AMA: HubSpot Director, Sales Strategy & Operations (APAC), Azim Mitha on Revenue Ops Interviews

Autonomy is important in RevOps since we are often navigating ambiguous problems across multiple stakeholders. As an interviewer: I test for a candidate's ability to think through an open-ended question. An example of this can be: sales performance is declining, and conversion rates is identified as one of the causes. Walk me through what you would do next? As an interviewee: You should have an example ready of a large project where you identified the opportunity, built the business case, got th ...Read More

I think there are a few traits that immediately help RevOps candidates stand out: They are thinkers, not just great at doing data analysis: They can explain their hypothesis, what they were solving for, how they went about solving the issue and the challenges they faced. They demonstrate "explorer" mindset: They are able to articulate the different problems that they were solving for in the business, and explored the right solution by being curious & adatable to the business needs, and able ...Read More

When it's worth the effort to prepare 30-60-90 day plans: (1) Senior roles or roles with ambiguous scope; (2) When you lack direct experience and want to break into this space; (3) Final rounds with the decision maker, eg a senior executive. The best "above and beyond" isn't always about what you create, it's how deeply you understand their actual business. For e.g. Read their investor letters; Listen to their earnings calls; Try their product --> This will help you understand key business ch ...Read More

I think it's concerning, even for a junior generalist role, that the hiring manager is unable to explain what does success look like. Hiring manager should be able to articulate success clearly, even if the role is broad. For example: "In 90 days, you'll own X and have identified process improvements. By month 6, you will have implemented one of those improvements and be the go-to person for X." The generalist nature actually makes clarity even more important, not less. When I have failed to pro ...Read More