Chief Revenue Officer Job Description

What is RevOps

If you enjoy data and data analysis as well as problem solving and critical thinking, revenue operations could be a really good fit for you. Marketing operations, also called RevOps, is essentially a centralized team that does sales operations, marketing operations, and customer success operations so that all of the processes across the go-to-market teams can work together efficiently. We build the workflows and the processes and the automations to ensure that we can actually track that data and ultimately use all of that data to make smarter, more informed business decisions. We do a lot of data analysis. Once we have all the data in front of us, we have to be able to pull out the pieces that are important and then make suggestions to the various teams on those things.

My Career Path to RevOps

I started my career in marketing after getting a four-year college degree in business and math. A few years in, I went back to school to get my MBA in marketing and around that same time I made the transition to marketing operations. Marketing operations felt like a good way to utilize all of my marketing experience and my advanced degree while moving more into the realm of numbers and data and processes. Not long after moving into marketing operations, I expanded into sales operations. Essentially, this meant that I was doing very similar things, but not only for the marketing team, I was also doing it for the sales team. Ultimately, I moved into revenue operations. 

RevOps Job Requirements

The job requirements for revenue operations are proficiency in lots of the different platforms and data management systems that your go-to-market teams use. Some examples of these would be Salesforce, Gong, Marketo, HubSpot, Zoom Info, Outreach, Sales Navigator, Plan Hat. You're going to be building in those and providing metrics from those platforms. You also need to be good at data management, data analysis, data visualization, as well as have really good data hygiene skills. It's also super important to have good Excel knowledge, being able to do a data analysis and have complex formulas. Strong problem-solving abilities, and critical thinking. Frequently, you'll be talking to a key stakeholder who will present you a problem or an opportunity or a like or a want to have within the systems and abilities. Then you gather that information and go figure out a solution for their problem. The number one skill required to be in revenue operations is just a natural desire to learn. With revenue operations being fairly new to a lot of companies and just in the realm in general, every company is going to be doing things slightly different. 

Tips for Getting Into RevOps

Having experience at multiple different companies is super important. Everyone does things slightly differently, if not dramatically differently, and having that knowledge of how things were set up and how they were built and how they're viewed and measured across different teams in different companies can help you see more variety and more options when building those at a new company.