Operations with Sean Lane
137 episodes - English - Latest episode: 15 days ago - ★★★★★ - 42 ratingsThe world of operations isn’t always glamorous, but it’s the work that can make or break a company. Join Sean Lane every other Friday as he goes under the hood of how hypergrowth companies operate. Leave each episode with the operational tactics you need to scale growth and drive results at your company.
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Episodes
The Secret to Snowflake's Attribution and Finally Aligning Sales and Marketing with Hillary Carpio and Travis Henry
April 19, 2024 16:55 - 38 minutes - 52.6 MBIt’s not often someone builds something so high-functioning that it’s worthy of an entire book, but the guests on this episode accomplished exactly that. Hillary Carpio and Travis Henry from Snowflake, the cloud data platform, are the authors of Busting Silos, which details how Snowflake unites sales and marketing to win its best customers. Uniting Sales and Marketing is a claim made by many, accomplished by few. But these two might’ve pulled it off. In our conversation, they teac...
How to Forecast within 5% with Paul Shea and Chris Lowry
April 05, 2024 13:54 - 41 minutes - 37.7 MBKevin Knieriem, President of Strategic GTM at Clari, wrote, "The sales forecasting process is so much more than just calling a number. It represents the entire operating rhythm of the whole company." On today’s episode, we’re going deep into forecasting, specifically how Operators can contribute to the forecasting motion at their companies. And to do that, I’m bringing in two people who I know understand the ins and outs of forecasting because I built it alongside them: Paul Shea a...
The Transition from Planning Mode to Execution Mode with Michael Heilmann
March 19, 2024 12:20 - 43 minutes - 59.7 MBIt's Q1. All of your plans for the new year have been out for a while. You’re off and running in this new Fiscal Year. But how are things going? Were you able to help your company quickly switch from Planning Mode to Execution Mode? That’s what this episode is all about. And the person to help the rest of us more successfully make that transition is Michael Heilmann. Michael spent the last 8 years building out the both the Sales and Sales Operations teams at Demandbase, where he s...
The Passion for Building and Scaling Iconic Businesses with Noah Marks
March 01, 2024 16:08 - 42 minutes - 58.1 MBI’ve always marveled at the Operators at larger companies who are tasked with the breadth of challenges and responsibilities that come with a role at that scale. How do they do it? How do they keep all of the details of a larger business in their head? To find out, I sat down with Noah Marks, a serial Operations Executive with a resume that includes Udemy, WalkMe, Okta, and Salesforce. Noah has made a career of helping companies make the jump from growth Mode to scale Mode. Today, ...
Should Enablement Report to RevOps with Visualize's Carlos Nouche
February 16, 2024 16:30 - 40 minutes - 37.5 MBOn today’s episode, we’re going to explore the relationship between Ops and Enablement and whether, wait for it, Enablement should actually report into a RevOps leader instead of being its own function. To help guide us through that conversation, we’re joined by Carlos Nouche, VP at Visualize, the global leader in implementing the ValueSelling Framework. Carlos has been in the enterprise software industry for 25 years and for the past 16 years, he’s been helping Visualize’s custome...
The Journey from 17th Employee to CEO with BlueConic's Cory Munchbach
February 02, 2024 11:00 - 42 minutes - 39.2 MBI think earlier in my career, I just assumed that anybody with a "C" at the beginning of their title knew everything. They had all the answers. Of course, this is a preposterous thing to think, but that doesn’t mean that we don’t look to those C-level folks for answers to our questions. So how do the rest of us who might want to sit in one of those chairs someday prepare ourselves for that moment? On today’s episode, we’re lucky to be joined by someone who, over the course of 8 yea...
Why "Composability" is the Key to Designing the Modern Tech Stack with HubSpot's Scott Brinker
January 19, 2024 19:37 - 36 minutes - 49.6 MBIf you work in Marketing Technology, chances are you’ve come across the MarTech Map graphic at some point in your career. You know the one – the graphic that depicts the entire marketing technology landscape filled with so many logos that they are impossible to even see with the naked eye. In 2011, there were 150 companies on the graphic. In 2014, 10 years ago, there were just shy of 1,000. Today, that number is over 13,000 martech software tools available in the market. The man be...
How This Operator Found, Bought, and Became CEO of Their Own Business with Revenue Accelerator's Christi Loucks
January 05, 2024 11:00 - 33 minutes - 46.4 MBMaking the decision to go off on your own to build your own business is a daunting one. Social media would make you think that it’s all the rage right now to find small businesses, buy them, and then sit back and let the passive income roll in. But while there may be some exceptions to the rule, this isn’t the reality for most businesses. So I was wondering how this actually works in the real world? Our guest on this episode, Christi Loucks, is someone who can teach us. Christi is...
RevOps Shouldn't Be SalesOps in Disguise
December 22, 2023 11:00 - 16 minutes - 23 MBThere are some teams called Revenue Operations, but when you pull the curtain just a little bit, it’s really just Sales Operations in disguise, maybe with some added responsibilities to other internal stakeholders. Revenue Operations is often viewed as the silver bullet to siloed decision-making and inconsistent data sources, but you can’t expect a perfectly cohesive operation simply by naming an organizational structure. If Sales is still the dominant voice in your Go-to-Market pl...
EdTech's "Mission to Mission" Go-to-Market Approach with TeachFX's Rachel Jordan and Laurence Hall
December 08, 2023 11:00 - 43 minutes - 40.1 MBIt’s so easy to get used to the echo chamber of B2B Tech Companies selling to other B2B Tech Companies. You learn a certain way of doing things, and you sell to people and companies that are just like your own. But what if some of your typical tactics don’t work on a different type of customer? On this episode, we explore a different buyer altogether in the world of Education Technology. Our guides to EdTech are Rachel Jordan and Laurence Hall from TeachFX, a tool that captures and...
A New Approach to Operations in New Market Conditions with Logixboard's Hannah Duncan
November 25, 2023 11:00 - 25 minutes - 34.8 MBIt’s no secret that Operators and companies have been working in very different economic conditions for the past couple of years. Our guest today is someone who has had to figure out how to navigate those economic conditions and not just survive, but thrive within them. That guest is Hannah Duncan, Head of Revenue Operations at Logixboard. In our conversation, we talk about what it looks like to work in a more resource-constrained Ops environment, the value Operators can bring by ...
How Building Strong Company Foundations Allows You to Actually Run Your Business with Sweep's Benjamin Zeitz
November 10, 2023 11:00 - 42 minutes - 59 MBA former CRO and I used to have a running joke, "I can’t wait until we can get back to just running the business." It’s so easy in Operations to get bogged down by systems work, data clean-up, or troubleshooting the latest problem that reared its head, when all any of us want to do is run the business. To effectively run the business, though, you need to have confidence that the foundations on which you are building your business are sound. On today's episode, we're talking with B...
Launching a New Product from Scratch as a General Manager with Force Management's Kathleen Schindler
October 27, 2023 16:30 - 32 minutes - 45 MBThe role of the General Manager is one that's always been intriguing to me, but I've had a hard time wrapping my arms around it. Until now. And on this episode, we’re joined by Kathleen Schindler, GM of Ascender, a new platform and community by Force Management. What’s interesting about Ascender is that it’s basically a start-up within a very well established and successful company, Force Management. And what's interesting about Kathleen is that she had already been at Force Manage...
The Rise of VC Operations with Sydecar's Halle Kaplan-Allen
October 13, 2023 15:30 - 33 minutes - 45.5 MBVenture Capital firms are often the thought leaders and the tastemakers when it comes to new technologies and trends. But despite VC's focus on efficiency, they don’t really invest in internal efficiencies for themselves. Which brings us to VC Operations. What exactly does Operations look like inside of a Venture Capital firm? Luckily to help us answer this question, we’re joined by someone who has been studying this very topic for years, Our guest this week is someone who can he...
Charting a Course for International Expansion with Gong's Shantanu Shekhar
September 29, 2023 15:00 - 38 minutes - 53.6 MBThe moment when a US-based company decides to expand internationally -- more specifically when they decide to open up local offices in those international regions -- is quite the investment. Everything about your business gets harder, more complicated. To help make the complex simple for the rest of us, we're joined on this episode by Shantanu Shekhar, someone who has gone through this exact expansion twice, at two of the most well revered brands in tech, LinkedIn and Gong. Shant...
Why RevOps Policies are Your Company's Competitive Advantage with Fullcast Co-Founder Bala Balabaskaran
September 15, 2023 11:00 - 34 minutes - 47.4 MBAround this time of year, Operators are entering Planning season. We’re starting to piece together a laundry list of tasks that we need to accomplish before the year turns over. Planning as a function in RevOps has changed, though, and so have the tools available to us. Bala Balabaskaran is someone who has been at the center of those changes as Co-Founder and CTO of Fullcast.io, the Revenue Operations planning platform. After spending his career at companies like Salesforce, Micro...
When "Good Enough" is Good Enough at Early Stage Companies with Taft Love
September 01, 2023 10:00 - 45 minutes - 63.3 MBIt’s really tricky at an early stage company to know whether that new thing you’re building, that new process, that new report, that new piece of infrastructure is “good enough.” Should you just solve the immediate problem or do you need a solution that can withstand multiple years worth of changes in the business? Sometimes, according to our guest today, “good enough” is good enough. That guest is Taft Love, Founder of Iceberg RevOps, a revenue operations agency, and the Head of ...
The Magic of Marketplaces with Colin Gardiner
August 18, 2023 10:00 - 36 minutes - 49.7 MBMost of our time on this show has been spent looking at B2B SaaS companies. Where we have not spent much time at all, until today, is on marketplaces. The person to change that, and our guest on this episode, is Colin Gardiner. Colin is unique because he has led both Product and Revenue teams at marketplaces like Roamly, Outdoorsy, and Tripping.com, and today he puts that expertise to work as both an advisor and investor in all things marketplaces. In our conversation, Colin teach...
Navigating from Start-up to Scale-up with LinkSquares' Tim Parilla
August 04, 2023 10:00 - 35 minutes - 33.1 MBOne of the most interesting inflection points in a company’s evolution is when it becomes abundantly clear to everyone on the team that it’s time to transition from scrappy start-up to scale-up. Our guest on this episode, Tim Parilla, also loves this inflection point, and as you’ll soon see from our conversation, he thrives in it. Tim is the Chief Legal Officer at LinkSquares, the contract lifecycle management platform valued at over $800M. Prior to LinkSqures, Tim spent 7 years at...
Special Announcement from Sean
August 01, 2023 14:00 - 4 minutes - 6.61 MBA couple of big pieces of news for Sean, and the show!
How AI is Driving The Shift from Best of Breed to All-in-One Solutions with Recorded Future CMO Tom Wentworth
July 21, 2023 10:00 - 29 minutes - 27.3 MBWhen we started this show, we knew we wanted it to be unabashedly for operators, with expert guests sharing lessons from those who had been there, done that. But this episode's guest made us realize that the show can not only be the place to reflect on the hard-earned lessons our guests have to share, but we can also be the place where operators can come to brainstorm, to debate, and to hypothesize about what’s to come. That guest is Tom Wentworth. Tom is the CMO of Recorded Futur...
An Operator's Guide to Filling Your Cup with Jacki Leahy
July 07, 2023 10:00 - 33 minutes - 45.8 MBIt’s really quite refreshing when you see people being vulnerable about their own struggles in a professional environment. We all try to be so polished and put together all the time, especially as Operators, where our job is literally to have everything put together. So it caught my eye when Jacki Leahy, a Fractional RevOps Advisor and Founder of Activate The Magic, started a work advice column dedicated to navigating work relationships, something she admits she has struggled with ...
Why the Future of Work Should Optimize for Teams with Cisco Meraki COO Denise Thomas
June 23, 2023 10:00 - 46 minutes - 64.2 MBWhen you stop and think about it, it’s pretty crazy that our entire mindset around work has been completely challenged in just a few short years. And now, it looks like we find ourselves again in a debate about the future of work. Do we go back to offices? Are remote or hybrid teams less effective? Will employees revolt if companies try? Luckily, to answer these difficult questions, we have Denise Thomas, COO of Cisco Meraki. This is not your typical post-pandemic remote work con...
Finding the Right Consulting Resources for Your Most Important Projects with FoundHQ's Max Maeder
June 09, 2023 15:30 - 45 minutes - 62.5 MBMost Ops teams are notoriously strapped for resources. We scrape and we claw to build our teams, and design them to make meaningful impacts on our organization. But sometimes we just don’t have the resources internally to get some of our projects done, and done well. And that’s when Operators will typically turn their attention to the fragmented, overwhelming, and slightly intimidating world of operations consultants. Our guest to help us navigate that world is Max Maeder, the CEO ...
How to Escape your Company's Wild West with CaptivateIQ's Johnathan Warren
May 26, 2023 10:00 - 42 minutes - 58.3 MBMany growing companies go through a phase where things are loose, messy, and undefined. This episode's guest, Johnathan Warren, affectionately refers to this phase of a company’s growth as “the wild west.” Johnathan is the Head of Revenue Operations at CaptivateIQ. Having built out the Ops functions at other startups like Spiff and KeyedIn, Jonathan is now on his third ride through and out of the wild west. In our conversation, Johnathan gives us two specific examples of ways you ...
The RevOps Definition That Most People Get Wrong
April 28, 2023 10:00 - 11 minutes - 16 MBIn January 2023, LinkedIn released its list of the 25 fastest-growing job titles in the US. The #1 job on that list? Head of Revenue Operations. If you’re listening to this show, that’s probably exciting news to you. But here’s the thing: roles dubbed as Revenue Operations can be foggy, amorphous blobs, with one company’s job description different from the next. That’s what we’re here to clarify and explore in this episode. First, we’re going to talk through the typical definition...
Why Discipline Makes You a Better Operator with AudioEye's Rupert Dallas
April 14, 2023 11:38 - 34 minutes - 47.7 MBStart-ups often preach speed over execution. And it makes sense: “Take the disciplined, thoughtful approach” doesn’t really pop off the wall next to your ping pong table. But that's also because the disciplined approach is hard. Moving fast is easier. On this episode, our guest Rupert Dallas is someone whose discipline I really admire. Rupert is the VP Revenue Operations at AudioEye, an accessibility platform that helps businesses build inclusive and compliant websites, mobile app...
Top 10 Lessons From 100 Episodes Of Operations
March 31, 2023 10:00 - 47 minutes - 43.5 MB100 episodes of Operations! We are so grateful for the brilliant Operators who have been so generous with their time and their lessons on this show. After 100 episodes, we thought it was only fitting to look back at the top 10 lessons we’ve taken away from our guests, 5 from our first 50 episodes and 5 from the latest 50. So whether you’ve been with us from the beginning or you’re just checking out Operations for the first time, you're getting the best of the best in this one. Ou...
Why Agile Sales Reps Win More Deals with Michelle Vazzana
March 24, 2023 10:00 - 42 minutes - 39 MBIn Sales, it’s not hard to find people with opinions. Everyone has their own biases shaped by their own experiences, but give me a data-driven conclusion over a gut feel any day. Our guest on this episode, Michelle Vazzana, most certainly has the data to back up her findings. Michelle is the Chief Strategy Officer and Co-Founder of VantagePoint Performance, and the co-author of the upcoming book, The Sales Agility Code. So we're breaking down exactly how she arrived at her Sales ...
Overcoming Imposter Syndrome as a New Operator with Ping Del Giudice
February 27, 2023 17:56 - 19 minutes - 18 MBWe’ve all at some point heard about or felt some flavor of imposter syndrome - that feeling where you are quite certain you don’t belong and you’re moments away from everyone figuring out you’re a fraud. After talking with today’s guest, I’m more convinced than ever that that hint of doubt, that nagging imposter syndrome, is actually a really good thing. Our guest today is Ping Del Giudice, Vice President of Revenue Operations at Leapsome. Ping was recently named to The Top 100 Re...
The Walls and Stalls of Growth with Revenue.io's Alastair Woolcock
February 10, 2023 11:00 - 36 minutes - 33.5 MBAs much as we want it to be, growth inside of companies isn't a straight line. And while I don’t think people are oblivious to that fact, we’re all still a little surprised when growth is harder than those beautiful up-and-to-the-right graphs might imply. So, how can we better prepare ourselves for the less pretty parts of that growth? Our guest today, Alastair Woolcock, has the answers. Alastair is the Chief Strategy Officer at Revenue.io, and he believes that growing companies fa...
Separating Practices from Best Practices with Insight Partners' Jeremey Donovan
January 20, 2023 11:00 - 37 minutes - 34.1 MBOur guests' experiences, and their stories, are great. But for operators, we should know that numbers – proven approaches that yield tangible, measurable results – that’s what operators really want. Luckily for us, that’s exactly what our guest today brings. That guest is Jeremey Donovan, Executive Vice President of RevOps and Strategy for Insight Partners - a venture capital firm that specializes in scaling companies. Jeremey is well-positioned to help us bring data to the conver...
Why Operators are Attracted to Pain with 1Password's Navin Persaud
January 06, 2023 11:00 - 26 minutes - 24.4 MBIf you’re an operator, you can’t deny that you get some sick satisfaction out of untangling a ball of impossibly tangled lights. There’s something about being handed a problem that’s painfully broken, and fixing it. Our guest today, Navin Persaud, is someone who has found himself attracted to a specific type of operations pain for his entire career. Navin is VP of Revenue Operations at 1Password, and over the course of his career, he has developed a well-formed perspective on how ...
What it Really Takes to Run Slack's PLG Motion with Namrata Ram
December 16, 2022 16:30 - 29 minutes - 26.6 MBProduct-Led Growth, or PLG, is about as buzzword-y a buzzword as you can find right now. But what does it take to actually run a real PLG motion at scale? For the answers, we’re turning to one of the most successful PLG companies you can find: Slack. Our guest on this episode is Namrata Ram, Slack’s VP of Sales Strategy and Operations. In our conversation, Namrata teaches us why scale and retention are the two foundational ingredients for PLG, when humans should and should not get...
How to Adjust Annual Planning During Economic Uncertainty with Unqork's Heidi Thompson
December 02, 2022 16:52 - 26 minutes - 24.5 MBIn a typical annual planning exercise, so much work goes into preparing your team and your company for the upcoming fiscal year. But this year, there’s a new added wrinkle due to the economic uncertainty that is spreading across much of the tech industry. So how does the current economic environment impact your planning for next year? For the answers, we turned to Heidi Thompson, VP of GTM Strategy and Revenue Operations at Unqork. In this episode, we asked Heidi to help all of us...
The Journey from Operator to Advisor with Forethought's Jeff Ignacio
November 18, 2022 11:00 - 18 minutes - 17.3 MBOur guest this week has a day job, but in this episode, we’re not actually talking about that day job. We’re going deep on something else: advising. Our guest, and the perfect person for this topic, is Jeff Ignacio, Head of Marketing and Sales Operations at Forethought. Today you'll learn about how he has leveraged his operations experience at companies like Google, Patient Pop, AWS, and Upkeep to build an impressive list of advising engagements. In our conversation, we talk about ...
LIVE From Revenue Excellence Summit: RevOps in Rapidly Scaling Sales Orgs
November 04, 2022 10:00 - 39 minutes - 36 MBTypically, we bring just one incredible operator for us to learn from on this podcast, but this week, we've got 4. I recently hosted a RevOps panel at Modern Sales Pros’ Revenue Excellence Festival, or as MSP called it, a virtual festival for sales nerds, and we're bringing that conversation to the feed. The Operations panel was all about trying to scale in the midst of rapid growth. Cindy Hancock, Senior Director of RevOps at HighSpot, Henry Mizel, VP of Revenue at Apollo, Meaga...
The Future of Hyperautomation with Truly CEO Erol Toker
October 07, 2022 10:00 - 35 minutes - 32.8 MBEveryone strives for benchmarks, but at what point do benchmarks stop being aspirational and instead just become handcuffs? The people who question limiting beliefs and look at problems through brand new lenses are typically pretty great people to learn from. They’re the ones creating what will become the new norms, the benchmarks in the future. One of those people is Erol Toker, the Founder and CEO of Truly.co, a company that helps eliminate complex repetitive tasks through a met...
#throwback The Intersection of Sales Operations and Sales Enablement with Spekit CEO Melanie Fellay
September 23, 2022 10:00 - 33 minutes - 30.2 MBThe intersection of Sales Operations and Sales Enablement is a fascinating place. It’s where process, performance, systems, and analysis all converge. And in recent years, the tools at this particular intersection have absolutely exploded. That's why for this week's episode, we're throwing it back to an early guest on our show with sales enablement expert and Spekit Co-Founder and CEO, Melanie Fellay. Melanie and Sean go deep on measuring the ROI of different enablement tools, t...
The True ROI of Digital Adoption with WalkMe's Maor Ezer
September 09, 2022 10:00 - 38 minutes - 35.1 MBThere is plenty of content out there about optimizing the customer journey or designing ideal user experiences. But for Operations teams, we have to not only consider our external customers, but our internal ones as well. On this episode, we speak with Maor Ezer, the SVP of Global Marketing at WalkMe, who spends every day thinking about those internal customers and more specifically, what he calls, the employee user experience. In our conversation, Maor explains the emergence of t...
How Hypergrowth Companies "Run Revenue" with Clari's Kyle Coleman
August 26, 2022 10:00 - 38 minutes - 34.8 MBRevenue teams, and specifically Revenue Operations teams, are responsible for a lot. We recently talked to someone, though, who has a really smart and refreshing approach to putting the right processes and guardrails in place to help revenue teams to, as he puts it, "run revenue." That someone and our guest today is Kyle Coleman, the SVP of Marketing at Clari, the revenue platform that helps teams get total visibility into their business. In our conversation, Kyle teaches me abou...
The Hidden Ripple Effects of Personnel Changes with Reprise's Phoebe Farber
August 12, 2022 16:00 - 22 minutes - 20.5 MBWhen someone new is hired at your hypergrowth company, territories are not magically assigned, commission plans are not automatically shipped. There are Operators behind the scenes making this magic happen. New hires, promotions, exits – they all require a unique series of steps to execute seamlessly all while considering the ripple effects of those transitions. Our guest on this episode is someone who has mastered the art of these personnel transitions, Phoebe Farber, the Director...
The Genesis of Drift’s Sales Lab with Kyle Bastien
July 29, 2022 10:00 - 36 minutes - 33.6 MBIf you look around your company today, it probably wouldn’t be hard to find people who had an idea or an opinion about how to make your sales process better. Everyone has one. Everyone has ten. Ideas are easy. Testing hypotheses, experimenting, and validating those ideas is much harder. On this episode, we’re going to break down a sales science experiment with the chemist who put it together, Kyle Bastien. Kyle is the VP of Sales Readiness at Drift, and in the past year, he launche...
Learning a New Industry from Scratch with Brightflag's Rebecca Silverstein
July 15, 2022 11:13 - 33 minutes - 30.7 MBOperators are constant learners. We seek out new things, we aim to understand the "why" behind what’s happening around us. So what does it look like for an Operator to be dropped into a completely new industry, with new prospective customers? That’s what we explore on this episode with our guest, Rebecca Silverstein, the Director of Revenue Operations at Brightlag. In our conversation, Rebecca teaches us about the emerging function that is Legal Ops and its similarities to RevOps’...
How to Design and Build a Community with The Lola's Eileen Lee
July 01, 2022 14:35 - 28 minutes - 26.5 MBTen years ago, I joined a newly-formed Fellowship program called Venture for America, a non-profit that takes recent grads and trains them as entrepreneurs to work at start-ups in lower-cost cities like Detroit, New Orleans, Cleveland, and Providence. The Chief Operating Officer of the startup that was VFA, and our guest today, is Eileen Lee. Following six years running VFA, Eileen is once again putting her community-building chops to work as the co-founder of The Lola, a physical ...
How CEOs are Reacting to the New Market Environment with BoostUp CEO Sharad Verma
June 17, 2022 10:00 - 36 minutes - 33.3 MBTurn on the news, read a financial advice column, or just click refresh on LinkedIn and you’ll be bombarded with stories of layoffs, venture capital investments drying up, and companies tightening their belts. So what does it mean to be a hypergrowth company in the midst of a market shift like this? And how do CEOs think about important themes like efficiency and productivity during this time? To figure that out, we spoke with Sharad Verma, the Co-Founder and CEO of Boostup, a rev...
#throwback The 8 Pillars Of Being A Second In Command (aka The COO) With Cameron Herold
June 03, 2022 10:00 - 30 minutes - 27.9 MBWhen we first started this show, there was one podcast out there about Operations that people told us we should check out. That podcast is called “Second in Command." The host of that podcast and our guest today is Cameron Herold. In addition to his podcast duties, Cameron is the founder of the COO Alliance, the former COO of 1-800-GOT-JUNK, a keynote speaker, author, and one of the foremost thinkers and leaders on the work of COOs and their relationship with CEOs. In our conversa...
The Lifecycle of an Operations Hire with SmartBear's Anu Krishnakumar
May 20, 2022 20:37 - 37 minutes - 34.1 MBEveryone wants to say that they have a Revenue Operations team these days. Companies that didn’t have the function in recent years are suddenly scrambling to get on board this wave and staff up with the hot new thing that is RevOps. So where does that leave the market? What are the ripple effects on both hiring managers and the candidates for RevOps and SalesOps type roles? To answer these questions, we turned to someone who isn’t new to this trendy movement, but rather someone wh...
Designing the Modern SDR Organization with Workiva's Melissa Raber
May 06, 2022 10:00 - 33 minutes - 30.7 MBLet’s face it: prospecting is really really hard. In 2022, there is more information than ever before at our fingertips to help us prospect, but there’s also more information than ever before to distract us from doing the work that matters. Often, the burden to find that balance falls on SDR teams. In this episode, we talked to someone who knows what running a successful, modern SDR Organization looks like. That someone is Melissa Raber, the Senior Director of Revenue Operations an...
Make Operations Your Startup’s Incubator with LeagueSide’s Zubin Teherani
April 22, 2022 10:00 - 21 minutes - 19.9 MBWe can get caught up sometimes in what the most ideal and advanced versions of an Operations team can look like. It can be easy to forget the early days of start-ups when an Operations team can be responsible for just about anything and everything that doesn’t yet have a home. That’s exactly what happened with our guest, Zubin Teherani. Zubin is the Co-Founder and COO of LeagueSide, a company that makes youth sports sponsorships easy by bringing together over 16,000 youth sports l...