RevOps Lab

Samarth Mittal, 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 Mittal on LinkedIn: https://www.linkedin.com/in/samarth-mittal/

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

Crissy Saunders, CEO and Co-Founder of CS2, shares insights from her decade of experience in go-to-market operations for fast-growing B2B tech companies. Crissy discusses the evolution of CS2’s service offerings, the importance of building scalable frameworks, and how to align marketing, sales, and operations to deliver impactful results.

We cover:

-The evolution from marketing operations to go-to-market operations

-Building scalable go-to-market frameworks

-Aligning marketing, sales, and operations teams

-The role of data in improving sales and marketing effectiveness

-How to create a reporting model that enhances business planning

Crissy Saunders on LinkedIn: https://www.linkedin.com/in/crveteresaunders/

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) Crissy’s Background and CS2’s Evolution

(00:07:31) From Marketing Ops to Go-to-Market Ops

(00:14:39) Building a Scalable Go-to-Market Framework

(00:19:06) Aligning Sales and Marketing Teams

(00:24:00) The Role of Data in Sales Effectiveness

(00:28:56) Creating a Reporting Model for Success

(00:35:30) Final Thoughts and Advice

Jordan Shaheen, Revenue Strategy Lead at Candid, shares his experiences on leading a significant shift from a B2C to a B2B go-to-market strategy. Jordan explains

We cover:

Jordan

RevOps

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) Jordan’s Background and Career Journey

(00:04:22) The Move from B2C to B2B

(00:09:42) Building a Generalist Team

(00:14:20) Sales and Marketing Alignment

(00:19:55) Managing the Transition

Matt Volm, CEO and Co-Founder of RevOps Co-op, joins the podcast to discuss the incredible growth of the global RevOps community. Matt shares insights into how the

We cover:

Matt Volm on LinkedIn: https://www.linkedin.com/in/matthewvolm

RevOps Letter: https://www.getweflow.com/revopsletter

Chapters:

(00:00:00) Introduction

(00:01:21) Matt’s Background and Career Journey

(00:07:31) The Vision for RevOps Co-op

(00:14:10) Key Trends and Challenges in RevOps

(00:19:06) Supporting RevOps Professionals

(00:24:00) Learning Opportunities and Programs at RevOps Co-op

(00:35:30) Final Thoughts and Advice

Laura Fu, Head of Revenue Operations at

We cover:

Laura Fu on LinkedIn: https://www.linkedin.com/in/laurafu/

RevOps Letter: https://www.getweflow.com/revopsletter

Chapters:

(00:00:00) Introduction

(00:01:17) Laura's Background and Career Journey

(00:07:31) Defining Sales Productivity

(00:14:39) Strategies for Enhancing Sales Performance

(00:19:06) The Role of Leadership in Sales

(00:24:00) Research and Preparation for Success

Laura Adint and Sean Lane, both seasoned RevOps leaders, discuss their experiences in revenue operations, the evolution of RevOps as a strategic function, and how their new book, The Revenue Operations Manual, captures the essence of operational excellence. They explore the importance of RevOps as a strategic partner within organizations and share insights on creating value through effective communication and alignment

We cover:

• The strategic role of RevOps beyond support functions

• The evolution of customer success metrics

• How to prepare and run effective board meetings

• Insights from their new book, The Revenue Operations Manual

Laura Adint on LinkedIn:

https://www.linkedin.com/in/lauraadint/

Sean Lane on LinkedIn:

https://www.linkedin.com/in/seanrlane/

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) Laura and Sean's Background

(00:07:31) The Strategic Role of RevOps

(00:14:39) Customer Success Metrics Evolution

(00:19:06) Effective Board Meeting Preparation

(00:24:00) Insights from The Revenue Operations Manual

(00:35:30) Final Thoughts and Advice

In this episode: Jeremy Donovan, Executive Vice President of Revenue Operations Strategy at Insight Partners, joins us to discuss the intricacies of territory planning. With a wealth of experience in revenue strategy and operations, Jeremy shares his analytical approach to creating effective territory plans that drive sales performance and efficiency.

We cover:

Jeremy Donovan on LinkedIn: https://www.linkedin.com/in/jeremydonovan/

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) Jeremy's Background and Career Journey

(00:04:22) The Importance of Territory Planning

(00:09:42) Frameworks for Territory Planning

(00:14:20) Balancing Account Assignments

(00:19:55) Utilizing Intent Data and Triggers

(00:25:18) Managing Sales Territories Effectively

(00:35:31) Final Thoughts and Advice

Alexandra Schimpf, Director of Sales and

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You can find more information about

https://www.linkedin.com/in/alexandra-schimpf-858452a0/

RevOps Letter: ⁠https://www.getweflow.com/revopsletter  ⁠

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

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

Weflow: ⁠https://www.getweflow.com/

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(00:00:00) Introduction

(00:01:17) Alexandra's Background &

(00:07:31) Differences Between WP Engine

(00:14:39) Building Effective Sales

(00:19:06) Importance of Cross-Functional

(00:24:00) Managing High-Value Deals

(00:28:56) Forecasting and Deal Indicators

Tom

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Tom

RevOps

Janis

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Weflow:

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Daphne Costa Lopez, Director of Customer Success at HubSpot, shares her extensive experience in customer success, discussing the evolution of customer success metrics, the importance of onboarding, and strategies for driving customer growth.

We cover:

You can find more information about Daphne here: https://www.linkedin.com/in/daphnecostalopes/ 

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

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