Lauren Hughes, VP of Revenue Effectiveness at Justworks and former Global Head of RevOps at InMobi, joins Janis and Philipp to share how RevOps can become the connective tissue between product and go-to-market. Lauren walks through her experience scaling RevOps during hypergrowth, driving alignment with product, and building operating cadences that keep leadership on the same page.

We cover:

• Lessons from scaling InMobi from $300M to $600M+ revenue

• How to build RevOps from 2 people “tinkering in Salesforce” to a 25+ person team

• Driving interlock between product and revenue teams under pressure

• Why operating cadences matter more than tools

• Balancing short-term firefighting with long-term roadmap planning

• How RevOps can translate customer needs into product strategy

Lauren Hughes on LinkedIn:

https://www.linkedin.com/in/laurenehughes10023/

Pipeline Visibility Cheat Sheet: ⁠https://www.getweflow.com/content/pipeline-visibility-cheat-sheet⁠⁠

Janis on LinkedIn: ⁠⁠⁠⁠https://www.linkedin.com/in/janiszech ⁠ ⁠⁠ ⁠

Phillip on LinkedIn: ⁠⁠⁠⁠https://www.linkedin.com/in/philippstelzer⁠

Chapters:

(00:00:00) Intro & Meet Lauren

(00:02:00) Scaling RevOps at InMobi During Hypergrowth

(00:07:15) First Hires & Building Business Planning Into RevOps

(00:12:40) Driving Product <> Revenue Interlock

(00:18:20) Operating Cadences & Leadership Alignment

(00:23:30) Balancing Fix-It Mode With Future Planning

(00:29:10) Lessons Learned & Applying Them at Justworks

(00:34:30) Podcasts & Resources Lauren Recommends

#93 Aligning Product and GTM Through RevOps – with Lauren Hughes, VP, Revenue Effectiveness at Justworks

RevOps Lab