#106 Metrics That Matter Across Sales, Marketing & CS - with Sarabeth Scott, SalesOps at Camber Partners

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Feb 2, 2026

Sarabeth Scott, a RevOps and sales ops leader now advising growth-equity firms, explains how to build board-ready reporting around the questions boards ask. She covers consistent metrics, sales targets vs. pipeline, forecasting nuance, quota attainment and rep productivity, CAC payback and retention economics, plus which marketing and CS metrics actually matter.

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ANECDOTE

Camunda's Low Pipeline Coverage Example

At Camunda Sarabeth saw pipeline coverage frequently sit between 1.5x and 2x due to late-stage enterprise deals.
That experience taught her coverage benchmarks must reflect deal-stage distribution, not a universal multiple.

ADVICE

Separate Ramping Reps From Fully Ramped

Calculate quota attainment only for fully ramped reps and separately report reps in ramp.
Compare planned capacity to actual capacity to explain gaps caused by hiring or attrition.

ADVICE

Measure Sales Efficiency End-To-End

Track ASP, sales cycle, conversion rates (SQO→Closed) and win rate to judge sales efficiency.
Include CAC and CAC payback to show cost-effectiveness of acquiring revenue.

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Sarabeth Scott joins Janis and Philipp to break down what great board reporting actually looks like — and which metrics boards really care about across Sales, Marketing, and Customer Success. Drawing from her experience as a RevOps leader at companies like Camunda, Talkwalker, and Upkeep, and her recent move into growth equity, Sarabeth shares a practical framework built around the questions boards consistently ask.

The conversation focuses on consistency, context, and why RevOps is uniquely positioned to connect metrics, narrative, and strategy at the board level.

We cover:

Why board reporting should be built around questions — not dashboards
The importance of consistency in board metrics and reporting formats
Core sales questions boards care about: hitting targets, future performance, and efficiency
How to think about pipeline coverage beyond generic “3–5x” rules
Quota attainment, capacity planning, and average rep productivity
Why CAC payback, GRR, and NRR matter more than ever
Marketing metrics that matter at board level: pipeline generation, quality, and efficiency

Sarabeth Scott on LinkedIn: https://www.linkedin.com/in/sbscott/
Weflow: https://getweflow.com
RevOps Chat Community: https://getweflow.com/community
RevOps Resources: https://getweflow.com/revops
Janis on LinkedIn: https://www.linkedin.com/in/janiszech
Philipp on LinkedIn: https://www.linkedin.com/in/philippstelzer

Chapters:

(00:00:00) Intro & Meet Sarabeth
(00:01:30) From Operator to Growth Equity
(00:03:15) Why Board Reporting Is a RevOps Problem
(00:04:50) Consistency, Narrative & Board Expectations
(00:07:40) Sales Metrics: Targets, Pipeline & Forecasting
(00:11:00) Pipeline Coverage: Context Matters
(00:13:50) Quota Attainment, Capacity & Rep Productivity
(00:18:50) Retention, NRR & Expansion Economics
(00:21:30) Marketing Metrics Boards Actually Care About
(00:25:20) Outbound, Pipeline Sources & Segmentation
(00:28:45) Customer Success Metrics & Health Scores
(00:31:00) Why NPS Is Easy to Game
(00:32:10) The Strategic Role of RevOps in Board Reporting
(00:35:50) Data Foundations, AI & Final Takeaways
(00:36:30) Recommendation & Closing