Lindsay Rothlisberger

Director, Revenue Operations, Zapier

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Zapier Director, Revenue Operations, Lindsay Rothlisberger on Revenue Strategy Execution

October 2 @ 10:00AM PST

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What's your framework to prioritizing needs/deliverables when you're the first revenue operations manager at a company establishing the function?

Lindsay Rothlisberger

Zapier Director, Revenue Operations • April 5

To set yourself up for success when establishing a Revenue Operations function, I recommend starting with an exercise to map out and benchmark the revenue process. You can use this to create a roadmap and then prioritize tasks using a framework such as the Value vs Effort Matrix. When RevOps i......Read More

1115 Views

What are some tried and true strategies to drive alignment cross-functionally for a remote team?

Lindsay Rothlisberger

Zapier Director, Revenue Operations • September 22

Zapier has always been a remote workplace, so I appreciate how intentional teams are about building culture, relationships and trust. Some of the strategies I’ve found most successful in maintaining cross-functional alignment: 1. Call out misalignment promptly: it’s important to be vocal when ......Read More

817 Views

How do you think about your first 30/60/90 day goals when coming in as the Head of revenue operations in a startup that didn't have revenue operations before?

Lindsay Rothlisberger

Zapier Director, Revenue Operations • April 5

Here are some goals I’d consider for a new RevOps function: First 30 days: 1. Meet with key stakeholders in sales, marketing, customer success, and finance to understand the current processes, tools, and technology being used. 2. Use the information gathered to identify areas where ......Read More

735 Views

What does your revenue operations team org structure look like?

Lindsay Rothlisberger

Zapier Director, Revenue Operations • April 5

The Revenue Operations team at Zapier consists of four sub-teams focused on making sure that Zapier prospects and customers receive a seamless experience across marketing, sales and customer success interactions. To be more specific, we work to improve the effectiveness and efficiency of go-to......Read More

711 Views

When developing your org - how do you delineate between marketing ops talent and rev ops? Do they belong in one team or separately? If separate, how do they best work together?

Lindsay Rothlisberger

Zapier Director, Revenue Operations • April 5

Marketing Ops teams are typically focused on executing and optimizing marketing campaigns. This includes marketing technology system management, data analysis, and campaign planning. Revenue Ops teams are focused on optimizing revenue generation and the customer experience across all go-to-market......Read More

679 Views

How often do Marketing and Sales have joint meetings to discuss lead performance and campaign results?

Lindsay Rothlisberger

Zapier Director, Revenue Operations • April 25

At Zapier, Marketing and Sales collaboration is structured across various forums and levels within the organization, all with different levels of altitude, but all to report on, align and improve performance: 1. Weekly Business Reviews: Held every week, these meetings focus on reviewing top......Read More

646 Views

How do you retain good talent, especially when revenue operations roles are in such high demand across the industry?

Lindsay Rothlisberger

Zapier Director, Revenue Operations • April 5

To retain good RevOps talent: 1. Ensure that you support them in balancing foundational work, such as addressing tech debt, creating documentation, and building scalable infrastructure alongside reactive, execution-focused work. RevOps teams run the risk of spending most of their time comp......Read More

633 Views

How can RevOps play a more central role in bridging the gap between Marketing and Sales?

Lindsay Rothlisberger

Zapier Director, Revenue Operations • April 25

RevOps can play a pivotal role in bridging the gap between Marketing and Sales by implementing several actions: 1. Calling out Misalignment: RevOps is uniquely positioned to spot and address areas of misalignment as they have visibility across the entire funnel. For example, if Marketin......Read More

465 Views

How do you approach stakeholder management differently based on the team you're talking to?

Lindsay Rothlisberger

Zapier Director, Revenue Operations • September 22

It’s important to understand the goals and challenges of the teams you’re working with. I’ve found that by considering their priorities and their communication styles you can improve your partnership tremendously. I am going to give some examples, however this is not meant to overgeneralize becau......Read More

444 Views

What are the biggest challenges you're facing when it comes to marketing and sales alignment?

Lindsay Rothlisberger

Zapier Director, Revenue Operations • April 25

We recently started selling a new product and so our key challenges are: 1. Unified Narrative: One of the biggest hurdles is ensuring consistent messaging across all customer interactions, whether they're one-on-one or one-to-many. It's crucial that our teams convey a cohesive story t......Read More