Why building a high-performing RevOps team shouldn't be hard

This article comes from Tyler Hooper’s insightful talk at our San Francisco 2024 Revenue Operations Summit. Check out his full presentation and our wealth of OnDemand resources.

What separates a high-performing RevOps team from one that struggles to gain traction? Is it the tools, the processes, or the people? The truth is, it’s all of the above—but, more importantly, it’s how you bring them together.

Revenue operations is a function that’s gaining traction fast—and for good reason. Companies with a mature RevOps team are twice as likely to hit their revenue and profit goals. That’s not just a statistic; it’s a wake-up call.

I’ve spent over 18 years in operational roles across tech, fintech, and healthcare, leading teams of various sizes, from small, agile groups to 30-person RevOps organizations supporting large-scale acquisitions. Along the way, I’ve learned that building a high-performing RevOps team doesn’t have to be difficult—if you follow the right blueprint.

Today, I want to share that blueprint with you. We’ll walk through what I call the “RevOps Parthenon”, explore the balancing act of leadership, and look at the role of AI in shaping the future of RevOps. Let’s get started.

The “RevOps Parthenon”

I like to think of RevOps as a Parthenon—a strong, structured framework that supports the organization’s revenue goals. Let’s break it down:

The foundation: Organizational effectiveness

At the base of the Parthenon is organizational effectiveness—the core of a well-functioning RevOps team. Without it, nothing else stands. This includes:

Strategy and design – Clearly defined roles and responsibilities
Communication – Cross-functional transparency and alignment
Process documentation – Consistent, scalable workflows
KPIs and analytics – Measuring success with data
Tech and training – The right tools and onboarding processes

Without a solid foundation, your RevOps team will struggle to gain credibility and drive strategic impact.

The five pillars of RevOps excellence

Once the foundation is set, we build upon it with five key pillars:

Sales partnerships – Supporting sales leaders with insights and strategy
Data analysis & insights – Using data to inform business decisions
Forecasting & pipeline management – Identifying risks and opportunities
Sales strategy & rep productivity – Maximizing efficiency across the team
Operational excellence – Driving transformational initiatives

If you get these five pillars right, your RevOps team won’t just be an admin function—you’ll have a seat at the strategy table.

Building a high-performing RevOps team doesn’t need to be difficult