AMA: LinkedIn Director Sales Strategy and Operations, North America, LTS, Zeina Marcotte on Building a Revenue Ops Team

My number one piece of advice is to ask a lot of questions. Some questions to get you started could be: What is your scope? For example, will you be primarily focused on...

If you are the first couple of hires in rev ops, it's highly likely you'll both need to be generalists to a certain extent. Ensuring alignment on roles and responsibiliti...

If your team is brand new or unfamiliar to many stakeholders, a good starting point would be to document your team's mission, vision, scope, and key objectives for the fi...

LinkedIn is large and complex with many business lines that have slight nuances to their org structure. Rather than share my company’s org chart, I’ll share what an optim...

How you scale will depend on the growth trajectory and needs of the business. Typically, many organizations will start with generalists and then specialize and add layers...

One area we could invest more in is understanding and measuring customer value. It’s often difficult to align on a measure of value that’s not only agreed upon between th...

In addition to what I included above in my answer to the question about being your company’s first rev ops hire, if you’re junior, I would also focus heavily on learning....

Typically, responsibilities for these teams are aligned to where they fall in the customer funnel. Demand Gen tends to focus on the top of funnel metrics, processes and r...

As the team grows, you want to ensure alignment and consistent communication while also finding points of leverage and efficiency. Ensure Alignment & Consistent Commu...