RevOps Lab

Shantanu Shekhar, Director of Revenue Operations at Personio and former RevOps leader at LinkedIn and Gong, shares insights into how RevOps and finance teams can partner effectively to drive strategic decision-making. From designing KPI trees to fostering alignment across teams, Shantanu dives into the methodologies and frameworks that help RevOps professionals take a seat at the leadership table. We cover: - The importance of the partnership between RevOps and finance - Using KPI trees to align teams and set clear goals - How to integrate financial metrics with operational realities - Effective planning strategies to break silos between revenue, finance, and product teams - Lessons from Shantanu’s experience at LinkedIn, Gong, and Personio Shantanu Shekhar on LinkedIn: https://www.linkedin.com/in/shantanushghar/ RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer Philipp on LinkedIn: https://www.linkedin.com/in/janiszech Weflow: https://www.getweflow.com Chapters: (00:00:00) Introduction (00:01:08) Shantanu’s Journey in RevOps (00:04:22) Building Effective Partnerships Between RevOps and Finance (00:07:31) The Power of KPI Trees for Strategic Alignment (00:14:39) Navigating Annual Planning Week (00:19:06) Aligning Cross-Functional Teams with Data-Driven Insights (00:24:00) Balancing Top-Down Goals with Ground-Level Realities (00:28:56) Lessons Learned From Scaling RevOps in SaaS (00:35:30) Final Thoughts and Book Recommendations

Toni Holbein, founder of Growblocks, joins the podcast to discuss the critical role of revenue operations in modern go-to-market strategies. With years of experience as a CRO and RevOps leader, Toni shares his insights on how RevOps professionals can position themselves as strategic partners in their organizations. From leveraging AI-driven solutions to creating high-impact QBRs, Toni dives deep into actionable strategies that help RevOps teams drive meaningful impact. We cover: Why RevOps needs a strategic seat at the table Leveraging AI to reduce go-to-market costs and boost efficiency Creating QBRs to gain visibility and recognition from leadership The importance of analytical skills and data storytelling Understanding business acumen and aligning with company goals How RevOps can support planning processes and navigate organizational challenges Toni Holbein on LinkedIn: https://www.linkedin.com/in/tonihohlbein/ RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer Philipp on LinkedIn: https://www.linkedin.com/in/janiszech Weflow: https://www.getweflow.com Chapters: (00:00:00) Introduction (00:01:08) Toni’s Background and the Founding of Growblocks (00:02:10) The Case for RevOps as a Strategic Partner (00:05:10) Using AI to Drive Go-to-Market Efficiency (00:08:44) Building High-Impact QBRs (00:13:18) Analytical Skills and Data Storytelling (00:20:33) Understanding Business Acumen (00:24:52) RevOps’ Role in Organizational Planning (00:28:10) Final Advice and Book Recommendations

Gabe Rothman, Vice President of Operations at Rescale, returns to the podcast to share his approach to building a scalable tool stack for enterprise-level organizations. From foundational CRM systems to advanced business intelligence tools, Gabe discusses the importance of aligning tools with business needs, the trade-offs between building and buying, and strategies to avoid common pitfalls like tool sprawl. We cover: The essential components of a scalable tool stack Prioritizing tools based on company maturity and goals Navigating the build vs. buy decision-making process Managing tool sprawl and optimizing integrations Lessons learned from implementing CPQ and forecasting solutions Gabe Rothman on LinkedIn: https://www.linkedin.com/in/gprothman/  RevOps Letter: https://www.getweflow.com/revopsletterJanis on LinkedIn: https://www.linkedin.com/in/philippstelzerPhilipp on LinkedIn: https://www.linkedin.com/in/janiszechWeflow: https://www.getweflow.com Chapters: 00:00:00 Introduction 00:01:17 Gabe’s Background and Experience at Rescale 00:03:59 Starting with Foundational Tools: CRM and Prospecting 00:07:31 Expanding the Stack: Marketing Automation and CI 00:14:39 Build vs. Buy: Making the Right Choice 00:19:06 Avoiding Tool Sprawl and Ensuring Scalability 00:24:00 Forecasting and Business Intelligence Tools 00:35:30 Final Thoughts and Book Recommendations

Robert scaled Camunda’s GTM motion for over a decade. In this episode of The RevOps Lab, he’ll share his learnings and best practices with you: Camunda’s sales process Pipeline generation at Camunda Running a highly accurate forecast process Robert’s key sales metrics  You can find more information about Robert here: ⁠⁠https://www.linkedin.com/in/robert-gimbel-gtm/⁠ RevOps Letter: ⁠⁠https://www.getweflow.com/revopsletter⁠⁠  Janis on LinkedIn: ⁠⁠https://www.linkedin.com/in/philippstelzer/⁠  ⁠ Philipp on LinkedIn: ⁠⁠https://www.linkedin.com/in/janiszech/⁠  ⁠ Weflow: ⁠⁠https://www.getweflow.com/⁠⁠  Markers: (00:00:00) Camunda’s GTM motion (00:06:28) Opportunity criteria (00:13:50) The most important part in the sales cycle (00:18:17) Forecasting setup (00:24:05) Increasing predictability (00:25:37) Key sales metrics (00:31:07) Most important learnings

Eric Portugal-Welsh, Director of Revenue Operations at Deputy, shares his insights on growing a successful RevOps team. Having scaled his team from 3 to 7 people over the last 14 months, Eric dives into the nuances of organizational design, the importance of hiring the right talent, and the key elements of leading a high-performing team. He also offers practical advice on how to effectively onboard new team members and foster a collaborative culture. We cover: Scaling a RevOps team from 3 to 7 members Organizational design and the importance of customer, marketing, and sales ops alignment Best practices for hiring and onboarding in RevOps Building cross-functional collaboration across go-to-market functions Leadership principles for empowering RevOps teams Eric Portugal-Welsh on LinkedIn: https://www.linkedin.com/in/ericwelsh1/  RevOps Letter: https://www.getweflow.com/revopsletter  Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer  Philipp on LinkedIn: https://www.linkedin.com/in/janiszech  Weflow: https://www.getweflow.com  Chapters: (00:00:00) Introduction (00:01:23) Eric’s Background and Role at Deputy (00:03:29) Designing and Growing the RevOps Team (00:07:31) Hiring and Organizational Design Strategy (00:14:39) Onboarding and Leadership in RevOps (00:19:06) Building Cross-Functional Collaboration (00:24:00) Lessons on Team Scaling and Organizational Structure (00:35:30) Final Thoughts and Leadership Advice

Justin Norris, Senior Director of Marketing Ops at 360 Learning and host of the RevOps FM podcast, joins us to dive into outbound strategies and the evolving role of AI in sales. Justin shares his approach to outbound, focusing on experimentation, signals, and leveraging technology to make outbound motions more effective. He also discusses the importance of flexibility in trying new outbound approaches and creating a system where teams can experiment and learn what works best. We cover: The shift from traditional outbound methods to AI-driven strategies How signals play a critical role in outbound success The importance of flexibility and experimentation in outbound Using tools like MadKudu to streamline outbound workflows AI’s role in the future of outbound and sales engagement Justin Norris on LinkedIn: https://www.linkedin.com/in/justinnorris/ RevOps FM Podcast: https://revops.fm/ RevOps Letter: https://www.getweflow.com/revopsletter  Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer  Philipp on LinkedIn: https://www.linkedin.com/in/janiszech  Weflow: https://www.getweflow.com  Chapters: (00:00:00) Introduction (00:01:17) Justin’s Background and Journey in RevOps (00:03:59) Outbound in the Modern Sales Environment (00:07:31) Signals and AI in Outbound Strategy (00:14:39) Building Flexibility into Outbound Motions (00:19:06) The Future of AI and Sales Engagement (00:24:00) Experimentation and Learning in Outbound (00:35:30) Final Thoughts and Advice

Alex Freeman, Head of Sales Operations and Enablement at YouGov, discusses his approach to making sales teams more effective by removing unnecessary admin tasks and focusing on what really matters, helping sellers close more deals. Alex shares insights from his experience managing RevOps in a fast-growing, publicly listed company, highlighting the importance of aligning internal processes with seller needs and creating a more collaborative environment between sales and operations. We cover: Redefining RevOps to prioritize seller success Strategies for reducing admin tasks and streamlining CRM workflows The role of data and automation in enhancing sales productivity Aligning internal processes to create a seamless customer journey Building trust and buy-in from sellers by showing how RevOps efforts help them learn more Alex Freeman on LinkedIn: https://www.linkedin.com/in/alex-david-freeman/ RevOps Letter: https://www.getweflow.com/revopsletter  Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer  Philipp on LinkedIn: https://www.linkedin.com/in/janiszech  Weflow: https://www.getweflow.com  Chapters: (00:00:00) Introduction (00:01:17) Alex’s Background and Career Journey (00:04:22) Prioritizing Seller Success in RevOps (00:09:42) Reducing Admin and Streamlining CRM Workflows (00:14:39) Using Data and Automation to Boost Productivity (00:19:06) Aligning Internal Processes for a Better Customer Experience (00:24:00) Building Trust with Sellers and Showing ROI (00:35:30) Final Thoughts and Advice

Ben Murray, widely known as The SaaS CFO, joins the RevOps Lab Podcast to share his expertise on SaaS finance metrics, forecasting, and how revenue operations and finance can collaborate effectively. Drawing from his extensive experience as a CFO in SaaS companies, Ben dives deep into the importance of understanding key SaaS metrics and the relationship between RevOps and financial planning. We cover: Understanding the key SaaS financial metrics: bookings, revenue, and MRR The role of RevOps in forecasting and planning The relationship between bookings and revenue recognition Best practices for revenue forecasting and pipeline management How to align RevOps with finance for better business outcomes Ben Murray on LinkedIn: https://www.linkedin.com/in/benrmurray/ RevOps Letter: https://www.getweflow.com/revopsletter  Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer  Philipp on LinkedIn: https://www.linkedin.com/in/janiszech  Weflow: https://www.getweflow.com  Chapters: (00:00:00) Introduction (00:01:17) Ben’s Background and the Start of The SaaS CFO (00:03:59) Key SaaS Metrics: Bookings, Revenue, and MRR (00:07:31) Revenue Recognition and SaaS Finance (00:14:39) Forecasting and the Role of RevOps (00:19:06) How Finance and RevOps Collaborate (00:24:00) SaaS P&L Structure and COGS (00:28:56) Best Practices for Sales and Marketing Expenses (00:35:30) Final Thoughts and Advice

Steve Silver, ex-Vice President and Research Director at Forrester, joins us to discuss the critical elements of creating a RevOps charter. With decades of experience in sales operations and RevOps research, Steve provides actionable insights into how to structure, design, and activate a RevOps charter that aligns with the broader business goals. He shares his approach to creating a unified revenue operations strategy that breaks down silos between marketing, sales, and customer success. We cover: - The importance of a RevOps charter and how to develop one - Structuring RevOps responsibilities across planning, process, technology, data, and measurement - How to align key stakeholders, including sales, marketing, finance, and customer success - The evolving role of technology in sales and RevOps, including the rise of AI and automation - Best practices for measuring success in RevOps beyond activity metrics Steve Silver on LinkedIn: https://www.linkedin.com/in/stevesilver/ RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer Philipp on LinkedIn: https://www.linkedin.com/in/janiszech Weflow: https://www.getweflow.com Chapters: (00:00:00) Introduction (00:01:18) Steve’s Background and Evolution of RevOps (00:03:59) Why Create a RevOps Charter? (00:06:24) Defining the Scope of RevOps Responsibilities (00:10:30) Structuring the RevOps Organization (00:15:40) The Role of Data and Metrics in RevOps (00:19:33) Aligning RevOps with the CFO and FP&A Teams (00:26:01) The Future of Sales Technology and AI in RevOps (00:34:08) Final Thoughts and Advice

Samarth Mital, Director of Global Sales Strategy, GTM, Planning, Analytics & Ops at Rubrik, shares his insights on the company's journey to IPO. From scaling revenue to $919 million in ARR to expanding the RevOps team from 5 to 40 people, Samarth discusses the strategic moves Rubrik made to secure its position as a leader in the cybersecurity space. He emphasizes the importance of building a strong team, maintaining operational rigor, and aligning cross-functional departments to achieve sustainable growth. We cover: • Scaling Rubrik from $70M to $919M ARR and achieving 120% NRR • The critical role of RevOps in IPO preparation • Building a high-performing RevOps team from 5 to 40 members • Managing pipeline, forecasting, and sales compensation effectively • The importance of cross-functional collaboration in driving revenue growth • Key takeaways for navigating a company’s IPO journey Samarth Mital on LinkedIn: https://www.linkedin.com/in/samarth-mital-33b1888/ RevOps Letter: https://www.getweflow.com/revopsletter Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer Philipp on LinkedIn: https://www.linkedin.com/in/janiszech Weflow: https://www.getweflow.com Chapters: (00:00:00) Introduction (00:01:17) Samarth’s Background and Role at Rubrik (00:03:53) Scaling Rubrik and the Role of RevOps (00:07:31) Hiring and Building a High-Performing Team (00:14:39) Key Metrics for Scaling and IPO Preparation (00:19:06) Aligning Cross-Functional Teams for Success (00:24:00) Strategic Forecasting and Pipeline Management (00:28:56) Lessons Learned on the Journey to IPO (00:35:30) Final Thoughts and Advice