Episode #33: Lessons from Leading a Unified RevOps Function - Julia Kim
Marketing, sales, and CS Ops: together at last 🥰
I'm a big believer in the idea of a unified RevOps function that supports all the go-to-market teams.
A unified function helps solve the critical problem of alignment and coordination within the revenue process. When ops teams aren’t aligned, it usually mirrors a lack of alignment among the GTM functions.
This belief is one of the reasons for the name of this show, and it’s also why I keep the scope of the podcast very broad, including topics and guests from across the GTM spectrum.
This being said, sometimes it's a little discouraging when I look at how “RevOps” is done in practice, because more often than not, I usually see basically a sales ops function with a new name.
Today’s episode is the first part in a series where I’ll be chatting with leaders of unified ops teams. I want to dig deep into how they’ve set up their unified function, how they operate, and how it's working out for them.
My guest this week is Julia Kim, who leads a very mature RevOps function at Electric. She has a ton of practical insight on how to make this structure not only work but also deliver massive business benefits.
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About Today's Guest
Julia Kim is VP of Revenue Operations for Electric and an Adjunct Instructor at Columbia University. She has over 10 years experience as an operations executive and has launched award-winning consumer and SaaS products mentioned in the Wall Street Journal, Forbes, Forrester, and TechCrunch.
Before Electric, she led GTM operations for 4 profitable acquisitions. In addition to her RevOps experience, she has a technical background with a recent focus in artificial intelligence and predictive data modelling.
Key Topics
[00:00] - Introduction
[01:50] - Definition of Revenue Operations
[03:40] - RevOps at different stages of maturity
[09:09] - Deep dive on Julia’s team structure
[14:00] - Collaboration within the RevOps team
[21:52] - Addressing concerns about unifying the ops functions
[28:07] - Identifying biggest opportunities for impact
[37:19] - Relationship with data team
[40:11] - Change management and enablement
[47:37] - RevOps and AI
[55:11] - What’s a current challenge?
Thanks to Our Sponsor
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