Imani Chopin

Sr. Director of Revenue Operations and Enablement

Q: How do you define revenue operations?
A: The orchestration of efficiency and cohesiveness for revenue generation teams in regard to core operations (analytics, processes, systems), strategy, program management, and enablement.

Q: What is the one thing RevOps pros should be focusing on in 2024?
A: AI, furthering in simplification of processes, and change management tactics.

Q: What career advice would you give to an aspiring RevOps pro?
A: Learn as much as you can about everything. Get outside experience to have better insight on problem-solving. Network and gain mentors!

Tana Jackson

Global Director of Revenue Operations

Q: How do you define revenue operations?
A: The synergy in the middle of a company that drives the revenue engine holistically. There are many ways to organize it but this is the heart of the GTM team's motion; keeping the wheels moving forward.

Q: What is the one thing RevOps pros should be focusing on in 2024?
A: RevOps has to focus on helping the GTM teams identify where they are the most successful and give them the tools, data and instructions on how to get there. When RevOps has a seat at the strategy table; we find ways to stop revenue leakage, fill in the gaps with processes, and monitor for success.

Being proactive, supporting a positive customer experience, and pulling in all stakeholders that touch your GTM teams - need to be aligned in 2024 to stay successful.

Q: What career advice would you give to an aspiring RevOps pro?
A: Be a learn-it-all and don't be afraid to step out of your comfort zone. Always ask questions to understand the 'Why?' If you are constantly learning and seeking knowledge within others and your surroundings as a RevOps professional, you will be more holistic and well-rounded in identifying issues across an organization. Being multi-dimensional is where the magic is in RevOps.

Greg Larsen

VP of Revenue Operations

Q: How do you define revenue operations?
A: Many will define revenue operations as the alignment of sales, marketing, and customer success to drive revenue, but I think there is more to a successful revenue operations function than that.
When fully optimized revenue operations becomes the central nervous system of the the GTM team. Successful RevOps is the efficiency, coordination, automation, and execution of all things GTM.

Q: What is the one thing RevOps pros should be focusing on in 2024?
A: People! It's easy to focus on AI, automation, data analytics, etc. In my opinion, those are a means to an end and we often build for building's sake. If you can maintain your focus on the people you are serving, then you’ll understand the strategic initiatives that actually improve their quality of work and in turn, increase the success of the business.

Q: What career advice would you give to an aspiring RevOps pro?
A: Always be learning!

Jeremy Steinbring

Founder

Q: How do you define revenue operations?
A: RevOps is a mindset and philosophy; the idea that marketing, sales, customer success, and product should work together to improve the customer experience and drive more revenue using process & technology.

Q: What is the one thing RevOps pros should be focusing on in 2024?
A: RevOps pros should focus on simplification in 2024. Make your strategies less complicated and more adaptable, make your RevOps systems easier to adopt, and remove the excess tech stack bloat that costs time & $1000s each month. We have a tendency to overcomplicate our requirements, let's get back to simple.

Q: What career advice would you give to an aspiring RevOps pro?
A: RevOps is a difficult and thankless job, so grab a helmet. You'll be consistently challenged with complicated problems where the solution is a combination of communication, analysis, & technical execution. You'll be asked to do more with less.

There will always be a mountain of work to do, and you'll seemingly never catch up. Everyone around you will get credit first when that big opportunity moves to "Closed/Won" or a new product is released.

... and it's totally worth it. You'll be the glue that holds the team together. The ones that are asked for help when no one else knows what to do. The reason your company succeeds and grows.

Laura Wheeler

Founder

Q: How do you define revenue operations?
A: Revenue operations is a philosophy and team design and deliver operational excellence for capturing, accelerating, and protecting revenue within a company.

Q: What is the one thing RevOps pros should be focusing on in 2024?
A: The interconnectivity of the revenue funnel is getting more integrated as buying signals and health spread across the entire company (even outside of GTM).

Cross-team education and visibility into the health of revenue to the whole company, can often accelerate getting to the root of an issue and enable teams to problem-solve at a faster rate.

Q: What career advice would you give to an aspiring RevOps pro?
A: If you are unfamiliar with how your buyers buy, start there. Anchoring processes, people, and tools to support your buyers is the shortcut to reducing revenue friction.