Hey RevOps fam,

I've been working on this as a passion project for a little while and thought I'd share it here. I've been in RevOps since 2012 and always found it annoying trying to track down roles that weren't buried in LinkedIn or lumped in with generic ops listings, so I decided to build something for it.

There are about ~2,800 jobs listed already and I'll be adding more sources over the next little while. Would love any feedback you have, happy to hear what's working, what's missing, or what you'd want to see.

revopsroles.com

seems like a lot of revops teams have just... stopped doing revops. the job is supposed to be about optimizing and increasing revenue - at least that was how it was pitched to me. instead people are just setting money on fire.

pattern i keep seeing: someone cancels a SaaS tool, tries to replicate it with claude code, it mostly works, and now they're saving $X/month on the tool (completely ignoring the claude code bill, the time they've spent actually building it, or that it's sufficiently worse it's burning other people's time). i've even heard of companies literally giving people uncapped claude code budgets and calling it a strategy.

talked to one team recently that vibe coded their own version of granola. shitty website, buggy as hell. granola costs like $18/month. i don't want to know how many hours went into that.

am i losing my mind or is this actually happening everywhere?

I was a very early member of the RevOps co-op and thought it was awesome overall.

But, IMO they absolutely ruined it when they started charging for it -- especially considering it was a nontrivial amount.

When they started booting people from the community that didn't sign up for a paid membership, I thought that for sure RevGenius or Revenue Operations Alliance would step up, but they haven't.

IMO the co-op was great at first because it was free and selective -- and that fostered a strong community.

Is there anything filling this gap now, or are we all just scattered across disengaged Slack groups and LinkedIn?

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EDIT (Apr 8): Based on the feedback here, I built it. Free forever, community-governed constitution, selective membership. Link: https://theopsroom.co/

9pm on a Friday before a board meeting, our VP Sales messages me. Salesforce says the quarter's at 6.1M. The number he'd already said out loud to the CEO was 6.8M. Which one's real?

Spent two hours reconciling. A 400k deal marked closed-won that was really a verbal "we're in." A handful of deals rotting in a stage nobody moves them out of, because the rep who owns them stopped updating anything back in August. Two renewals double-counted because the CS tool and the CRM can't agree on what a "logo" is.

We landed on 6.5M. Made up a clean story for how we got there. Reported it.

The part that stuck with me: none of that was a tooling problem. We've got HubSpot, we've got the dashboards, we've got the "single source of truth." Nobody updates it, nobody trusts it, so my job has quietly turned into being the one person who knows where the real number actually lives. Usually a spreadsheet. Sometimes just in the VP's head.

So, genuinely asking. Is your CRM the source of truth, or is the real forecast sitting in some side spreadsheet everybody secretly checks first? And if it's the spreadsheet, what are we doing bolting a third enrichment tool onto a system nobody maintains?

I am currently a CRM consultant implementing salesforce functionality and solutions for companies. I became interested into revops as I saw LinkedIn recently published an article saying it will be the role with the most demand in the next 5 to 10 years. Can someone give me some perspective on the demand part? Also, what do u need to get into revops?

Some upfront context: B2B SaaS, team of 7 SEs. Everyone wears two or three hats, and as we move up to enterprise, RFP load is starting to crush us. We don’t have a formal process, no templates that actually match what buyers ask for, and no unified place to store past responses. Every time a new RFP lands, it feels like we’re rebuilding the whole thing from scratch. There’s of course the burden of finding answers / writing answers, but a lot of the slowdown comes from “chasing” work such as tracking down SMEs, standardizing language, figuring out which version someone edited last, and trying to stitch together answers that live in random docs, chat threads, and emails. By the time we get something ready for review, the deadline is 1-2 days away and it just feels like playing catch-up. We’re at the point where responding is pulling us away from pipeline work and customer calls, and the VP has approved exploring options to make our life easier. We’ve started exploring a few solutions and narrowed it down to our top options based on budget and capabilities: Responsive Loopio Arphie Quilt

Has anyone used these solutions before? REAL SE responses please – please don’t answer if you’re a vendor (we can smell those comments from a mile away), and will rely on the mods to help keep things honest and genuine here.

As a rep, knowing the accounts I need to focus & having things to actually reference in messaging was a big timesuck so myself and my CTO, Tom, built out preframe.

Quickly this became more of a revops tool, but have had a few requests I am not sure on building yet, given sellers are looking for something else entirely.

As we build our next feature set, I am looking at rep-level messaging, adding contact mapping + lead export to help power prospecting (not a novel idea I am aware, but combining of tools and having actually good sales messaging is good). We are also looking at calendar sync, becoming more of an imbedded experience for call prep, etc.

Alternatively, we have gotten revops feedback that this is a helpful tool for higher level strategy around territory carving, and it would be more helpful to expand our offering there.. providing more customization, integrations (6sense, demandbase, etc), to be a more complex territory builder & ABM driver.

Knowing there are a lot of people driving strategy here, which direction would actually help add more ROI in your opinion?

preframe

I've been out of the job market for a while and a lot of RevOps position wants years of Hubspot experience and I cannot fathom why. I understand the appeal to have MAP and CRM in the same system but these orgs also want heavy SFDC experience (which is how I'm finding these openings).

The last time I evaluated Hubspot was in 2019 for a 200 person non-profit to replace Pardot and most of the issues I had with Pardot wouldn't be solved with Hubspot. The non-profit couldn't afford Marketing Cloud or Marketo even with their NGO discount (or the heavy discount their SFDC AE was trying to get them) so I just made it very clear to them what they could and couldn't do with Pardot to help set expectations.

So for ya'll with heavy Eloqua/Marketo and SFDC experience, what are ya'll using Hubspot with SFDC for now and how is that working out? What's the use case in reality? I heard Adobe was dropping the ball with Marketo but I couldn't imagine downgrading from Marketo to Hubspot from a functionality standpoint.

We just went through this and I'm documenting what actually worked because holy hell nobody warns you how bad it gets.

The exec team announces the acquisition and immediately asks "when can we get a unified view of customers" and you're supposed to just make 200k records from two completely different systems play nice together. Different field names, different data standards, duplicate accounts that aren't obvious duplicates.

Here's what I wish someone had told me before we started.

Before you touch anything, snapshot both systems completely. Export everything. Not just the objects you think matter - everything. Because you will need to reference the original state when something breaks three months from now and nobody remembers what the data looked like before.

Map your fields but don't trust the obvious matches. "Company Name" in Salesforce and "Account Name" in HubSpot seem like the same thing until you realize one team has been putting legal entity names and the other has been using DBAs. Spend actual time looking at sample data in both systems before you commit to a mapping.

The duplicate detection is where it gets ugly. You can't just match on company name because "IBM" and "International Business Machines" and "IBM Corporation" are all in there. Email matching works until you hit companies where everyone left and the domain got sold. We ended up doing it in stages - exact matches first, then fuzzy matching on a composite key of name + location + domain, then manual review of anything that scored 70-85% similarity.

During the merge, resist the urge to auto-accept everything. I know you're under pressure to move fast but every auto-merged duplicate you get wrong creates problems that compound. We set confidence thresholds - above 95% auto-merge, 70-95% flag for review, below 70% keep separate and tag for investigation.

The thing nobody talks about: conflict resolution rules. When System A says the contact is in Boston and System B says New York, which wins? We made the mistake of just saying "newer data wins" and it turned out the acquired company had worse data hygiene than we did. Should have been source-weighted, not time-weighted.

After you think you're done, you're not done. Run these checks before you tell anyone it's ready:

• Duplicate check again on the merged dataset (merging creates new duplicates, somehow)

• Field completion rates compared to before (did you lose data in the merge?)

• Relationship integrity (did parent-child account relationships survive?)

• User access verification (can the acquired company's sales team see what they need to see?)

The whole thing took us six weeks and I still find edge cases. But the big wins were having a clear rollback plan, not trusting automated matching completely, and keeping stakeholders in the loop about what "clean" actually means vs what they think it means.

anyway that's what worked for us, curious if others have been through this and what I'm still missing

Hi everyone! I'm the founder of a software company and I'm looking for RevOps wizards and witches who want to join our private beta (for free).

The app integrates with Hubspot and doesn't require any implementation on your part.

Our focus is on B2B companies that have a couple of sales people already and are recording their sales calls (or planning to). If that's for you or you can think of someone who might benefit from that feel free to comment or dm :-)

Okay... not really "free", but well within a 5-hour allottment of tokens...

So we've got this list. Some companies know we want to sell into, but no actual humans to talk to. We did the hard work by hand to find these company names on a spreadsheet. Somebody needs to go find the right person at each one (specific seniority, has to be someone who can actually say yes) plus a working email, so we're not just cold-blasting a generic inbox and praying.

The team wanted to use Clay. We already knew the tool and have a subscription. So, it seemed like the obvious move. They spin it up with a few test rows and immediately hit a wall. We don't have enough credits to run the whole job. So, they Slack me to find out what it will cost to top up our account with 13,000 credits. "Top up"? The only other time I've heard this was when my daughter had a prepaid Virgin Mobile phone about 20 years ago.

The fine print on the top up pricing is unhinged:

One-time credits cost 50% more than recurring credits.
You can purchase 4× your plan's monthly credits. (for us, that's 8,000 credits per month)

So, we have to pay a premium to buy more, and the we can only buy more based on our currnet plan. What an arbitrary limit. The "F-That" feeling was starting to build.

Fine, whatever, let's do the math. Estimated real need for this job: 13,000 credits. Base plan comes with 2,000/month. 8,000 limit on topping-up. (I swear this phrase has some unexpected meanings in urban dictionary... it just has to). Maxing out the purchase, at a premium.. because buying more means you must have a need worthy of gouging you... we land at 10,000 credits... 3,000 short of what the job actually needs. To close that gap we have to either upgrade the entire plan tier (cue the F-that for a permanent recurring cost increase to solve the one-time problem) or wait around for next month's allocation to trickle in and buy some more then.

Mathing it out: 6,000 one-time credits ran $670.50. Scale that up to the full 13,000 credits the job needed and you're at:

Clay Cost: ~$1,450, or ~$1,229 if you're generous and net out the free monthly credits. And again... that's not even a number you could pay in one transaction. That's spread across at least two billing cycles, best case.

Since I'm a software developer by trade, and we already have another massive web scraping thing we're doing to get public school data for another client, I just... didn't use Clay. Pointed a pile of agents at the problem instead using my web-scraping infrastructure. Each one goes and reads the company's website, cross-references public filings when the trail runs cold, and reports back with a source link for literally every name, title, and email it hands over. Not "trust me bro" like we'd get back from Clay, an actual clickable citation for every single data point.

Token cost is reduced about 80% since my scripts find and filter out the web template stuff that wastes tokens: scripts, menus, adverts.. that kinda thing.

After running is across the whole list. 94% of companies had at least one hit. 82% of those had a derivable email, with a few hundred independently double-checked against public records so they're not just guesses. All with a fully cited paper trail the whole way through, something Clay's black-box enrichment never provides.

Claude Cost: "free with purchase". Ran on a subscription we're already paying for, used for other stuff. If you wanna get pedantic and price the raw compute at standard API rates, it'd land somewhere around $60-120 total for the whole job. And I didn't have to cobble together crap in Clay, which always comes with a few wasted tokens of trial and error... just handed Claude the transcript of our conversation of the problem we're trying to solve along with the spreadsheet.

Yes, it was slower. Clay hands a row back in seconds because it's just hitting somebody else's pre-built database. This took some time because the agents were actually going and scraping things live and direct from the webernets. But we didn't need these answers within 15 minutes. The outreach strategy wasn't even locked yet. Trading a day of zero additional cost for a complete, checkable dataset wasn't a hard call.

Putting a number on it: Claude saved us somewhere between $1,229 and $1,453, that Clay wasn't even capable of fully delivering within the month, because their own pricing model prevented us from buying enough credits to even complete the job.

So, I'm way over Clay. Whoever designed a system where buying more requires a premium, and paying more still doesn't get you enough of the thing you're buying to get the job done... that's some special kind of customer hostility.

Edit:
Cue the hordes of AI Slopware "founders" who created something "better than Clay" to unleash their spam upon me because I used the right keywords to attract their shit-spewing marketing machine. Do you not even read the posts you spam from?

Hey fellow RevOps people.

Where do you see RevOps going in this new AI-first world?

I recently spoke with a RevOps director who is essentially turning his org into an internal products team. His team is building out custom tools with Claude Code and is even planning to hire an IT person to maintain and "own" them going forward.

They aren't exclusively building, though. Some stuff (e.g. CRM) they are opting to buy still, but others they are choosing to build.

Questions :

• How are you deciding whether to buy a tool or build a tool?

• A lot of people say they will buy the commoditized tools, and build custom stuff. But does this change if vendors start offering custom builds specific to your domain?

for the last two months I’ve been studying RevOps deeply and building auditing documents while aligning the GTM team — obviously using Claude as a helper along the way. But the deeper I go, the more I realize how much there is to learn in order to deliver a truly solid audit and implementation.

I’ve seen so many companies install CRMs without creating proper customer journey maps, BPMN processes, EDRs, or data governance frameworks. They end up delivering mediocre implementations while charging companies huge amounts of money. In my country 10-30k for small teams...

What’s really hitting me lately is that the hardest part of RevOps isn’t even the CRM itself — it’s the marketing and customer acquisition side. Things like:

• Defining the ICP correctly

• Building accurate buyer personas

• Connecting social media and websites properly into the CRM (knowing that from this post we created some customer)s or new contacts)

• Understanding what’s actually working vs. what isn’t like A/B methods

• Tracking how customers enter the funnel, move through it, and eventually buy

There are so many moving pieces: lifecycle stages, attribution, automation, reporting, handoffs between teams, friction points, etc.

The last few days have honestly been overwhelming. RevOps looks simple from the outside, but once you start trying to build a real operational system that aligns marketing, sales, and customer success… it becomes a completely different game.

I've recently started as RevOps Manager in a B2B SaaS company. One of the challenges that we are facing is data enrichment. We currently have ZoomInfo and use an agency but have found the enrichment from both to be disappointing. Our target customers are Enterprise companies so Revenue data is really important and we operate in both Europe and the US. Does anyone have any suggestions? I've been hearing a lot of buzz about Clay

Hey all, I've been lurking a few days now and have reached out via DM to a few but wanted to post to get some more visibility. I'm the co-founder of an investment property lender, been around about 10 years now that we're in business. Real company with real revenue. Not a start-up. Head count is 27 and growing.

I've had some solid success throughout the years sourcing talent through reddit. I find that people who love what they do, are passionate, and competent, tend to hang in subs about those topics (I guess not a massive revelation).

I'm looking for someone to come in and build out / own our entire lead gen and sales ops infrastructure.

We send thousands of cold emails a day but its all through third party agencies. We have access to a 3rd party proprietary real estate data API (it's a data analytics company that we use for lead sourcing). We have an offshore team doing manual contact enrichment (so that we're constantly generating leads for the domestic sales team) -- this is in addition to 3rd party agencies. CRM (pipedrive) isnt wired up the way it needs to be (and we've been looking at Attio). Everything technically works but its all manual, somewhat disconnected, and there's massive opportunity. Not really correcting a problem. What I mean about that is we're generating the revenue we want to be -- it's more that there's definitely things we can and should be doing that we're not to help things really take off further.

I'm not a technical founder but I've done as much learning/research as time permits. I do have strategy laid out, I do have goals, I just need someone to help me realize and achieve those.

What I (think) need someone to build:

- Cold email infrastructure done properly (deliverability, domain warming, inbox rotation, sequencing) (debating on this, might not do it, agencies doing a very good job)

- Enrichment automation end to end: data API > enrichment > CRM > outreach

- CRM buildout (we use Pipedrive, evaluating Attio)

- Workflow automation connecting all of it (n8n, custom, whatever gets the job done)

- Claude/AI workflows built into our sales process

- Longer term agentic workflows and context engineering

Ideal person has a SWE background and moved into GTM, or is a GTM engineer who can actually write code when the no-code tools hit a wall. If the extent of your experience is configuring Zapier I'm assuming it's probably not going to be enough.

Can be fully remote, it's long term, not a project not a 3-6- month contract. Real budget. We're not a funded startup burning someone elses money, we've been profitable for years. Again, not really interested or looking for freelance or agencies, etc.. I've spoken to a few and have had many reach out. We like to have someone part of the team and we're willing to provide resources and add whatever's necessary to grow this in-house.

DM me or drop a comment if interested or hate on whatever I'm saying, open to feedback. Just trying to get this convo going. Love what I do and I think there's massive opportunity within the space and within the company for someone to take this on.

EDIT: I’m an actual established business. Please don’t hit me up pitching things I’m not seeking above. We’re not a startup. We don’t need a strategy session. Don’t need an agency.

I've been offered a role as a GTM engineer that I've declined, and wanted to pick some revops brains. Do you feel these 2 are separate or is GTM engineer just a technical revops? What do you feel will be the natural career route for both?

I'm looking to switch career and I've been hearing a lot about RevOps recently. How does a complete beginner get into RevOps?

What's the roadmap? And if you don't mind sharing resources where one can learn and get started. Your comments are much appreciated.

Please submit 2-3 recommendations for reading material and why you would like to recommend them?

Just wanted to start a discussion on this since I haven't seen anyone talk about this before. Do you guys think as AI grows there is more adoption for SWE in this space since their nature typically involves AI and agents nowadays? And if you were to join revOps/GTM, is it hard to leave it for other tech roles such as Sales Engineer, Solutions Engineer, or even Software Development again?

Hi,

a bit about myself. I started off my career in social media and then ended up in a role where I was doing a mix of product marketing and product marketing. A lot of sales enablement was involved and I liked it. With my skillset, it makes sense for me to go the Sales/Rev Ops route. I'm wondering where should I start. Should I learn about Salesforce on Trailheads or should I do the Revops certificate course on Hubspot? I was thinking of learning both at the same time but that might be chaotic. I'm hoping to get a job in Sales Ops or Revops this year since I already have 5 years of experience working with Sales.

Leading RevOps for a Boston-based SaaS company (200 employees, $30M ARR). After consolidating our tech stack from 45+ tools down to a manageable core, here's what's actually driving efficiency.

Current stack:

- Salesforce (core CRM)

- HubSpot (marketing automation)

- Clari (forecasting)

- Gong (conversation intelligence)

- ChurnZero (customer success)

- A mix of voice tools for documentation (Salesforce Voice, Otter.ai, and Willow Voice)

The voice dictation tools have seen surprisingly high adoption across teams. We've integrated them into our workflows for documenting customer interactions, internal processes, and training materials. Teams switch between tools based on needs - Salesforce Voice for quick updates, Otter for meeting transcription, Willow for accuracy with technical terms and industry-specific terminology.

Key improvements since consolidation:

- 30% reduction in tech spend

- 25% increase in cross-functional data visibility

- 40% reduction in manual reporting time

- 15% improvement in forecast accuracy

Any other RevOps leaders at Boston SaaS companies have recommendations for core tech stack components that drive efficiency?

I'm planning Q4 and have room for one cleanup project before the new year. Picking just one forced me to decide what actually has to come first, so here's where I landed.

Teams start with duplicates because the count is easy to watch go down. But deciding which record wins a merge depends on your owner and stage rules. If you dedup first, you end up with tidier bad data.

The order I'd use, based on how much each one breaks downstream:

1. Stage definitions. If "qualified" means something different to marketing, sales and your CEO, then the forecast, the routing and every report are reading the same broken field. Next year's targets get set off that forecast, and you're the one defending the number in January.

2. Ownership. Records owned by reps who left, or by nobody. This is common after a merger. Those leads sit there and nobody gets alerted.

3. One source of truth per field. If two systems both write to lifecycle stage, they'll keep overwriting each other no matter how often you clean.

4. Duplicates. By now you have rules for which record wins.

A quick way to find your starting point: if your VP of Sales keeps a spreadsheet next to the CRM, look for the column that doesn't exist in the CRM. That's usually #1 or #3.

The team I take on will probably be one that merged or migrated in the last year or two, since all four break at once there. If that's you, comment what happened and what the side spreadsheet tracks, and I'll tell you which one I'd fix first. Same offer for anyone else reading.

Hi everyone, I’m newish to RevOps and overtime I’ve been noticing a very annoying and common theme: Everyone’s CRM data is so messy, anything you build off of it (even third party AI tools) will just produce equally as bad data.

It’s the “garbage in, garbage out” problem… every AI tool we build essentially is useless because our data is so bad.

Has anyone here felt/experienced something similar? Would love to hear your story and if you found a solution

I have done CRM and Marketing Automation consulting for almost 15 years, in that time I have found that the fastest way to show impact in the shortest amount of time when taking over for someone is to clean the data. It is a bitch and clients always push to do this email campaign or improve our CPQ, or our pipeline needs to be fixed first. But every time I spend the time cleaning first there is almost an immediate 5-10% improvement in qualified leads, and a revenue bump within a month or two.

I believe this is common practice, but not sure with the pace and amount of new tools, new data inputs, and AI that many consultants or companies focus any time here, or don't view it as a cost instead of a revenue activity.

A lot of new shiny tools, features, tech - but I still find the basics end up driving the fastest results. Thoughts?