Dana Therrien, VP of Sales Performance Management and Revenue Operations Advisory at Anaplan, joins Janis and Philipp to unpack what it really takes to build a RevOps team that drives measurable impact. With deep expertise in GTM strategy, comp design, and performance management, Dana shares how to align revenue teams, structure for scale, and turn RevOps into a strategic growth driver—not just an operational support function.

We cover:

• How to design a RevOps org that accelerates GTM execution

• The link between sales performance management and RevOps success

• Common comp plan pitfalls and how to avoid them

• Partnering effectively with CROs, CFOs, and sales leadership

• Which skills turn good operators into strategic leaders

• Why RevOps needs a seat at the executive table

Dana Therrien on LinkedIn:https://www.linkedin.com/in/danatherrien/

Pipeline Visibility Cheat Sheet: ⁠https://www.getweflow.com/content/pipeline-visibility-cheat-sheet⁠⁠

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

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

Chapters:

(00:00:00) Intro & Meet Dana

(00:02:20) From Sales Performance to RevOps Leadership

(00:06:05) What Great RevOps Teams Do Differently

(00:10:45) Comp Plan Design – Common Pitfalls & Fixes

(00:15:30) Partnering with CROs and CFOs

(00:20:40) Leadership Skills That Scale

(00:26:10) Structuring RevOps for Speed & Alignment

(00:31:25) Final Takeaways & Book Recommendation