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Melissa Sinclair

Leader of Post-Sale Revenue Operations, Shopify

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

Melissa Sinclair

Shopify Leader of Post-Sale Revenue Operations • November 3

Check out some of my thoughts on a related question here :)

522 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 Leader of Post-Sale Revenue Operations • November 3

Check out some thoughts here :)

465 Views

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

Melissa Sinclair

Shopify Leader of Post-Sale Revenue Operations • November 3

First and foremost, you need to understand what is important to your team(s) and the individuals within it. At the end of the day, not everyone is motivated by the same thing(s). However, I have found usually someone's motivation will fall into one or combination of the following buckets: * Com......Read More

427 Views

What does your revenue operations team org structure look like?

Melissa Sinclair

Shopify Leader of Post-Sale Revenue Operations • November 3

My specific team is focussed on post-sales revenue operations. We are structured around a few aspects: 1. The Craft: Meaning merchant facing roles (ex. Customer Success, Sales, etc). My team is first split by that grain so they can really get to know the roles of those areas and develop strong s......Read More

412 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?

Melissa Sinclair

Shopify Leader of Post-Sale Revenue Operations • November 3

I suggest you follow something like below. You will have to adapt this accordingly to size of the company and where it is at in operational maturity. But the following themes should be able to apply to different degrees when coming into a Startup that doesn’t already have an operations team estab......Read More

412 Views

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

Melissa Sinclair

Shopify Leader of Post-Sale Revenue Operations • November 3

I usually go through the following flow... 1. Current State: Know the current state. Identify the gaps, pain points, and areas for improvement. Use the data where you can here. You need to gain both qualitative and quantitative feedback on the current systems/processes/tools/etc for a holistic p......Read More

407 Views

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

Melissa Sinclair

Shopify Leader of Post-Sale Revenue Operations • November 3

Check out some thoughts here :)

394 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 Leader of Post-Sale Revenue Operations • November 3

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 often narrower due to limited resources in a small company. Ex. could be you have enablement individual/team, process optimizat......Read More

390 Views

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

Melissa Sinclair

Shopify Leader of Post-Sale Revenue Operations • November 3

I think there are a few critical aspects to look at (and I would echo this even if it wasn't a small but growing team ;) ): * Understand the Current State: Begin by thoroughly understanding the existing revenue operations process. Identify pain points, bottlenecks, and areas for improveme......Read More