Revenue Operations has been one of the fastest-growing teams within sales and marketing departments, with 48% of companies now having a RevOps function, up 15% from last year. A crucial aspect of building a high-performance RevOps team is asking the right RevOps interview questions to filter out under-performers during the interview process.
However, hiring managers often find this challenging. Turnover rates within sales departments spiked as high as 27%—twice the rate of the overall labor force—while turnover within marketing departments hovers around 13%.
That’s why we’ve partnered with RevOps leaders from across North America to share the top 25 RevOps interview questions you need to ask during the interview process. While not exhaustive, these questions will provide you and your interview team with an in-depth understanding of the skills, experiences, and qualities of each candidate.
We’ve broken these RevOps interview questions down into different stages of the interview process to help you construct an interview that is structured, rigorous, and objective. These questions have been entered into a customizable scorecard where candidate answers are scored relative to the ideal answer, then analyzed against other candidates and ranked.
Download our RevOps Interview Scorecard, along with answer criteria here.
Table of contents:
Section 1: Ice Breakers and Background
In the initial stage of a RevOps interview, ice breaker questions play a crucial role in setting the tone for a more in-depth conversation. This is the opportunity for both hiring managers and candidates alike to build initial rapport and learn about the objectives of one another.
For hiring managers, these questions gauge a candidate’s genuine interest in Revenue Operations, how their personal career trajectory aligns with the core functions of RevOps, and how committed they are to mastering the RevOps role.
For job seekers, this is your opportunity to showcase your passion and understanding of RevOps. It’s a chance to connect your past experiences and aspirations with the specific challenges and opportunities in the role you’re applying for, demonstrating not just your suitability for the position but also your enthusiasm for contributing to team’s success. This initial exchange sets the groundwork for a more meaningful assessment of skills and fit as the interview progresses.
Questions 1-5
Q1: What motivated you to specialize in Revenue Operations rather than other areas of business operations?
Q2: How have your past roles prepared you for the complexities of Revenue Operations?
Q3: What RevOps thought leaders or influencers do you follow, and why?
Q4: What attracted you to our company’s approach to RevOps?
Q5: What makes your different from other applicants for this role?
What RevOps Leaders Are Asking Candidates:
Section 2: Technical Skills and Experience
In the Technical Skills and Experience section, it’s time to delve deeper into the candidate’s proficiency with the tools and methodologies central to Revenue Operations.
For hiring managers, this selection of RevOps interview questions allows you to assess the practical and technical competencies of each candidate. You should be particularly interested in their hands-on experience with CRM systems, their approach to integrating data across sales, marketing, and customer service, and their capability to utilize automation tools that streamline operational processes.
For job seekers, this is the moment to highlight specific instances where you’ve successfully optimized systems or led projects that significantly improved efficiency and revenue generation. Demonstrating your expertise through detailed examples not only shows your technical acumen but also your ability to apply these skills effectively within a business context. This part of the interview is crucial for understanding how well a candidate can handle the day-to-day challenges they will face in a RevOps role and their potential to drive meaningful improvements in our operations.
Questions 6-12
Q6: Describe your experience with integrating sales, marketing, and customer success data into a unified RevOps dashboard.
Q7: What metrics do you prioritize when analyzing sales funnel efficiency?
Q8: Discuss a time when you had to optimize a CRM to better support RevOps goals.
Q9: Explain your familiarity with automation tools specifically used for streamlining revenue operations.
Q10: How do you manage and reconcile discrepancies between sales forecasts and actuals?
Q11: What strategies have you implemented to enhance lead scoring or lead routing processes?
Q12: Describe your role in deploying and optimizing a CRM system.
What RevOps Leaders Are Asking Candidates:
Section 3: Strategic Thinking and Problem Solving
During the Strategic Thinking and Problem Solving section of the interview, you should focus on understanding how candidates conceptualize and execute strategies within the RevOps framework.
For hiring managers, this selection of RevOps interview questions evaluates a candidate’s ability to not only manage current operations but also foresee and mitigate future challenges. Dig into how they have handled changes in market dynamics, how they use predictive analytics to influence operational decisions, and their strategic initiatives to improve the revenue lifecycle. The best RevOps candidates can demonstrate their ability to think holistically and act decisively, ensuring alignment among sales, marketing, and customer success teams to drive business growth.
For job seekers, this segment offers a platform to present case studies or scenarios where your strategic decisions had a positive impact on your previous employers’ operations. Sharing detailed examples of how you developed and led strategies that countered business challenges or capitalized on new opportunities illustrates your strategic depth and your readiness to contribute at a high level. This is your chance to show how your strategic thinking can translate into effective leadership within the RevOps framework, emphasizing your potential value to the organization.
Questions 13-18
Q13: How do you ensure alignment between sales, marketing, and customer success teams?
Q14: Describe a strategic plan you developed to enhance the revenue lifecycle.
Q15: How do you handle changes in market dynamics that impact revenue generation?
Q16: Give an example of how you’ve used predictive analytics to improve operational efficiency.
Q17: What approaches do you use to forecast and manage churn in a customer base?
Q18: Can you discuss a project where you had to optimize the tech stack to better meet the needs of the RevOps function?
What RevOps Leaders Are Asking Candidates:
Section 4: Cultural Fit and Interpersonal Skills
In the Cultural Fit and Interpersonal Skills section of the interview, you explore how well a candidate aligns with your company’s values and working environment.
For hiring managers, this part is crucial for assessing whether the candidate can thrive within your organizational culture and contribute positively to your team dynamics. Listen carefully to how candidates describe their management and communication styles, their approaches to fostering collaboration in cross-functional teams, and how they’ve handled resistance to new policies or tools in the past. It’s important that they demonstrate not just the ability to work well with others, but also a strong commitment to maintaining transparency and ethical standards in their professional conduct.
For job seekers, this is an opportunity to emphasize your interpersonal skills and your adaptability to different corporate cultures. Illustrate through examples how you have contributed to a positive work environment, supported team members, and led initiatives that bridge gaps between different departments. This is the time to convey your personal values and how they resonate with the company’s mission and practices, highlighting your potential to be not just a team member, but a team builder. Your responses here can significantly influence the overall impression you leave, showing that you are not only capable but also a harmonious fit for the team.
Questions 19-25
Q19: How would you describe your management style within a cross-functional team environment?
Q20: What practices do you implement to maintain effective communication across diverse teams?
Q21: Can you give an example of how you foster a collaborative culture among teams that traditionally work in silos?
Q22: Describe how you’ve handled a situation where there was resistance to a new RevOps policy or tool.
Q23: What is your approach to training and developing team members in RevOps-specific skills?
Q24: How do you balance strategic planning with day-to-day operational tasks in a fast-paced environment?
Q25: What are your career goals in RevOps, and how do you see yourself achieving them?
What RevOps Leaders Are Asking Candidates:
Concluding the interview:
Each interview should conclude with a summarization of the next steps and allow time for candidates to ask you questions. This final stage is a two-way street: while candidates are vying for the role, you’re also presenting the appeal and benefits of joining your company. Aim to close the conversation on a note of mutual respect, leaving candidates informed about the next steps and feeling valued by your team. It’s important that they walk away with a clear picture of their potential place within the company and the positive impact they could make.
Need more advice on how you to build your RevOps team? Our Sales Recruiters can help. We’ve partnered with more than 2500 growth focused firms, helping them stock their sales and revenue operations teams with top performers who are proven to drive growth and radically increase revenues.
