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Jake provides an overview of revenue operations (RevOps) as well as insight into how it can be demystified to create a successful organization. He also explores his experiences scaling tech companies from $220 million to over $1 billion in Annual Recurring Revenue (ARR), the necessity of detailed planning in sales organizations, and the importance of contingency plans.
Jake Hofwegen is the VP of Global Revenue Operations at Contentful and a revenue leader with over twenty-five years of experience in the revenue and sales operation space. He describes his role as helping technology companies grow and thrive by designing scalable and effective GTM programs. Jake has previously held similar positions at companies like NetSuite, McAfee, and Flexport.
- Jake on LinkedIn
- Jake’s Book Recommendation: Papillon by Henri Charriere
- Contentful’s Website
- Ebsta Revenue Insights Newsletter
Time Stamps:
- 01:51 – 03:07 – Jake’s story
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- 12:16 – 19:05 – The four pillars of revenue operations
- 21:04 – 24:03 – Why is enablement a key RevOps role
- 27:57 – 33:07 – Key learnings from previous roles and companies
- 33:30 – 44:13 – Three high-impact GTM strategies implemented over the last year
- 45:09 – 54:45 – Finding the right balance between planning, implementing, and monitoring
- 57:28 – 58:51 – Papillon by Henri Charriere
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Recommended Episodes:
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- An Insider’s View of a Hyper-Growth Company with Steve Hartert, Chief Marketing Officer at Jotform
- Making Data-Driven Decisions Across the Customer Journey with Luke Trewin, Founder, and Managing Director of Modern Visual