RevOps Lab

Andy Mowat, Founder of Whisperd and longtime RevOps leader at companies like Upwork, Box, CultureAmp, and Carta, joins Janis and Philipp to share how to build a successful career in RevOps. Andy breaks down the six “superpowers” of RevOps, what separates a VP from a Director, and how to pick the right company to accelerate your growth. He also shares his perspective on how AI will reshape the futu...

Lauren Hughes, VP of Revenue Effectiveness at Justworks and former Global Head of RevOps at InMobi, joins Janis and Philipp to share how RevOps can become the connective tissue between product and go-to-market. Lauren walks through her experience scaling RevOps during hypergrowth, driving alignment with product, and building operating cadences that keep leadership on the same page. We cover: • Les...

In this episode, Janis and Philipp sit down with 5x CRO John McMahon, the Author of “The Qualified Sales Leader”, board member at Snowflake and MongoDB, and co-host of the Revenue Builders Podcast. John shares how revenue operations can play a critical role in preparing CROs and CEOs for board meetings, what metrics truly matter, and why scaling go-to-market teams is often harder than building pro...

Kristina Kardell, Director of RevOps & Strategy at Leapsome, joins Janis to explore how revenue cadences can move RevOps from execution to strategy. Kristina shares how she structures cadences that align leaders, drive accountability, and unlock real business impact. We cover: • What revenue cadences actually are—and why they matter • How to set up cadences that align GTM leadership • Turning...

Dana Therrien, VP of Sales Performance Management and Revenue Operations Advisory at Anaplan, joins Janis and Philipp to unpack what it really takes to build a RevOps team that drives measurable impact. With deep expertise in GTM strategy, comp design, and performance management, Dana shares how to align revenue teams, structure for scale, and turn RevOps into a strategic growth driver—not just an...

After 88 episodes, Janis and Philipp look back and highlight the most shared, cited, and saved conversations from across the show. From methodology rollouts and forecasting to CS, enablement, and strategic RevOps planning—this is a curated guide to the episodes that shaped the community. We cover: • The most actionable insights across 80+ episodes • What listeners actually implement from RevOps La...

Julien Cerutti, VP Revenue Strategy at Meltwater, shares how he led the global rollout of the SPICED sales methodology across 700+ sellers. From frontline adoption to operationalizing SPICED in Salesforce and building AI-powered deal inspections, Julien walks through a practical framework for making methodology stick—at scale. We cover: • Why Meltwater chose SPICED over MEDDIC or BANT • How to str...

Mollie Bodensteiner, SVP of Operations at Engine, joins Janis and Philipp to unpack the RevOps org structure behind a 1,000-person company scaling at speed. Mollie shares how her team of 40+ built a pod-based model that balances enablement, systems, and sales ops—while staying fast, aligned, and strategic. From hiring 25 people in 6 months to syncing Asana, Slack, and sprint cycles, this is a play...

Lauren Silvers, GTM Programs Lead at Ironclad, joins the show to share a bold, future-focused vision for revenue operations: one that’s deeply buyer-centric, AI-assisted, and system-aware. Drawing from her talk at RevOpsFest NYC, Lauren explores how changing buyer behavior, signal-based selling, and enablement-rooted RevOps are reshaping how GTM teams operate. It’s a masterclass in where the funct...

Seth London, VP of Revenue Operations at Meltwater, joins the podcast to unpack one of the most strategic (and misunderstood) relationships in GTM: the connection between RevOps and FP&A. With firsthand experience leading both functions, Seth shares how to bridge financial planning and go-to-market execution—without getting caught between the boardroom and the field. This episode is a practica...

Janis and Philipp dive into one of the most requested topics in RevOps: pipeline visibility. What does it actually mean? Why is it so hard to get right? And what does good look like? Using the Pipeline Visibility Cheat Sheet as their guide, they break down the exact fields, signals, and metrics you need to track deal health and build trust in your forecast—without overwhelming reps or drowning in...

Janis and Philipp are back for another guest-free deep dive—this time breaking down the most downloaded cheat sheet they’ve ever released: The Strategic RevOps Cheat Sheet . In this candid Friday-afternoon recording (yes, with beer), they talk through the key pitfalls they see across hundreds of RevOps conversations and outline a practical cadence for having real strategic impact—no matter your ti...

Joe Ort, Founder of RevOps Inflection and 15-year RevOps veteran, joins the show to share his 5A Framework—a repeatable, strategic approach for diagnosing, prioritizing, and scaling RevOps impact. From fractional leadership to enterprise projects, Joe walks through how the framework applies in real-world settings and how operators can use it to build clarity, credibility, and momentum. We cover: •...

Rhys Williams, Founder of RevOps agency Domestique, joins the show to talk about one of the most frustrating (and familiar) realities in GTM: executives don’t trust the data. But the real issue? It’s almost never about the dashboard. In this episode, Rhys walks through a practical, systems-level approach to rebuilding trust in data—from strategic alignment to process design and cross-functional bu...

Haris Odobasic, Co-Founder of Revenue Visions and longtime RevOps leader, returns to the podcast to share the story behind his new book, The RevOps Pendulum. From writing habits and research methods to frameworks and philosophical reflections, this conversation explores both the making of the book and the strategic foundation RevOps leaders need today. We cover: The metaphor behind the "RevOp...

Cliff Simon, GTM & RevOps Leader at Carabiner Group, joins the show to break down how RevOps leaders can influence the single metric that matters most: enterprise value. Drawing from 20+ years in go-to-market leadership and RevOps consulting, Cliff shares his framework for building strategic RevOps—focused on people, process, tech, and data. If you’re looking to position RevOps as a value crea...

Cristina De Martini, VP and Research Director at Forrester, joins the show to break down the seven key areas where RevOps leaders should focus to drive long-term impact. Backed by thousands of real-world conversations with operators, Cristina shares a clear framework for navigating RevOps strategy—from process optimization and tech stack design to aligning with customer needs and managing change a...

Hassan Irshad, Founder & CEO of RevInfinity and longtime RevOps leader, joins the podcast to shed light on one of the most overlooked pillars in revenue operations: Partner Ops . From building channel ecosystems from scratch to enabling partners and tracking ROI, Hassan walks us through the operational frameworks and tooling that power modern partner programs—and explains why it’s time for Rev...

This is a reupload of the episode – perfect for anyone who missed it or wants to listen again. Ben Murray, widely known as The SaaS CFO, joins the RevOps Lab Podcast to share his expertise on SaaS finance metrics, forecasting, and how revenue operations and finance can collaborate effectively. Drawing from his extensive experience as a CFO in SaaS companies, Ben dives deep into the importance of u...

Janis and Philipp return for another solo deep dive—this time unpacking one of the most downloaded resources they've released so far: the Salesforce Data Hygiene Cheat Sheet. Based on 100+ conversations with RevOps leaders and a viral LinkedIn post that sparked a flood of feedback, this episode breaks down the real-world challenges of maintaining clean CRM data—and what to do about it. We cover: T...

Soham Maniar, Head of Revenue Operations at Weaviate, joins the podcast to unpack the power of signal-based outbound . From tracking product usage to de-anonymizing GitHub activity, Soham shares how he built a smarter, more precise outbound motion—one that prioritizes timing, intent, and efficiency over brute force volume. This episode is packed with practical insights for RevOps leaders looking t...

Hans Lees, Director of Revenue Operations at DroneDeploy, joins the podcast to share his RevOps Discovery Framework — a powerful approach to uncovering root problems, aligning stakeholders, and driving measurable impact. Whether you're tackling process bottlenecks or trying to rally teams around shared metrics, Hans explains how slowing down with a structured discovery process can actually hel...

Lorena Morales , Global Director of Revenue Operations at JLL, joins the podcast to discuss what it takes to build and scale RevOps at one of the world’s largest real estate companies. With over 100,000 employees across 80+ markets, JLL operates at a scale that challenges traditional RevOps playbooks. Lorena shares her experience structuring a RevOps team from scratch, tackling revenue leakage, an...

For the first time on the podcast, Janis and Philipp take the mic without a guest to do a deep dive into a topic they deal with daily: Activity Capture in Salesforce. If you’ve ever struggled with tracking sales activities, mapping emails to opportunities, or dealing with unreliable data in your CRM, this episode is a must-listen. Janis and Philipp break down the pitfalls of common activity captur...

Jeff Ignacio, RevOps expert and creator of Revenue Operations Impact, returns to the podcast to deep-dive into advanced pipeline management. With years of experience optimizing sales processes at high-growth startups, Jeff breaks down the mechanics of pipeline health, forecasting accuracy, and the operating cadences that separate top-performing revenue teams from the rest. If you’ve ever wondered...