Lorena Morales, Global Director of Revenue Operations at JLL, joins the podcast to discuss what it takes to build and scale RevOps at one of the world’s largest real estate companies. With over 100,000 employees across 80+ markets, JLL operates at a scale that challenges traditional RevOps playbooks.

Lorena shares her experience structuring a RevOps team from scratch, tackling revenue leakage, and driving operational change in a complex, non-SaaS environment.

We cover:

• How RevOps operates in a 100,000-person company

• Why she started in marketing ops instead of sales ops

• The challenges of aligning revenue data across multiple business units

• How to identify and fix revenue leakage in a large organization

• The skills needed to thrive in RevOps at an enterprise company

• The role of technology in RevOps – and why the biggest challenge isn’t tools

  
  

Lorena Morales on LinkedIn: https://www.linkedin.com/in/moraleslorena/ 

Free RevOps resources: https://www.getweflow.com/revops  

Janis on LinkedIn: https://www.linkedin.com/in/janiszech   

Phillip on LinkedIn: https://www.linkedin.com/in/philippstelzer 

Chapters:

(00:00:00) Introduction

(00:02:06) How Lorena Ended Up in RevOps at JLL

(00:06:45) Structuring RevOps in a 100,000-Person Company

(00:12:10) Identifying and Fixing Revenue Leakage

(00:18:36) The Challenges of Aligning Data Across Multiple Business Units

(00:24:50) The Reality of Enterprise RevOps – Politics, Process, and Change

(00:30:15) The Role of Technology – and Why It’s Not the Biggest Challenge

(00:37:02) The Skills You Need to Succeed in Enterprise RevOps

(00:41:05) Final Thoughts and Book Recommendations