AMA: HubSpot Vice President of Revenue Operations, Sowmya Srinivasan on Revenue Ops Career Path

The typical entry into a revops career is as an analyst. This could be a functional analyst within functional operational units such as a marketing , Sales ops /customer success  or a data/automation/systems analyst progressing on the technical front.  Once you have enough experience/proficiency under your belt , you could continue on an individual contributor track establishing yourself as a strategist or you could transition into mid/senior level revops roles where you would be responsible for ...Read More

I would caveat this answer ahead by saying this is not revops specific. This is about the important things to look for while evaluating a new opportunity -  Opportunity to drive impact - how does the role map to my skill sets and do I see an opportunity for me to drive impact and create value? This to me means growth for the company and thereby growth for me!  Culture and Values - People, culture and values are core to have a great experience and find a sense of belonging in an organization. I b ...Read More

The must have for a revenue operations leader data driven decision making and the ability to turn data into insights and insights to impact! Connecting the dots, identifying risks and opportunities to fuel growth is a differentiator! Another must have as a leader is dealing with ambiguity ! Revops at its best, is Solving complex problems )at times with inadequate information), designing initiatives, setting objects and breaking organizational objectives into byte-size consumable chunks for the r ...Read More

There are 3 skills that I would say are very desirable & transferable  for a career in Revops - Analytical Skills/acumen- The ability to analyze data, leverage data to drive decisions, infer insights to drive business impact is critical for a revops organization! Solving problems, leveraging data to answer key business questions, identifying patterns and trends to surface risks or opportunities for growth for the organization is a great value add!  Project Management Skills - Ability to plan ...Read More

The future of revenue operations is leveraging AI (predictive & generative) to accelerate organizational growth by making reps more efficient and effective with AI powered insights, automation and scale ! With AI today, revops is best positioned to Automate/eliminate the repetitive, orchestrate the customer's journey with real-time insights and execute organizational strategy with engaging experiences both for customers and reps!  With this lens, educating self on AI and understanding how to ...Read More