Introduction to Revenue Operations (RevOps)

Mary Barba thrives as HubSpot Academy's Associate Inbound Revenue Operations Professor. She holds a Bachelor of Science degree from Drexel University and is certified in "Project Management for Learning Professionals." She holds numerous HubSpot Academy certifications across product-specific and product-agnostic topics, as well. Mary is a self-proclaimed "philomath" (a lover of learning) with a fanatic-level admiration of all things SaaS, tech, and inbound and has a thirst for perpetual skill d…

Doug is the CEO of Imagine Business Development. He has worked firsthand with more than 1,500 small and midsize businesses, enabling them to make sales growth predictable, sustainable, and scalable.

Jen Spencer is CEO at SmartBug Media and has a long history as a sales and marketing professional. As Vice President of Sales and Marketing at Allbound, she was responsible for developing and executing an inbound demand generation strategy, raising brand and market awareness for Allbound, and channel sales and marketing. She helped the company reach 50 percent growth in year-over-year traffic and a 363 percent increase in sales leads.

Greg is the Chief Product Officer at Brainshark. Prior to Brainshark, he was COO and co-founder at Rekener. Greg’s career has been focused on using data to grow recurring revenue businesses. Before joining Rekener, he served as VP of Operations at ZeroTurnaround, where he built its strategy and operations practice, ran customer success and renewals, helped to grow and coach its high-velocity sales organization, and optimize its marketing efforts. Prior to that, he ran the BizOps and marketing…

Ross Nibur is the Director of Operations at Toast, Inc. He loves solving the puzzles of scaling businesses and empowering front-line players to execute their jobs more easily. His idiosyncratic perspective come from his entrepreneurial journey from prep cook to sales rep and now an operations leader at a Forbes Top 10 Cloud Company. His secret technique is his ability to scale the mix of data, process, and technology a modern team has to engage with to execute the core tasks that make up their…

Daniel is the Chief Growth Officer at Ebsta, a Revenue Intelligence Platform. He believes in achieving a long-term advantage by focusing on marginal gains that compound over time. Daniel is proud to have partnered with hundreds of fast-growing B2B SaaS organisations to drive predictable revenue at scale.

Sarah Doughty has spent the last two decades leading Customer Success and Professional Services teams. She knows what processes need to be in place to help these teams operate more consistently, to deliver a great customer experience that's filled with value, and to help them achieve scale.

At time of interviewing, Yuri Dekiba was Senior Director of Sales Operations and Planning at Akamai Technologies. She later went on to be Chief of Staff of Global Sales Operations at Imperva. In her current role, she is responsible for enabling the success of the Sales Organization by prioritizing and managing key initiatives, managing the Office of the CRO, and partnering with Sales Leadership as their trusted advisor. She has over 21 years of Sales, Sales/Revenue/Marketing Operations experien…

Matt Volm is the CEO and Co-Founder of Funnel IQ, an operating system for go-to-market teams.

Sandy Robinson is VP of Sales and Revenue Operations at NYMBUS.

Matt Bolian has led teams as large as 250 people (small as four) and thousands of projects in the United States and abroad for hundreds of clients across multiple functional areas in the military, and in the private sector. He thrives under pressure in competitive, ambiguous, and autonomous environments. He breaks rules when it makes sense, and he tenaciously applies a growth mindset towards everything he does. At RevPartners, he works for a fast-paced team full of passionate people that work…