• Rosalyn Santa Elena
    Revenue Leader Interview

    The Role of RevOps With Rosalyn Santa Elena, Head of Revenue Operations at Clari

    For anyone following the Revenue Operations space these days, there is one person who has risen to the status of RevOps Rockstar: Rosalyn Santa Elena, Head of Revenue Operations at Clari.  Rosalyn’s insights into the role of Revenue Operations and her fantastic work in various communities and platforms have provided immense value to all operators. By leveraging her deep professional experience in this space, Rosalyn has been able to impart actionable tips for operators and businesses of all types.  That’s why we were so thrilled when Rosalyn agreed to sit down with us for a discussion about her insights and experiences in the Revenue Operations space.  Below is our discussion…

  • Revenue Leader Interview

    Data, Insights, Systems, and Processes With Jonathan Morgan, Director of Sales and Marketing Ops at AchieveIt

    The responsibilities laid on the shoulders of Revenue Operators have gotten more and more complex over the years. COVID-19 has made it doubly so.  In this fascinating discussion with Jonathan Morgan, Director of Sales and Marketing Ops/Head of Marketing at AcheiveIt, we dive deep into the difficult challenges that people in RevOps roles face and how they must balance competing demands in order to help align teams and scale organizations.  Below are excerpts from that discussion that have been lightly edited for clarity: RevOps: Can you tell us a bit about you, your background, how you found revenue operations, your journey to AchieveIt, and what you are doing now? Jonathan…

  • Sean Lane Revenue Leader
    Revenue Leader Interview

    Ops and the Changing Expectations of B2B Buyers with Sean Lane of Drift

    Consumer expectations in the world of B2C buying have changed considerably in the last decade. However, especially in light of the pandemic, those same expectations have seeped even further into the B2B buying cycle. In this fascinating interview, Sean Lane, Director of Operations at Drift, discusses his insights into how Ops can help facilitate GTM teams’ shift to optimizing this new buying journey. Below are excerpts from that conversation that have been lightly edited for clarity. RevOps: Hey Sean, thank you so much for taking the time to chat with us today. Sean Lane: Thanks for having me, happy to be here. RevOps: Let’s start with a bit about you.…

  • Kyle Poyar Usage Billing
    Revenue Leader Interview

    Usage-Based Pricing with Kyle Poyar of OpenView

    Usage-based pricing, as a model for SaaS, has been around for some time. But, a slew of wildly successful IPOs from companies like Twilio, Snowflake, and others has brought the idea of winning with a usage-based pricing model to the fore. One voice that has risen above the rest in the discussions about usage-based pricing is Kyle Poyar, VP of Growth at OpenView, the expansion stage VC. Kyle has been a vocal proponent of the benefits of Usage-Based pricing and leverages his deep understanding of pricing to help portfolio companies optimize their pricing for success. We had the pleasure of chatting with Kyle about Usage Based pricing, why he’s passionate…

  • Jason Reichl Revenue Leader
    Revenue Leader Interview

    Gap-First Thinking and Breaking Down Silos With Jason Reichl of Go Nimbly

    In this latest installment of the Revenue Leader Interview Series, we had the great opportunity to sit down with Revenue Operations thought-leader and CEO of Go Nimbly, Jason Reichl. Jason is a passionate proponent of the value of Revenue Operations and Gap-First Thinking. In this conversation, we go through some of his experiences, insights, as well as the “3VC” methodology he pioneered. Below are excerpts from that discussion. RevOps: Could you tell me a bit about your background? What was your journey to heading up Co-Founding Go Nimbly. Jason Reichl: Go Nimbly was – and is – the first RevOps company. A lot of people have different definitions of that…

  • Revenue Leader
    Revenue Leader Interview

    Revenue Leader Interview: Brandon Bussey, Sr. Director of RevOps at Lucid

    For our latest installment of The Revenue Leader Interview Series, we had the pleasure of sitting down to chat with the Sr. Director of Revenue Operations at Lucid Software, Brandon Bussey. Our discussion went deep on topics around revenue operations, trends, as well as the idea that pricing flexibility can be a competitive advantage. Below are excerpts from that conversion: RevOps: Thanks for joining us today, Brandon. Could you give a bit of background about your career and what you are doing today at Lucid? Brandon Bussey: Thanks for having me, happy to be here. I come from a finance background, which is what I pursued in college. Early in…

  • Pablo Pollard Revenue Leader Interview
    Revenue Leader Interview

    The Revenue Leader Interview Series: Pablo Pollard, Chief Strategy Officer at Flockjay

    For the second installment of our Revenue Leader Interview Series, we had the amazing opportunity to speak with Pablo Pollard, Chief Strategy Officer at Flockjay. In this interview, we cover topics such as the noble pursuit of tech sales, diversity and inclusion, as well as trends in the world of revenue.  It was truly an enlightening discussion. Below are excerpts from that interview: RevOps: Hi Pablo, thank you so much for taking the time to chat today. Could you give us some background on your career as a revenue leader, as well as your current role at Flockjay? Pablo Pollard: Thanks for having me, happy to be here. I have…

  • Revenue Leader Interview

    The Revenue Leader Interview Series: Pricing Expert Ammanuel Selameab of Accrue

    In the coming weeks, we’ll be publishing interviews with revenue leaders – people who are having an impact on this space – and getting their insights on the changes they are seeing and what drives them. As part of this ongoing series of interviews, we took some time to chat with Ammanuel Selameab, a pricing optimization expert and founder of Accrue, the #1 pricing optimization tool for revenue teams. Below are excerpts from that discussion: RevOps: Ammanuel, thank you so much for taking the time to chat today. Could you tell us a bit about your background and your current venture, Accrue? Ammanuel Selameab: My entire professional background has been…