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What would you consider successful outcomes of a revenue operations function/ leader How would these change in the context of AI transforming rev ops

Azim Mitha

HubSpot Senior Director, Sales Strategy & Operations (APAC) • 1y

Successful outcomes for a RevOps function / leader typically includes:Better cross-functional alignment as part of annual planning process and throughout the year to exec...

1,200 Views

As a RevOps leader, what is the tool you can't live without?

Cambria Moreno

The Riverside Company Director of Revenue Operations • 3y

Salesforce would be my number one answer but probably the answer of everyone. Outside of that you really need a robust and well built analytics tool. At HIghspot we are l...

2,282 Views

What's your process for figuring out what metrics to hold revenue operations accountable for?

Dhwani Dalal

DocuSign Director, Sales Strategy & Operations • 1y

● Process: Align KPIs with business outcomes like revenue growth, map KPIs to each stage of the sales funnel, and focus on actionable metrics.

861 Views

What is the best software for RevOps?

So many options out there. Any comprehensive solutions you'd recommend?

Kayvan Dastgheib-Beheshti

Payscale VP, GTM Operations & Business Intelligence • 1mo

TL;DR: There is no comprehensive solution, and the leaders looking for one are usually trying to buy their way out of a process problem.Every two years a new vendor pitch...

376 Views

How do you break down responsibilities and KPIs between revenue operations and demand generation?

Akira Mamizuka

LinkedIn Vice President of Technology and Product Operations • 3y

If we think about the revenue flow in terms of a funnel, demand generation would be at the top and revenue or bookings at the bottom. KPI definition should follow roles ...

2,278 Views

What are some of the worst KPIs to commit to achieving?

Kayvan Dastgheib-Beheshti

Payscale VP, GTM Operations & Business Intelligence • 1mo

TL;DR: The worst KPIs share one trait. You can hit the number and hurt the business.Most RevOps teams inherit a scorecard built by people who confused "we can measure it"...

418 Views

How do you retain good talent, especially when revenue operations roles are in such high demand across the industry?

Andres Diaz

LinkedIn Director, Global GTM Strategy & Operations, LinkedIn Sales Solutions • 3mo

This question must have triggered me a bit because I wrote way more than I initially intended to, but here it goes:The short answer is you don’t, at least not in perpetui...

1,077 Views

What is your advice for creating and/or improving the revenue operations process when joining a small but growing team?

Particularly for a small company with no or little structure.

Ken Liu

Redis Director - Global Sales Strategy & Operations | Formerly Databricks, Google • 4mo

When joining a smaller rev ops team, take time to understand the key pain points of the business, identify 'quick wins' (projects or activities that address the pain poin...

407 Views

Could you share the interview process of your role? What kind of candidate you are looking for?

Jacky Ye

Adobe ex-Global StratOps Lead @ Adobe | Formerly Charles River Associates, Busara • 2y

One of my managers is fond of saying that to succeed in this role, there's only two things you really need to know how to do - analyze data and tell a good story. There'...

3,221 Views

How does revenue operations differ between a small and large company?

Eduardo Moreira

LinkedIn Director of Sales Strategy and Operations (EMEA & LATAM) • 2y

The RevOps function is crucial to align sales, marketing, and customer success efforts but where it differs most based on company size is in its roles and responsibilitie...

1,334 Views

What do the best revenue operations candidates have in common, as a hiring manager?

Zeina Marcotte

LinkedIn Senior Director, Strategic Accounts - LMS Sales Operations • 4mo

The strongest Revenue Operations professionals I’ve worked with tend to share two key traits: structured thinking and proactivity. Rev Ops is often asked to tackle open‑e...

429 Views

If your revenue operations team has only one or two people responsible for covering multiple products with complex features, how would you recommend dividing the workload in the short-term so as best to support long-term growth and expansion of the team?

Tyler Will

Intercom VP, Revenue Operations | Formerly LinkedIn • 5mo

It's great you're even thinking about this because it's the first step to providing structure and the ability to make a case for more resources down the road. The exact a...

390 Views

What are the key processes you'd set up when expanding the revenue operations team from 1 to multiple people?

Tyler Will

Intercom VP, Revenue Operations | Formerly LinkedIn • 5mo

The key processes will depend on the nature of your company to some extent, but here are some things I'd think about.Daily operating processesSome checklist of whatever n...

384 Views

What's the most effective way to scale a revenue operations team beyond the first revenue operations manager?

Saad Farooq

DigitalOcean Director of Revenue Operations / Customer Care • 3y

Scaling a revenue operations team beyond the first revenue operations manager can be a complex process, as it involves balancing the needs of the team with the goals and ...

1,478 Views

How do you communicate revenue operations updates and activities to the rest of the company?

Saad Farooq

DigitalOcean Director of Revenue Operations / Customer Care • 3y

There are a variety of ways that revenue operations teams can communicate updates and activities to the rest of the company. Some potential options could include: Regula...

2,098 Views

What's your framework to prioritizing needs/deliverables when you're the first revenue operations manager at a company establishing the function?

Kayvan Dastgheib-Beheshti

Payscale VP, GTM Operations & Business Intelligence • 2y

Interestingly, the framework for prioritizing needs and deliverables as the inaugural Revenue Operations Manager revolves around the very essence of the job title. Your p...

970 Views

I’m the first revenue operations hire in my company. What advice would you give to someone tasked with establishing this function in an existing business structure?

Ignacio Castroverde

Cisco Senior Director, Global SMB & Mid-Market Sales Acceleration and Program Office • 10mo

Here’s the playbook I use as the first RevOps hire—simple, outcome-led, and built for speed: Align up-front: Get explicit CEO/CFO buy-in on 3–5 business outcomes (revenu...

378 Views

What are the key skillsets you see as a requirement in the best RevOps organization?

How do you way technical vs functional skillsets in RevOps for scaling companies?

Tyler Will

Intercom VP, Revenue Operations | Formerly LinkedIn • 5mo

At Intercom we defined four characteristics of a best-in-class RevOps organization:Operational Excellence: we deliver a high-integrity system for the revenue teams that p...

397 Views

What advice do you have for a junior who is a first revenue operations hire?

Tyler Will

Intercom VP, Revenue Operations | Formerly LinkedIn • 5mo

If you're the first RevOps hire at your company, you are going to need to do a few things quickly to make your life manageable.Get very clear with your boss on the scope ...

458 Views

What does your revenue operations team org structure look like?

Zeina Marcotte

LinkedIn Senior Director, Strategic Accounts - LMS Sales Operations • 1y

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...

647 Views

What's a typical revenue operations career path?

Blake Cummins

Wolt Director, Head of Global Sales Strategy & Operations • 3y

Career path will vary widely depending on the person. I'll answer this question with the view of "how do I progress my career path in rev ops": 1. Be consistent in your ...

9,505 Views

What skill sets are required to build the initial components of data infrastructure? Is a data engineer required, or can you get by with a generalist engineer and a data scientist?

Ignacio Castroverde

Cisco Senior Director, Global SMB & Mid-Market Sales Acceleration and Program Office • 10mo

Short answer: you don’t need a full-time data engineer to start—but you do need the skills.Start lean:A strong analytics/generalist engineer + RevOps can stand up the bas...

539 Views

Do you have any advice for a junior who is a first revenue operations hire?

Akira Mamizuka

LinkedIn Vice President of Technology and Product Operations • 2y

A junior hire who is the first Rev Ops hire is an exciting role to be. They will lay the foundations for the company to grow and scale.However, this is also a chaotic rol...

1,520 Views

What is an important KPI that you see revenue operations teams completely missing?

Sowmya Srinivasan

HubSpot Vice President of Revenue Operations • 1y

This is a tough question to answer! Though not intentional, as a Post-Sales RevOps leader, I can share - clearly understanding the drivers of churn and especially breakin...

844 Views

What are your nonnegotiable Rev Ops metrics specifically for Customer Success and Renewals? (I.E., Retention revenue-focused KPIs.)

I lead CS and Renewals Management and view our partnership with Rev Ops as critical to scaling success.

Sowmya Srinivasan

HubSpot Vice President of Revenue Operations • 1y

When we think of some core KPIs, the buckets that are critical to understand - Direct impact on revenue/growth: These metrics directly reflect your ability to retain/gr...

1,256 Views

Setting KPIs can often feel arbitrary, especially when entering new markets. How do you get past this uncertainty to set realistic goals?

Katie Cook

Salesforce Senior Director, Sales Strategy & Operations • 2y

OOF! Asking the hard questions today! I love it! Yes you are 100% correct. I don't know how many times I felt like I should just get a dart board out or ask a magic 8 bal...

1,443 Views

What KPIs should I own and not own being the first revenue operations hire at a start-up?

Josh Chang

HubSpot Director, GTM Strategy & Revenue Operations • 3y

As the first revenue operations hire at a start-up, you own all of the KPIs across the functions you support, but at the same time, you don't necessarily have direct infl...

845 Views

How do you develop quarterly/annual revenue operations OKRs and tie those to individual projects?

Tyler Will

Intercom VP, Revenue Operations | Formerly LinkedIn • 1y

There are lots of good guides available that explain the OKR process and how to set them. I think your preferred ChatGPT/Claude/Gemini/Perplexity answer to this question ...

553 Views

What are good OKRs for revenue operations?

Ken Liu

Redis Director - Global Sales Strategy & Operations | Formerly Databricks, Google • 2y

Since what constitutes a good OKR is contextual by org, I'll share guiding principles I use to develop strong rev ops OKRs:Align OKRS directly/indirectly to the company's...

1,390 Views

What advice would you give to someone tasked with establishing revenue operations function in an existing business structure?

I’m the first revenue operations hire in my company.

Michael Hargis

Ontra AI SVP, Revenue Operations • 3y

My first piece of advice would be to learn. Learn as much as you can about the total addressable market, the product market fit and the buyer's journey for the product o...

4,994 Views

What are the must have KPIs and what are some useful KPIs teams may not think of?

Michael Hargis

Ontra AI SVP, Revenue Operations • 3y

I like to think about KPIs for any revenue organization in a 3 P's framework : 1. Performance 2. Predictability 3. Productivity Performance: It's important to under...

4,412 Views

What other metrics can we consider when it's hard to tie certain campaigns or assets to the pipeline generation?

Kenny Hsu

AuditBoard SVP, Growth and Revenue Operations • 1y

Perhaps this will not be a helpful comment based on the way the question is posed, but my opinion is that you still try to tie it to pipeline generation AND pipeline prog...

1,479 Views

How do you recommend socializing KPIs (before the work starts and when it's done)?

Katie Cook

Salesforce Senior Director, Sales Strategy & Operations • 2y

I love this question because it gets beyond the nerdy numbers part of our job and gets to arguably the more difficult part--LEADERSHIP! Sales Strategist are trusted busin...

1,689 Views

What are some KPIs that you find over-hyped and/or unimportant?

Dhwani Dalal

DocuSign Director, Sales Strategy & Operations • 1y

● Over-hyped: Vanity metrics like social media impressions or raw lead counts without qualification.

741 Views

What's your best revenue operations 30-60-90 day plan to make a big impact at a new company?

James Darragh

dbt Labs Head of Revenue Operations • 3y

I hit on this somewhat above but generally it should be 30 Days: Learning and Discovery Meet with key stakeholders (Managers and ICs) to learn current processes, bottle...

6,188 Views

What skills and characteristics are most important for a Revenue Operations role?

Eduardo Moreira

LinkedIn Director of Sales Strategy and Operations (EMEA & LATAM) • 2y

In my opinion, the best RevOps professionals have in common 3 skill peaks (communication, data-fluent problem-solving and system thinking) and one personal trait: curiosi...

1,583 Views

What is your 30-60-90 day plan when you go into an org with the intention of setting up a revenue operations function for the first time?

Melissa Sinclair

Shopify Senior Revenue Operations Lead • 2y

Check out some thoughts here :)

1,328 Views

How do you coordinate and work cross functionally with the demand generation team to create commonly shared KPIs?

Eduardo Moreira

LinkedIn Director of Sales Strategy and Operations (EMEA & LATAM) • 2y

In my view, this involves orchestrating a process of 4 steps: (1) understanding the purchase funnel, (2) align on a common taxonomy, (3) define key metrics and CRM activi...

694 Views

What's the earliest stage a startup should consider hiring a revenue operations manager?

Ana Rottaro

Clockwise Head of Revenue Operations • 3y

RevOps has a place early on because it can measure whether your attempts are working and save you resources spent going in the wrong direction. However, sometimes it’s g...

2,484 Views

What attracted you to work at the Adobe Strategy and Ops Team? Additionally, what is Adobe's vision in setting up the Revenue Ops team?

Jacky Ye

Adobe ex-Global StratOps Lead @ Adobe | Formerly Charles River Associates, Busara • 2y

Prior to joining Adobe, I worked as an economic consultant specializing in antitrust and competition. Like most consultants joining fresh out of undergrad, I saw consulti...

3,247 Views

What are the biggest surprises when going from a company where revenue operations was established to one where you have to establish revenue operations?

Melissa Sinclair

Shopify Senior Revenue Operations Lead • 2y

A few things come to mind for me when reading this, I've worked both at small and large companies. This is what I've noticed:1. Scope: The scope of responsibilities is of...

1,132 Views

How do you think about your first 30/60/90 day goals when coming in as the Head of revenue operations in a startup that didn't have revenue operations before?

Lindsay Rothlisberger

Zapier Director, Revenue Operations • 3y

Here are some goals I’d consider for a new RevOps function: First 30 days: Meet with key stakeholders in sales, marketing, customer success, and finance to understand t...

1,829 Views

When developing your org - how do you delineate between marketing ops talent and rev ops? Do they belong in one team or separately? If separate, how do they best work together?

Lindsay Rothlisberger

Zapier Director, Revenue Operations • 3y

Marketing Ops teams are typically focused on executing and optimizing marketing campaigns. This includes marketing technology system management, data analysis, and campai...

1,636 Views

What are the main responsibilities of Marketing Operations?

Different from Sales and Customer, it carries out different matters, from branding, positioning, demand generation and events. There is also a threshold between marketing analysts (Email, Performance, etc.) and Marketing Ops analysts.

Courtney McAra

Marketing Operations Consultant | Formerly Marketo, Egencia, SurveyMonkey • 2y

Marketing Operations is often responsible for:Campaign Operations - Execution of building and deploying digital assets such as emails and webinars, in order to support bo...

1,937 Views

How do you coordinate and work cross functionally with the demand generation/sales team to create commonly shared KPIs?

Ana Rottaro

Clockwise Head of Revenue Operations • 3y

Aligning on the definitions in the awareness to revenue funnel and transparency are the most important factors in making sure shared KPIs are successful. If teams underst...

2,210 Views

How would you recommend dividing workload in the short-term if your revenue operations team has only one or two people responsible for covering multiple products with complex features, so as best to support long-term growth and expansion of the team?

Won Choi

Klaviyo Senior Director Sales Operations • 3y

When there are only one or two team members, I would have the team focus on mission-critical projects only. The three main areas would be 1: Sales process & forecasti...

6,134 Views

How do you maintain alignment on your own revops team as you scale?

Saad Farooq

DigitalOcean Director of Revenue Operations / Customer Care • 3y

For me, at any organization and in any role, the most important alignment is the one with the overall Organization's goals. The strategy should be dynamic and it should...

1,779 Views

When do you start to go from generalists to specialists on a revenue operations team to support stakeholders in marketing, sales and customer success?

Saad Farooq

DigitalOcean Director of Revenue Operations / Customer Care • 3y

I have seen it done the other way around even in my own case. I started with Content & marketing before I went to Business Development and eventually landed in Suppor...

1,574 Views

How do you think about the right amount of ramp time for new hires on your revenue operations team when trying to balance urgent needs?

Saad Farooq

DigitalOcean Director of Revenue Operations / Customer Care • 3y

My preference is to hire internally from Support roles. It can be Customer Service, Analysts in Operations, Data teams or coordinators, and ICs and Proj / Program office....

1,670 Views

What skills do you look for as you scale the team, that might complement or differ from the skills required for your first hire?

Saad Farooq

DigitalOcean Director of Revenue Operations / Customer Care • 3y

As a company scales and grows, the skills and expertise needed in the team may evolve and change. When looking to hire additional team members, it can be helpful to consi...

2,289 Views