Is the future of SaaS growth product-led or sales-led? What if it's both? Zapier uses PLG to create an ecosystem of users and product signals which then drives their sales-led outreach.

Coordinating these motions in parallel takes technical sophistication, great communication, and tight process. Fortunately, they have a unified RevOps team that keeps everyone on the same page.

This week we chat with Lindsay Rothlisberger, Director of RevOps at Zapier, about how her team helps the magic happen.

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About Today's Guest

Lindsay Rothlisberger is a dedicated Revenue Operations Leader with a background enriched in marketing. She thrives on transforming ideas into strategies that improve the customer experience and business metrics. She currently serves as Director of Revenue Operations at Zapier, and has previously held marketing positions at UNiDAYS, Oracle, and Blackboard.

https://www.linkedin.com/in/lindsay-rothlisberger/

Key Topics

[00:00] - Introduction
[00:59] - The RevOps scope at Zapier
[02:52] - Blending PLG and Sales-Led Funnels
[15:11] - How RevOps helps coordinate different GTM motions
[22:19] - Org and reporting structure
[28:49] - Planning and prioritization
[34:05] - Tech stack and governance
[41:07] - Tracking signals and CRM architecture

Thanks to Our Sponsor

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Resource Links

How Zapier created a centralized revenue operations team

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Integrating Product-Led and Sales-Led Strategies at Zapier - Lindsay Rothlisberger

RevOps FM

Integrating Product-Led and Sales-Led Strategies at Zapier - Lindsay Rothlisberger