AMA: BuildOps VP, Revenue Operations, Lauren Davis on Revenue Ops Interviews

My favorite question to ask is: “Tell me about an area of opportunity you identified and how you drove it to completion.” One strong answer to this question can surface almost every quality I care about in a RevOps hire. I also like asking it early in the interview because it naturally leads to a lot of follow-up questions - and that’s where the real signal shows up. Strong answers demonstrate: Nose for value - how big and impactful was the opportunity they identified? Ownership - did they truly ...Read More

I would say the most common reasons I disqualify people early on in the process are… Can’t speak to details: If a candidate picks an example but struggles to go deep or answer follow-ups, it’s usually a signal they not only didn’t drive the work, but may not even understand it. No metrics or outcomes: RevOps isn’t about delivering tasks - it’s about moving the business. If someone can’t connect their work to results or business impact, they’re unlikely to be a force multiplier. I want people who ...Read More

Even if someone hasn’t done RevOps before, you can still evaluate whether they have the qualities that make someone successful in the role. For more junior candidates, I’d focus on: Curiosity & learning mindset: Are they genuinely interested in learning and improving? Do they ask thoughtful questions and seek to understand the “why,” not just the task? Do they take feedback well and apply it? I want someone who isn’t afraid to ask questions or admit what they don’t know - those are the peopl ...Read More

From my perspective, it’s five things: Curiosity & strong business understanding Ownership & execution Critical thinking & problem solving Stakeholder management & communication Ruthless prioritization & nose for value This is a list I’ve curated over the years, and I’d encourage everyone to define their five. Think about: The best RevOps partners you’ve worked with - what did they all have in common? The ones who struggled - what were they missing? The reflection and clarity ...Read More

Short answer: generally, not unless you’re asked. These exercises aren’t bad - they can actually be a useful interview tool in the right situation - but they could also misfire when done unprompted.  A deliverable like a 30/60/90 plan or SWOT analysis is highly specific to a business that you actually have very limited information on throughout the interview process. At that point in the process, you probably only know what’s on the website and has been shared in a handful of conversations.  Whe ...Read More