Revenue Operations (RevOps)

Revenue operations roles are designed to enable collaboration between sales, marketing and customer success teams, giving organisations a more coherent view of the commercial funnel. It’s a relatively new discipline, which means that the scope and definitions of different positions isn’t set in stone, varying greatly between organisations. These roles can be very rewarding for those who combine analytical rigour with strong stakeholder management and a good understanding of how commercial teams work in practice.

RevOps roles typically take responsibility for the technology underpinning commercial operations, which could mean CRM platforms like Salesforce or HubSpot, marketing automation tools, customer success platforms and the data infrastructure behind them. Strong candidates have a track record of building and maintaining clean and reliable data across the funnel, can design processes that reduce friction between teams and produce the reporting that gives leadership a clear view of the pipeline and revenue performance.

At a more senior level, these roles take a strategic view, defining the operating model for the way that sales, marketing and customer success work together, leading systems consolidation or migration projects, and using data to find places revenue is being lost or under-exploited. The experience of working closely with chief financial officers and being able to translate operational complexity into financial impact is valuable at this strategic level.