, and if the fit is not there we say so instead of sending someone anyway.
-
A reseller
No vendor partner program, no referral commission, no quota to move licences. Which tool you end up on is a question about your business, not about ours.
-
An agency of juniors with a senior on the call
The senior on the call is the one doing the work. This is the single most common thing clients tell us went wrong somewhere else, and it is the easiest promise for a small firm to actually keep.
The record
The parts you can check yourself
- Legal entityRevOps XL
- RegisteredSofia, Bulgaria · UIC 180940854
- Founded2025
- FounderAlexandra-Emily Kokova
- LanguagesEnglish, Bulgarian
- MarketsWorldwide. Deepest reference work across Europe, the UK and the Nordics, the Gulf, and North America.
- IndependenceNot on any CRM vendor’s partner program
Certifications
- HubSpot Revenue Operations
- HubSpot Inbound