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Glossary entry

RevOps

Also known as Revenue Operations

The team that owns sales infrastructure — CRM hygiene, sequencer config, ICP definition, reporting, comp plans, tool stack. The function that determines whether the sales org is operating at 80% or 30% efficiency: strong RevOps shows up as fast onboarding, clean dashboards, working integrations, and a single source of truth. Weak RevOps shows up as quota holes nobody can explain. Mama's most engaged RevOps users build custom signal rules and configure briefs per persona.

Category: Roles Reading time: 2 min

01Definition

TLDR
The team that owns sales infrastructure — CRM hygiene, sequencer config, ICP definition, reporting, comp plans, tool stack. The function that determines whether the sales org is operating at 80% or 30% efficiency: strong RevOps shows up as fast onboarding, clean dashboards, working integrations, and a single source of truth. Weak RevOps shows up as quota holes nobody can explain. Mama's most engaged RevOps users build custom signal rules and configure briefs per persona.

02Why it matters

The function tools are sold to, even when SDRs are the end users. RevOps owns the buying decision on most outbound tools.

03Example

Worked example
RevOps lead at a 50-rep org rolls out Mama: ICP defined, signal rules tuned per segment, briefs configured per AE persona — usage hits 80% in 30 days.
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