RevOps Live! | Unlocking career growth in RevOps: lessons from Jacki Leahy

In this episode of RevOps Live! I sat down with Jacki Leahy, founder of Activate the Magic and fractional RevOps advisor. Jacki, a former kindergarten teacher turned RevOps expert, shared her insights on how to build a high-performing RevOps team.

From kindergarten chaos to RevOps harmony: building effective RevOps teams with Jacki Leahy

Jacki kicked the episode off by emphasizing the critical role of skilled RevOps professionals in driving organizational success. She likened the ideal VP of Revenue Operations to a “Chief of Staff” who can navigate complexity, foster alignment, and drive revenue growth.

These individuals, she argues, are the “certified unicorns” who possess the unique blend of operational expertise and interpersonal skills needed to take on a leadership role in the RevOps field.

Jacki’s takeaways:

• Embrace the “kindergarten teacher” mentality: RevOps leaders must excel at wrangling lots of big personalities, facilitating collaboration, and establishing clear systems and processes.
• Recognize the value of “certified unicorns”: Seek out individuals who have operational expertise, leadership skills, and high emotional intelligence to lead RevOps initiatives.
• Bridge the skills gap: Invest in training and development programs to nurture the next generation of RevOps talent and address the current shortage of skilled professionals.
• Prioritize alignment and collaboration: Foster a culture of shared goals and open communication across departments to break down silos and drive revenue growth.

RevOps: finding the right recipe for your organization

The day-to-day tasks of a RevOps team can vary widely depending on the organization they work for.

Jacki compared running a RevOps team to baking a cake. There’s no one recipe that guarantees success; you need to adjust the ingredients and techniques based on the type of cake you want and the occasion you’re baking for.

Just like a pro baker knows the difference between a dense fruitcake and a light sponge, RevOps professionals must be ready to change up their recipe for success, depending on the organization they’re working with.

Key factors to consider when “baking” your RevOps strategy:

• Company size: A small startup, like a simple cupcake, may prioritize rapid execution and lean processes. A large enterprise, like a multi-tiered wedding cake, requires more layers of coordination, diplomacy, and strategic alignment.
• Beyond “people, process, technology”: This common framework is a good starting point, but don’t forget the extra ingredients! Data, business intelligence, and strategic alignment are essential for a well-rounded RevOps “cake.”
• Diplomacy vs. execution: In smaller organizations, the focus is often on getting things done quickly and efficiently. Larger organizations require more finesse, with a greater emphasis on collaboration and communication.
• Strategic vs. operational: RevOps is not just about day-to-day operations; it also involves strategic planning and alignment with overall business goals. Find the right balance between these two aspects.

Remember, there’s no one-size-fits-all solution for RevOps. A mix of technical and interpersonal skills is key.

“RevOps is not just a collection of skills, but an assortment of hats”

– Jacki Leahy

Navigating blind spots and building trust in RevOps

Imagine flying a plane in inclement weather. You need to rely on your tools to navigate safely.

Just as pilots depend on their tools to see beyond their limited visibility, business leaders need RevOps to provide clear, accurate data and insights to guide decision-making.

This is especially important as leaders advance in their careers and can no longer have a direct view of every deal and every rep. RevOps builds trust and alignment within the organization by providing a reliable “dashboard” that reflects the truth of what’s happening in the business.

But what causes misalignment in the first place? Jacki points to a common fear: people are afraid to admit they don’t know what’s happening. This fear can lead to a culture of pretending, where everyone clings to their own version of reality and avoids asking tough questions.

This is where RevOps steps in as a “neutral party” – an independent source of truth that can facilitate honest conversations and drive consensus. Jacki emphasizes the courage it takes to admit knowledge gaps and the importance of aligning on definitions and metrics.

How can RevOps foster a culture of transparency and collaboration?

• Build trust through reliable data: Ensure the accuracy and integrity of your data and dashboards, so leaders have confidence in the information they’re using to make decisions.

• Facilitate open communication: Encourage honest conversations about challenges and knowledge gaps, creating a safe space for teams to ask questions and seek clarification.
• Align on definitions and metrics: Establish a shared understanding of key terms and metrics, ensuring everyone is working towards the same goals.

• Champion strong leadership: Promote a leadership style that values transparency, accountability, and collaboration, creating a culture where everyone feels empowered to contribute.

RevOps: It’s not always glamorous, but it’s always about the people

Jacki didn’t sugarcoat her journey to success. She spoke candidly about the challenges she faced, including toxic work environments and the emotional toll of navigating complex organizational dynamics.

Her message was clear:

“RevOps is not always glamorous, but it’s a rewarding career path for those who are passionate about driving alignment and enabling growth.”

Jacki’s advice for RevOps professionals:

• Be prepared for the ups and downs: RevOps can be a rollercoaster ride, with moments of triumph and frustration. It’s essential to develop resilience and a strong support network.
• Focus on learning and growth: Seek out opportunities to learn from experienced professionals and embrace continuous improvement.
• Prioritize collaboration and communication: RevOps is all about building bridges between teams and fostering a culture of shared understanding.
• Don’t be afraid to be a “therapist”: Sometimes, the most valuable thing you can do is listen, empathize, and help others navigate their challenges.
• Build your reputation and network: Your reputation is your most valuable asset. Cultivate strong relationships and be known for your integrity, expertise, and willingness to help others.

The conversation also highlighted the importance of leadership in fostering a collaborative culture. Jacki emphasized the need for executives to set the tone, avoid pitting teams against each other, and create a safe space for open communication.

For RevOps professionals looking to drive alignment within their organizations, Jacki offered these insights:

• Don’t overestimate your “brilliant solutions”: Focus on understanding the needs of your stakeholders and building consensus around solutions.
• Be a product manager, not just an order taker: Take ownership of your work, anticipate challenges, and proactively address potential roadblocks.
• Build goodwill aggressively: Cultivate strong relationships with your stakeholders and be known for your responsiveness and reliability.

“It’s not about the documentation. It’s about making people feel safe.”

– Jacki Leahy

Unleash your inner detective and become a “celebrity talent agent”

Jacki highlighted a key strength of successful RevOps practitioners: sheer curiosity. It’s not just about loving data; it’s about being curious enough to dive deep, uncover hidden patterns, and translate those findings into actionable insights.

She shared an anecdote about a time when data analysis revealed a surprising truth: their company was closing deals faster with VPs of Finance than with their assumed target audience, Chief Legal Officers. This discovery wouldn’t have been possible without a curious mind and a willingness to challenge assumptions.

But uncovering insights is only half the battle. Jacki emphasized the importance of empowering others to discover their own “aha” moments. Instead of simply presenting conclusions, she advocates for creating a “sandbox” where stakeholders can explore the data themselves and draw their own conclusions.

This approach fosters buy-in and encourages data-driven decision-making across the organization.

Jacki also offered a compelling perspective on career growth in RevOps: shift from trying to look awesome to becoming a “celebrity talent agent.” Focus on empowering those around you, helping them achieve their goals, and becoming their secret weapon for success. This approach not only builds strong relationships but also establishes you as a valuable asset to any organization.

Here are some key takeaways for RevOps professionals:

• Embrace your inner detective: Cultivate a curious mindset and use data to uncover hidden patterns and challenge assumptions.
• Create a “sandbox” for discovery: Empower stakeholders to explore data and draw their own conclusions, fostering buy-in and data-driven decision-making.
• Become a “celebrity talent agent”: Focus on helping others succeed, building a reputation as a trusted advisor and champion for growth.
• Build your network and share your knowledge: Engage with the RevOps community, contribute to online discussions, and share your expertise to establish thought leadership and expand your network.

Ready to dive deeper into these transformative strategies? Watch the full episode or download our ebook, The trailblazer’s guide to marketing, sales, and RevOps excellence.

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