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How Can RevOps Manage and Leverage Business Growth Opportunities with Kris Alspach, Director of Revenue Operations at UiPath

Kris Alspach, Director of Revenue Operations at UiPath, joins us in the latest of The Revenue Insights podcast to discuss how RevOps can manage business growth, why sales is a collaborative process between all teams, and how revenue operations and sales could work better together.

Growing the numbers

UiPath is a software development company that offers an end-to-end automation platform that enables organizations rapidly scale digital business operations. In December 2018, when Kris joined the team, the company was about forty million dollars ARR business. Now, it is approaching the 500 million mark. Kris believes this phenomenal growth is due to the company’s culture, leadership, and sales and operational teams.

Managing growth from an operational perspective

When a business grows fast, you need to build processes around it to handle and scale it. UiPath managed that by improving collaboration across teams. Kris also believes that the know-how and operational rigor should be instilled by a strong leadership team, which UiPath definitely has.

Operational cadences are the core of the business

One of the biggest challenges for UiPath has been to adopt the same structure, cadence, and process globally. For example, sales and RevOps have rigorous business review calls every Monday. Operational cadence helped the teams execute better and create a strong partnership between revenue operations and sales teams.

Sales is a team sport

Kris thinks sales is a collaborative process between all teams, including customer support, back-office, leadership, and sales engineers. When building the RevOps teams, Kris looks for team-oriented individuals  who can be trusted and have the basic experience in revenue operations. 

How could revenue operations and sales work better together?

Your revenue leader should understand the concept of RevOps and think of you as their Chief Operating Officer. Regarding partnering and working with sales, RevOps should be involved in regional sales meetings and reach out for sales and customer feedback on new processes.

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