The ultimate guide to hiring a RevOps Manager
Content Marketing Associate @ Tray.io
Discover what makes a great RevOps Manager, what their first 90 days should look like, and what critical tool they need for success.
RevOps is on the rise and here’s why. According to a study by Forrester Research, companies that invest in RevOps by aligning marketing, sales, and customer success departments can achieve up to 32% annual revenue growth compared to those without such alignment. With a well-built RevOps function armed with powerful integration and automation capabilities, businesses can stay ahead of the curve and consistently deliver unparalleled customer experiences that boost retention and drive expansion. But, amid the maze of strategies and roles designed to drive this growth, there stands the unsung hero: the RevOps Manager.
We recently did a deep dive into how businesses can best construct a winning RevOps team in our blog "From Zero to RevOps Hero”. Now, we’ll spotlight the lynchpin of that assembly: the RevOps Manager. As leaders in low-code automation that brings fluidity and scale to business workflows, we recognize the profound impact of having a RevOps Manager adept at harnessing such tools for exceptional growth. So, what should you consider when you’re on the hunt for a RevOps manager?
The DNA of a top-notch RevOps Manager
Unified vision with Sales, Marketing, and Customer Success: An excellent RevOps Manager is not isolated in their thinking. They have a holistic view that encompasses the nuances of sales, the creativity of marketing, and the customer-centricity of customer success. They should bridge these pillars by ensuring seamless communication and synchronization. By doing so, they may achieve 24% faster three-year revenue growth and 27% faster three-year profit growth.
Data-driven decision-making: To be fair, what B2B role doesn’t ask for every new hire to be an analytical wizard nowadays? But while some roles can get by with a cursory understanding of data analysis, a successful RevOps manager knows that data is the language of business. And speaking that language is the only way to make smart, well-informed decisions that have a real impact on revenue and growth. In fact, McKinsey & Company found that companies that make data-driven decisions are 23x more likely to acquire customers, 6x as likely to retain those customers, and 19x as likely to be profitable.
Champion of low-code automation: According to our recent survey of RevOps professionals, the majority of businesses are losing up to 25% of revenue each year due to inefficiencies in revenue processes such as lead lifecycle management. Since RevOps is all about optimizing and simplifying the revenue-generating process, it’s no surprise that RevOps Managers should have a keen grasp on how automation can be used to achieve these goals. The ideal candidate should have the prowess to leverage platforms like Tray.io to convert complex workflows into automated, scalable solutions that evolve as business requirements shift.
Adaptable and forward-thinking: If there’s one thing I’ve learned working in B2B tech, it’s that change is the only constant. A RevOps Manager should possess an adaptable mindset, and always be ready to adjust strategies, tools, and processes to match the ever-changing business landscape. According to McKinsey, companies that are agile and resilient to changes outperform their peers by up to 20% in terms of total returns to shareholders.
A comprehensive 30-60-90-day plan for any RevOps Manager
When onboarding your new RevOps Manager and equipping them with all the best tools, it’s equally important to set clear expectations and a structured plan for their initial months. To ensure a successful transition and impactful initiation, draw from this structured 30-60-90-day approach for your RevOps Manger’s integration.
30-day objectives: Understanding and analysis
Documented roadmap acquisition: Begin by gathering previous documentation of systems and project details. If these aren’t available, prioritize setting up a proper documentation process.
Funnel analysis: Dive deep into the CRM and understand the framework of the marketing and sales funnel that is currently in place. Fixing leaky lead funnels or broken order-to-cash processes should be one of the first major tasks.
System familiarization: Initiate a systems audit to familiarize with the tools used by the go-to-market team, and understand how they’re integrated and how data is reported.
Engage with the team: Set up interviews, both with leadership and rank-and-file team members, to understand their pain points, needs, and expectations.
60-day objectives: Deeper dive and early strategizing
Tech ecosystem mapping: Build a tech ecosystem diagram. This serves to demonstrate how the systems in place are connected and can help identify redundancies or gaps.
Systems and analytics gap analysis: Understand the reason behind the present systems and processes. Recognizing the gaps and comparing them with similar organizations can lead to an actionable plan.
Begin data-driven decisions: Start leveraging the available data to make informed decisions around processes that directly impact revenue.
90-day objectives: Implementation and future planning
Funnel refinement: Address and revamp the marketing and sales funnel based on the insights gained over the past 60 days.
Low-code automation: Leverage an automation platform to optimize revenue-related processes such as the lead lifecycle, order-to-cash process, customer onboarding, and upselling/cross-selling motions
Continuous improvement: In the world of RevOps, the work is never truly done. Start building a roadmap for future projects and system optimizations.
Arm your RevOps Manager with low-code automation
30 days. 90 days. 1,000 days. However far along your RevOps Manager is in their journey, there should always be two overarching goals in any project they take on: speed and efficiency. That’s why low-code automation platforms should be in every RevOps Manager’s wheelhouse. They simplify complex tasks, allowing for seamless integration of apps and automating processes without in-depth API or coding know-how. This is crucial for RevOps managers and their team that must juggle a myriad of processes across several apps.
Why RevOps Managers need a low-code automation platform
Enhanced efficiency: Manual tasks such as CRM data entry and contract reviews eat up RevOps teams’ time. By automating these processes, the focus shifts to strategic initiatives and better customer engagement.
Error reduction: Even our RevOps heroes can make mistakes. Automation minimizes these errors, ensuring consistent and accurate processes.
Accelerated adaptability: Modern platforms offer the scalability RevOps teams need so they can swiftly adjust to market demands and business requirements. With features like reusable workflows and plug-and-play templates, these teams can speedily adapt their automation strategies.
Flexibility: Customizable to the core, low-code automation platforms let teams fine-une their processes, meeting specific challenges head-on.
How your RevOps Manager can use low-code automation
Lead lifecycle management: Every RevOps Manager’s first order of business should be optimizing the lead lifecycle. From eliminating manual lead uploads to enriching leads for accurate and prompt data, low-code automation empowers teams to route quality leads faster.
Order-to-cash: The RevOps Manager’s work doesn’t end when a lead becomes a customer. Low-code automation platforms can boost efficiency in the sales order process and automate invoicing for a smoother and faster order-to-cash process.
Customer onboarding: Every RevOps Manager knows that happy customers equal steady revenue. Personalize and standardize the onboarding experience, making it fast and consistent by automating tasks such as welcome emails, user provisioning, and feedback collection.
Upselling/Cross-selling motions: Here’s a stat every RevOps Manager should know: the odds of upselling to an existing customer are up to 14x higher than selling to a new prospect. With an automation platform, RevOps Managers can automate notifications, provide insights, and simplify contract renewals to enhance customer retention and sales strategies.
RevOps mastery: Where skillful leadership meets advanced tooling
The hiring of a RevOps Manager is not just another recruitment process; it's about bringing on board a visionary that will steer your RevOps ship through calm and stormy waters alike. As Tray.io continues to empower businesses with powerful low-code automation capabilities, your RevOps Manager should be primed to harness this power, driving your enterprise to new horizons of growth and customer satisfaction. Happy hunting!