This episode features an interview with Bobby Jaffari, Chief Revenue Officer at Iterable.  Iterable is a cross-channel marketing platform that powers unified customer experiences and empowers you to create, optimize and measure every interaction across the customer journey.

Bobby is a highly accomplished revenue leader with more than 20 years experience in sales and business development for SaaS and cloud software companies. He joined Iterable from Freshworks, where he helped the company transform from a startup to a publicly traded organization. As CRO, Bobby leads Iterable’s Sales, Customer Success, and Revenue Operations functions. He also works to refine and grow the customer-focused sales structure across the organization.

In this episode, we talk to Bobby about aligning executive leadership around revops, the importance of understanding the company and customer journey as a whole, and why revenue operations is the glue within an organization. 

Guest Bio:

• 20 Year history of accomplishment in Sales, Business Development and executive leadership
• Led teams selling complex enterprise deals to CIO, CISOs and LOB sales and marketing
• Go-To-Market focused on IT with emphasis on Productivity, Mobility, security, visibility and compliance
• Experienced in early growth stage as well as large organization developing scalable processes and repeatable sales model
• SaaS, Cloud computing and Enterprise leader
• Cross functional partnership with product and marketing to bring enterprise products to market
• Worldwide revenue responsibilities with direct and indirect channels
• Field Sales, Inside Sales and Channel Sales Management experience with F500, Mid-Market and SMB tiers
• Recruit, train and motivate high impact leadership and sales teams that surpass sales objectives
• Comprehensive experience designing and implementing management and sales processes that generate consistent results.
• Specialties: Vision, Strategy & Execution
• Effective leader, team builder, communicator and planner.
• Leadership and Strategy, Strategic CIO relationships at F500, Cloud Computing, Collaboration and Unified Communications

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Guest Quote

“My personal belief is, revenue under one leader does make a significant difference. And so I think that's the starting point of getting the executive leadership team aligned around why that's important. And then obviously the revenue operations is the glue that brings it all together.” - Bobby Jaffari

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Time Stamps:

**(04:06) - How Bobby builds a revops team 

**(08:08) - Aligning around revops 

**(13:58) - RevObstacles 

**(27:50) - The Tool Shed

**(37:48) - 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 Bobby Jaffari on LinkedIn
• Connect with Ian Faison on Linkedin
• Check out the Iterable Website