Fundamental Pillars for Developing a Best-In-Class Revenue Operations (RevOps) Team with Darren Fay, Director of Revenue Operations and Intelligence at Instructure

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by  Darren Fay, Director of Revenue Operations and Intelligence at Instructure. They discuss strategies to build world-class revenue operations teams. They further delve into the role of trust and transparency as important tools for workforce growth and development. 

As director of revenue operations and intelligence, he has helped scale the revenue operations  unit at Instructure. He’s helped the company execute its sales and marketing goals.. He was previously Sr. Manager, Sales and Marketing Operations at Instructure. He was the manager of revenue operations and strategic business development at Claravine. He’s also held other sales and marketing roles in his career. Darren’s LinkedIn

Show Notes

00:23-01:29 – Darren’s story and how he got into Instructure

02:20 – 04:02 – Structure of RevOps at Instructure and Darren’s hierarchy

04:10 – 04:40 – How do the different teams of the Revenue operations work together, and how they blend with the company 

04:50 – 05:45 – Alignment as an essential factor in developing a best-in-class Revenue ops team structure

07:04 – 07:45 – How to develop the best decisions/solutions in rev ops

09:30 – 10:52 – Foundational pillars for developing a best-in-class ops team

15;52 – 17:28 – How to ensure all teams and units across the company are aligned

18:00 – 19:45 – Secrets for coaching sales reps to help them constantly provide value

20:23 – 21:44 – How to prioritize the most important goals of the team and organization 

23:52 – 25:32 – Key lessons from last year 

26:26 – 28:50 – How to develop your team members to handle greater responsibilities

31:59 – 33:00 – Importance of workforce growth and development 

36:34 – 36:45 –  Darren’s book recommendation – Kerry Patterson’s Crucial Conversations 

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