RevOps Lab #7 Why RevOps should report to the CEO, Haris Odobasic, Revenue Wizards
Dec 5, 2023
Haris Odobasic, a revenue operations expert with a background at Tesla and Oracle, shares valuable insights into reporting structures and compensation in RevOps. He argues that RevOps should ideally report to the CEO for greater autonomy, highlighting the risks of bias when reporting to a CRO or CMO. Haris emphasizes the challenges of structuring effective compensation schemes and addresses the lag of RevOps in Europe compared to the US. He also advises mastering communication skills for success in this evolving field.
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CEO Is The Ideal Home For RevOps
- RevOps should ideally report to the CEO to remain neutral and strategic across revenue teams.
- Reporting to the CRO can work if the CRO truly owns sales, marketing, and success without bias.
Treat RevOps Like An Independent Business Partner
- Position RevOps as an autonomous business partner like HR business partners to avoid bias.
- Ensure job definitions clearly separate CRO and RevOps responsibilities to prevent conflicts.
Only Put RevOps Under Finance/COO If They're Commercial
- Reporting to the CFO/COO can work if they have commercial experience and tolerate risk.
- Avoid rigid finance-led oversight that blocks necessary sales risk-taking.