Lessons from Leading a Unified RevOps Function - Julia Kim

May 20, 2024

In this engaging discussion, Julia Kim, VP of Revenue Operations at Electric and a Columbia University instructor, shares her insights on building a unified RevOps function. She challenges the common view of RevOps as just sales operations and emphasizes the importance of cross-functional support. Julia elaborates on the role of tech ops, collaboration practices, and the need for alignment under the CRO. With practical examples, she addresses balancing reactive and proactive strategies, and introduces innovative AI applications to enhance forecasting and productivity.

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ADVICE

Rituals And Tools Drive Team Collaboration

Build collaboration rituals and lightweight systems to keep a centralized RevOps team aligned.
Use daily standups, Slack channels, Confluence, and JIRA to coordinate tickets and projects.

INSIGHT

Programs Pod Prevents Project Stall

A programs pod can own discovery, project management, and cross-functional coordination without being the final owner.
This prevents projects from stalling while stakeholders debate ownership.

ADVICE

Mirror Pods To Maintain Equality

Mirror pod structures across sales, marketing, and CX to reduce perceived inequality.
Give smaller pods access to shared resources so they can leverage broader team capacity.

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I'm a really big believer in the idea of a unified RevOps function supporting all the go-to-market teams.

But I'll be honest, sometimes it's a little discouraging when I look at how RevOps is done in practice, because outside of a few examples, I usually see essentially a sales ops function with a new name.

So I wanted to find people who are actually leading a unified RevOps team in the real world and to understand how they're doing it and how it's working out for them.

Today's guest is leading a very mature RevOps function at Electric and has a ton of practical insight to share.

Thanks to Our Sponsor

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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.

https://www.linkedin.com/in/juliajuleskim/

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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