Communities

AMA's

Job Board

Establishing the Revenue Ops Function

What does your revenue operations team org structure look like?

5 Answers

Won Choi

Intercom Director Sales Operations • November 17

The sales ops team is organized by a "Global" team and a "Regional" team. We have three global teams: 1. sales strategy & planning, 2. sales analytics & insights, and 3. sales process & tools. There are two teams within the regional team covering EMEA, NAMER, and APAC. I'll go into more detail on......Read More

2176 Views

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

7 Answers

Won Choi

Intercom Director Sales Operations • November 17

I view projects and priorities as "Big Rocks" and "Small Projects." The big rocks are foundational work streams for the business and will help drive the business forward. The small projects are also important but will be more of a "one and done" type of work. Big rocks should have one driver, and......Read More

2707 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?

1 Answer

Lindsay Rothlisberger

Zapier Director, Revenue Operations • April 4

Marketing Ops teams are typically focused on executing and optimizing marketing campaigns. This includes marketing technology system management, data analysis, and campaign planning. Revenue Ops teams are focused on optimizing revenue generation and the customer experience across all go-to-market......Read More

636 Views

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

5 Answers

Brian Vass

Paycor Vice President Revenue Operations • November 17

* Ensure that associates are working on challenging projects * Recognize the positive impact they are having on the business * Provide meaningful feedback on a regular basis. We have quarterly "Connects" to share accomplishments, areas for improvement, goals for the next quarter, and dev......Read More

1025 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?

2 Answers

Ana Rottaro

Clockwise Head of Revenue Operations • January 10

Days 0-30: Discovery and Reporting 1. Go through the process of understanding necessary RevOps initiatives as noted in the question “What's your framework to prioritizing needs/deliverables when you're the first revenue operations manager at a company establishing the function?” 2.......Read More

730 Views

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

1 Answer

Ana Rottaro

Clockwise Head of Revenue Operations • January 10

Aligning on definitions in the awareness to revenue funnel and transparency are the most important factors in making sure shared KPIs are successful. If teams understand the definitions, they know what to expect from each other in terms of deliverables and they can share responsibility if changes......Read More

659 Views

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

2 Answers

James Darragh

dbt Labs Head of Revenue Operations • December 7

Rev ops should be a Day 2 hire - the systems and tools a company are implementing from very early days (e.g. SFDC) would benefit from a dedicated operations person to ensure that things are being built for scale. I may be biased as an ops person myself, but I think it’s extremely important to inv......Read More

774 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?

1 Answer

Mollie Bodensteiner

Deel Global Revenue Operations, Strategy and Planning Leader • December 20

When I go into an organization and establish a Revenue Operations practice for the first time, my typical 30, 60, 90 is as follows: * 30: Review Landscape, Define the Foundation * Define and align on what Revenue Operations means to the organization (ensure clear roles and responsibil......Read More

980 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?

1 Answer

James Darragh

dbt Labs Head of Revenue Operations • December 7

I think the biggest surprise is what you take for granted when rev ops is already an established function. The problems and decisions you make affect many more people at an established org - but they are very different in scope (instead of deciding accelerator percentage buckets on a comp plan, y......Read More

816 Views

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

1 Answer

James Darragh

dbt Labs Head of Revenue Operations • December 7

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, bottlenecks, and paint points. Since ops roles are very cross functional, make sure you are meeting with people n......Read More

1538 Views