This episode features an interview with Sid Kumar, SVP of RevOps at HubSpot. HubSpot is a leading CRM platform that provides software and support to help businesses grow better.

Over the past 20 years, Sid has been at the forefront of the technology industry and has held senior leadership roles with responsibility for driving revenue growth, increased profitability, and new customer acquisition. At HubSpot, Sid is responsible for developing the go-to-market strategy and driving operational excellence to enable millions of customers to succeed.

In this episode, we talk to Sid about aligning your organization around the customer journey, using data to drive efficiency, and keeping a focused eye on the ripple effects of RevOps. 

Guest Bio:

Over the past 20+ years, Sid has been at the forefront of the technology industry and have held senior leadership roles with responsibility for driving revenue growth, increased profitability and new customer acquisition. I have a passion for building, scaling and leading high velocity go-to-market organizations to accelerate revenue growth and customer acquisition. Currently, I lead GTM Strategy & Operations for HubSpot where I'm responsible for developing the go-to-market strategy and driving operational excellence to enable millions of customers to grow better. Previously, I was the COO of Sales for Cloud Sales Centers and Greenfield at Amazon Web Services (AWS), where I led the design and launch of the worldwide high velocity go-to-market model to accelerate revenue growth and new customer acquisition at scale. Prior to AWS, I led the digital go-to-market transformation at CA Technologies and built an inside sales, demand generation, partner sales and presales organization with over 300 people. I have been featured as a guest speaker and cited across numerous publications as a subject matter expert in high velocity go-to-market models. I thrive on solving complex problems which can deliver real business impact, underpinned with a relentless focus on hiring and developing the best team on the planet. It all starts with the data and analytics to formulate my initial points of view but ultimately harness the collective knowledge and wisdom of my team and my colleagues to arrive at the best decisions.

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Guest Quote

“So I do think there's always gonna be some element of how do you look out in the horizon and see what's the opportunity, how do you go get it, and then an element of how do you plan to capitalize on that opportunity and what is the execution that's underneath it? So that's the way we've organized it here.” - Sid Kumar 

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Time Stamps:

**(02:09) - Sid’s definition of RevOps 

**(06:39) - Evolving with your data 

**(06:13) - RevObstacles 

**(12:49) - The Toolshed 

**(25:04) - Quick Hits 

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Sponsor:

Rise of RevOps is brought to you by Qualified. Qualified’s Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. 

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Links 

• Connect with Sid Kumar on LinkedIn
• Connect with Ian Faison on Linkedin
• Check out the HubSpot Website