What is your favorite revenue operations interview question and the best answer you've heard?

This is a two part answer for me as I like to test for the 'what' someone can achieve (these should test for potential impact in the role) and 'how' they will show up everyday (no brilliant jerks, among other things). To test for the 'what' there's no better interview than a case interview. Within HubSpot's sales strategy teams, we provide a gsheet with market and internal data and ask how the candidate would allocate sales headcount. There is no right answer, but demonstrating structure and con ...Read More

I love questions that demonstrate curiosity, scrappiness, operational excellence and enthusiasm for the business. One of my favorite Q/As below Q: Walk me through an example of how you impacted the business? how did you discover the opportunity, execute on it, and ultimately how did it impact the business? A: I want to hear several things in this answer 1. Curiosity for the business and how to make it better--digging into data, talking to stakeholders, etc. 2. Scrappiness on execution--you didn' ...Read More

Love this question. I like to test both how a person thinks & solves problems (situational/ case) as well as how they show up at work (behavioral). While I have multiple go-tos - one of my favorites is a role play on "Sales leader calls a meeting to express that they feel that the quota they have been given is too high". I play the tough sales leader, and the candidate plays the Sales Ops partner. The objective here is to assess how the candidate reacts - do they hold their ground, do they s ...Read More

First off, I love this question! Here are a few of my go-to revenue operations questions: I always ask candidates how they prepared for the interview. I am looking for beyond just the "I visited your website" and looking for more research and looking to understand their insights as to why we might be hiring for the role, questions on the organizational structure, etc. I want to see if they have done research and want to ask questions about the current state of the team/organization. Revenue Oper ...Read More

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

Just stick to the fundamentals. To me that means center the interview on a real revenue constraint to see how candidates break down problems, sequence work, and prove impact with real numbers. Something like: “You have 90 days to raise win rate and cut sales cycle, with zero extra headcount or software. What’s your plan?” It's all encompassing and I'm not looking for perfection. Come you're on the spot being asked to increase revenue efficiency. So what I’m looking for is a pinpointed bottleneck ...Read More