Scaling Sales Operations with Meghan Gill

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Aug 28, 2025

Meghan Gill, former Senior VP of Sales Operations at MongoDB, offers a wealth of experience guiding sales teams through rapid growth. She delves into transforming sales operations, emphasizing the role of detailed planning and effective communication. Key discussions include the importance of AI in streamlining sales tools, aligning sales with client success, and the complexities of compensation planning. Meghan provides invaluable strategies for balancing company protection and satisfying the sales organization while navigating the shift to consumption-based models.

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INSIGHT

Sales Ops Evolves With Scale

Sales operations must evolve from tool-building to long-term planning as a company scales.
Specialize functions (field ops, comp/planning, systems) to serve leaders and maintain alignment.

ADVICE

Decentralize Execution, Centralize Reporting

Push operational ownership to field ops to leverage local knowledge and run on-the-ground cadence.
Keep centralized dashboards so everyone uses consistent reporting and data.

ADVICE

Run Planning As A Continuous Cycle

Treat planning as a year-long cycle spanning Q1 enablement to Q4 implementation.
Start early and model downstream impacts on systems, enablement, and comp.

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In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Meghan Gill to discuss the pivotal role of sales operations in scaling a company from $100 million to a multi-billion-dollar enterprise. Drawing on her 15 years at MongoDB, Megan shares valuable insights on evolving RevOps functions, the complexities of comp planning, the integration of AI in sales, and the importance of maintaining a robust management operating rhythm. The conversation covers a breadth of topics, including the transition to a consumption-based model, the challenges and strategies in aligning sales and client success teams, and best practices for selecting and consolidating sales tools. Megan emphasizes the necessity of detailed planning and communication, as well as the need to balance protecting the company with serving the sales organization effectively.

ADDITIONAL RESOURCES

Connect with Meghan Gill:
https://www.linkedin.com/in/meghanpgill/

Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0

Watch Force Management’s Panel Discussion on AI in Sales Leadership: https://hubs.ly/Q03rlW4Z0

Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:02:41] Evolution of Sales Operations
[00:03:58] Field Operations and Territory Planning
[00:06:45] Rev Ops vs. Sales Ops
[00:08:20] Effective Territory Management
[00:18:08] Metrics and KPIs in Sales Ops
[00:22:55] Building a Successful Sales Ops Team
[00:33:54] Deep Dive into Sales Ops Challenges
[00:34:22] Diagnosing Sales Problems
[00:35:05] Trust but Verify: Ensuring Data Integrity\
[00:37:36] Balancing Protection and Service in Leadership
[00:39:51] Choosing the Right Sales Tools
[00:43:50] The Role of AI in Sales
[00:51:21] Compensation Plans and Their Complexities
[01:01:25] Lessons from Scaling MongoDB

HIGHLIGHT QUOTES

[00:26:06] "The hardest part, to be honest, is getting the data right, because nobody has a perfect CRM with perfectly scrubbed data."
[00:35:37] "Every analysis that I've done throughout my years running sales ops is very counterintuitive. It's like the fewer accounts you have, the more productive you are because you can really focus and narrow in."
[01:32:06] "People with AI experience and leverage on how to do these roles are going to replace people that don't do that. And I see that happening really, really fast."
[01:41:50] "Keep it simple. You want to have one, maybe two elements in the comp plan... Any more than that, they're not gonna know where to focus."