Operations with Sean Lane

Demystifying Go-to-Market Efficiency with Go Nimbly CEO Jen Igartua

04 Apr 2025

Contributed by Lukas

What does it really take to make go-to-market teams more efficient? Our guest on this episode, Jen Igartua, works on answering this question every day...

The Untapped Potential of Partner Operations with Euler CEO Greg Portnoy

31 Mar 2025

Contributed by Lukas

Partnerships teams often feel like the forgotten child of the go-to-market org—under-resourced, misunderstood, and held to different standards than ...

AI Is the Tool, Not the Answer with Nara Logics CEO Jana Eggers (Live from Startup Week Boston)

25 Mar 2025

Contributed by Lukas

AI may be having a moment, but for Jana Eggers, it's been a career. Jana is the CEO of Nara Logics, an AI Advisor software company, and she's been bui...

Accelerating Commercial Performance through AI with NVIDIA's Kelly Goles

01 Mar 2025

Contributed by Lukas

AI is revolutionizing every part of go-to-market strategy, and Nvidia’s Kelly Goles is at the forefront of that transformation. As the Manager of Re...

Rethinking Customer Success Playbooks with Mike Lemire (Live from Startup Week Boston)

27 Feb 2025

Contributed by Lukas

For a long time, post-sale teams haven’t received the attention they deserve. Companies have historically prioritized revenue growth over revenue pr...

Bridging Academia and Entrepreneurship: Practical Lessons for Founders with Dr. Shari Worthington (Live from Startup Week Boston)

31 Jan 2025

Contributed by Lukas

In this special episode recorded live at Startup Boston Week, we sit down with Dr. Shari Worthington, Associate Professor and Associate Director of th...

Building a Thriving Community for 14,000 Operators with RevOps Co-op CEO Matt Volm

03 Jan 2025

Contributed by Lukas

In this episode of Operations, Sean dives into the world of community-building with Matt Volm, CEO and Co-Founder of RevOps Co-op —a vibrant network...

How Canva Reinvented its Enterprise Sales Motion at $1B ARR with Aarti Raman

20 Dec 2024

Contributed by Lukas

Product-led and sales-led growth motions aren't binary; they exist on a spectrum. In this episode of Operations, we dive into the fascinating story of...

What Separates Seasoned CROs from rising VPs Sales with pclub.io CEO Chris Orlob

11 Dec 2024

Contributed by Lukas

What separates the best CROs from up-and-coming sales leaders? In this episode of Operations, we dive deep with Chris Orlob, CEO at pclub.io, to uncov...

A Blueprint for Championing and Inspiring Operators with The Revenue Operations Manual Author Laura Adint

22 Nov 2024

Contributed by Lukas

This fall, my new book, The Revenue Operations Manual, a blueprint for running a world-class RevOps org, was released. The book includes interviews wi...

Why the AI Agent Era Will Change Everything with Bonfire Ventures' Brett Queener

04 Sep 2024

Contributed by Lukas

Have you ever had a conversation that just sticks with you for days? It challenges everything you previously thought to be true. You sit up at night r...

The Challenges of Operations in a Usage-Based Business with Checkr's Lauren Davis

16 Aug 2024

Contributed by Lukas

If you spend most of your career in a particular business model, it might be difficult to translate some of the things you believe to be foundational ...

Inside OpenAI's Operations Team with Keith Jones

19 Jul 2024

Contributed by Lukas

If you’re having a conversation about the world’s most innovative companies, it’s hard to imagine a conversation taking place that doesn’t men...

How the Best Sales Leaders Approach Planning with TigerEye's Will Magnuson and Anna Randall

05 Jul 2024

Contributed by Lukas

It’s funny how certain stereotypes emerge about different roles in an organization. On today’s episode, we’re talking to not 1, but 2 incredibly...

The Emergence of Revenue Orchestration Platforms with Forrester's Anthony McPartlin

21 Jun 2024

Contributed by Lukas

It can be hard sometimes to keep up with the pace of change in the tech landscape. New tools, new possibilities, new categories emerge. Luckily, there...

Adapting from SaaS to Services with Mission Cloud's Dina Otero

08 Jun 2024

Contributed by Lukas

The best Operators I know exhibit "adaptive excellence." They can be dropped into any brand new situation, use their experience and the context of the...

The Color-Coding Exercise to Unlock Your RevOps Career Growth

24 May 2024

Contributed by Lukas

Operators are employees who want to learn. They want to stretch their minds and better understand an organization and how all its pieces fit together....

Why Operators are the Key to Leveraging AI with Copy.ai CMO Kyle Coleman

10 May 2024

Contributed by Lukas

It's really encouraging that the tech marketplace is making the transition from AI hype to AI execution. We’re getting into real, concrete use cases...

The Secret to Snowflake's Attribution and Finally Aligning Sales and Marketing with Hillary Carpio and Travis Henry

19 Apr 2024

Contributed by Lukas

It’s not often someone builds something so high-functioning that it’s worthy of an entire book, but the guests on this episode accomplished exactl...

How to Forecast within 5% with Paul Shea and Chris Lowry

05 Apr 2024

Contributed by Lukas

Kevin Knieriem, President of Strategic GTM at Clari, wrote, "The sales forecasting process is so much more than just calling a number. It represents t...

The Transition from Planning Mode to Execution Mode with Michael Heilmann

19 Mar 2024

Contributed by Lukas

It's Q1. All of your plans for the new year have been out for a while. You’re off and running in this new Fiscal Year. But how are things going? Wer...

The Passion for Building and Scaling Iconic Businesses with Noah Marks

01 Mar 2024

Contributed by Lukas

I’ve always marveled at the Operators at larger companies who are tasked with the breadth of challenges and responsibilities that come with a role a...

Should Enablement Report to RevOps with Visualize's Carlos Nouche

16 Feb 2024

Contributed by Lukas

On today’s episode, we’re going to explore the relationship between Ops and Enablement and whether, wait for it, Enablement should actually report...

The Journey from 17th Employee to CEO with BlueConic's Cory Munchbach

02 Feb 2024

Contributed by Lukas

I think earlier in my career, I just assumed that anybody with a "C" at the beginning of their title knew everything. They had all the answers. Of cou...

Why "Composability" is the Key to Designing the Modern Tech Stack with HubSpot's Scott Brinker

19 Jan 2024

Contributed by Lukas

If you work in Marketing Technology, chances are you’ve come across the MarTech Map graphic at some point in your career. You know the one – the g...

How This Operator Found, Bought, and Became CEO of Their Own Business with Revenue Accelerator's Christi Loucks

05 Jan 2024

Contributed by Lukas

Making the decision to go off on your own to build your own business is a daunting one. Social media would make you think that it’s all the rage rig...

RevOps Shouldn't Be SalesOps in Disguise

22 Dec 2023

Contributed by Lukas

There are some teams called Revenue Operations, but when you pull the curtain just a little bit, it’s really just Sales Operations in disguise, mayb...

EdTech's "Mission to Mission" Go-to-Market Approach with TeachFX's Rachel Jordan and Laurence Hall

08 Dec 2023

Contributed by Lukas

It’s so easy to get used to the echo chamber of B2B Tech Companies selling to other B2B Tech Companies. You learn a certain way of doing things, and...

A New Approach to Operations in New Market Conditions with Logixboard's Hannah Duncan

25 Nov 2023

Contributed by Lukas

It’s no secret that Operators and companies have been working in very different economic conditions for the past couple of years.Our guest today is ...

How Building Strong Company Foundations Allows You to Actually Run Your Business with Sweep's Benjamin Zeitz

10 Nov 2023

Contributed by Lukas

A former CRO and I used to have a running joke, "I can’t wait until we can get back to just running the business." It’s so easy in Operations to g...

Launching a New Product from Scratch as a General Manager with Force Management's Kathleen Schindler

27 Oct 2023

Contributed by Lukas

The role of the General Manager is one that's always been intriguing to me, but I've had a hard time wrapping my arms around it. Until now. And on thi...

The Rise of VC Operations with Sydecar's Halle Kaplan-Allen

13 Oct 2023

Contributed by Lukas

Venture Capital firms are often the thought leaders and the tastemakers when it comes to new technologies and trends. But despite VC's focus on effici...

Charting a Course for International Expansion with Gong's Shantanu Shekhar

29 Sep 2023

Contributed by Lukas

The moment when a US-based company decides to expand internationally -- more specifically when they decide to open up local offices in those internati...

Why RevOps Policies are Your Company's Competitive Advantage with Fullcast Co-Founder Bala Balabaskaran

15 Sep 2023

Contributed by Lukas

Around this time of year, Operators are entering Planning season. We’re starting to piece together a laundry list of tasks that we need to accomplis...

When "Good Enough" is Good Enough at Early Stage Companies with Taft Love

01 Sep 2023

Contributed by Lukas

It’s really tricky at an early stage company to know whether that new thing you’re building, that new process, that new report, that new piece of ...

The Magic of Marketplaces with Colin Gardiner

18 Aug 2023

Contributed by Lukas

Most of our time on this show has been spent looking at B2B SaaS companies. Where we have not spent much time at all, until today, is on marketplaces....

Navigating from Start-up to Scale-up with LinkSquares' Tim Parilla

04 Aug 2023

Contributed by Lukas

One of the most interesting inflection points in a company’s evolution is when it becomes abundantly clear to everyone on the team that it’s time ...

Special Announcement from Sean

01 Aug 2023

Contributed by Lukas

A couple of big pieces of news for Sean, and the show!

How AI is Driving The Shift from Best of Breed to All-in-One Solutions with Recorded Future CMO Tom Wentworth

21 Jul 2023

Contributed by Lukas

When we started this show, we knew we wanted it to be unabashedly for operators, with expert guests sharing lessons from those who had been there, don...

An Operator's Guide to Filling Your Cup with Jacki Leahy

07 Jul 2023

Contributed by Lukas

It’s really quite refreshing when you see people being vulnerable about their own struggles in a professional environment. We all try to be so polis...

Why the Future of Work Should Optimize for Teams with Cisco Meraki COO Denise Thomas

23 Jun 2023

Contributed by Lukas

When you stop and think about it, it’s pretty crazy that our entire mindset around work has been completely challenged in just a few short years.And...

Finding the Right Consulting Resources for Your Most Important Projects with FoundHQ's Max Maeder

09 Jun 2023

Contributed by Lukas

Most Ops teams are notoriously strapped for resources. We scrape and we claw to build our teams, and design them to make meaningful impacts on our org...

How to Escape your Company's Wild West with CaptivateIQ's Johnathan Warren

26 May 2023

Contributed by Lukas

Many growing companies go through a phase where things are loose, messy, and undefined. This episode's guest, Johnathan Warren, affectionately refers ...

The RevOps Definition That Most People Get Wrong

28 Apr 2023

Contributed by Lukas

In January 2023, LinkedIn released its list of the 25 fastest-growing job titles in the US. The #1 job on that list? Head of Revenue Operations.If you...

Why Discipline Makes You a Better Operator with AudioEye's Rupert Dallas

14 Apr 2023

Contributed by Lukas

Start-ups often preach speed over execution. And it makes sense: “Take the disciplined, thoughtful approach” doesn’t really pop off the wall nex...

Top 10 Lessons From 100 Episodes Of Operations

31 Mar 2023

Contributed by Lukas

100 episodes of Operations! We are so grateful for the brilliant Operators who have been so generous with their time and their lessons on this show.Af...

Why Agile Sales Reps Win More Deals with Michelle Vazzana

24 Mar 2023

Contributed by Lukas

In Sales, it’s not hard to find people with opinions. Everyone has their own biases shaped by their own experiences, but give me a data-driven concl...

Overcoming Imposter Syndrome as a New Operator with Ping Del Giudice

27 Feb 2023

Contributed by Lukas

We’ve all at some point heard about or felt some flavor of imposter syndrome - that feeling where you are quite certain you don’t belong and you’...

The Walls and Stalls of Growth with Revenue.io's Alastair Woolcock

10 Feb 2023

Contributed by Lukas

As much as we want it to be, growth inside of companies isn't a straight line. And while I don’t think people are oblivious to that fact, we’re al...

Separating Practices from Best Practices with Insight Partners' Jeremey Donovan

20 Jan 2023

Contributed by Lukas

Our guests' experiences, and their stories, are great. But for operators, we should know that numbers – proven approaches that yield tangible, measu...

Why Operators are Attracted to Pain with 1Password's Navin Persaud

06 Jan 2023

Contributed by Lukas

If you’re an operator, you can’t deny that you get some sick satisfaction out of untangling a ball of impossibly tangled lights.There’s somethin...

What it Really Takes to Run Slack's PLG Motion with Namrata Ram

16 Dec 2022

Contributed by Lukas

Product-Led Growth, or PLG, is about as buzzword-y a buzzword as you can find right now.But what does it take to actually run a real PLG motion at sca...

How to Adjust Annual Planning During Economic Uncertainty with Unqork's Heidi Thompson

02 Dec 2022

Contributed by Lukas

In a typical annual planning exercise, so much work goes into preparing your team and your company for the upcoming fiscal year. But this year, there’...

The Journey from Operator to Advisor with Forethought's Jeff Ignacio

18 Nov 2022

Contributed by Lukas

Our guest this week has a day job, but in this episode, we’re not actually talking about that day job. We’re going deep on something else: advisin...

LIVE From Revenue Excellence Summit: RevOps in Rapidly Scaling Sales Orgs

04 Nov 2022

Contributed by Lukas

Typically, we bring just one incredible operator for us to learn from on this podcast, but this week, we've got 4.I recently hosted a RevOps panel at ...

The Future of Hyperautomation with Truly CEO Erol Toker

07 Oct 2022

Contributed by Lukas

Everyone strives for benchmarks, but at what point do benchmarks stop being aspirational and instead just become handcuffs?The people who question lim...

#throwback The Intersection of Sales Operations and Sales Enablement with Spekit CEO Melanie Fellay

23 Sep 2022

Contributed by Lukas

The intersection of Sales Operations and Sales Enablement is a fascinating place. It’s where process, performance, systems, and analysis all converg...

The True ROI of Digital Adoption with WalkMe's Maor Ezer

09 Sep 2022

Contributed by Lukas

There is plenty of content out there about optimizing the customer journey or designing ideal user experiences. But for Operations teams, we have to n...

How Hypergrowth Companies "Run Revenue" with Clari's Kyle Coleman

26 Aug 2022

Contributed by Lukas

Revenue teams, and specifically Revenue Operations teams, are responsible for a lot.We recently talked to someone, though, who has a really smart and ...

The Hidden Ripple Effects of Personnel Changes with Reprise's Phoebe Farber

12 Aug 2022

Contributed by Lukas

When someone new is hired at your hypergrowth company, territories are not magically assigned, commission plans are not automatically shipped. There a...

The Genesis of Drift’s Sales Lab with Kyle Bastien

29 Jul 2022

Contributed by Lukas

If you look around your company today, it probably wouldn’t be hard to find people who had an idea or an opinion about how to make your sales proces...

Learning a New Industry from Scratch with Brightflag's Rebecca Silverstein

15 Jul 2022

Contributed by Lukas

Operators are constant learners. We seek out new things, we aim to understand the "why" behind what’s happening around us. So what does it look like...

How to Design and Build a Community with The Lola's Eileen Lee

01 Jul 2022

Contributed by Lukas

Ten years ago, I joined a newly-formed Fellowship program called Venture for America, a non-profit that takes recent grads and trains them as entrepre...

How CEOs are Reacting to the New Market Environment with BoostUp CEO Sharad Verma

17 Jun 2022

Contributed by Lukas

Turn on the news, read a financial advice column, or just click refresh on LinkedIn and you’ll be bombarded with stories of layoffs, venture capital...

#throwback The 8 Pillars Of Being A Second In Command (aka The COO) With Cameron Herold

03 Jun 2022

Contributed by Lukas

When we first started this show, there was one podcast out there about Operations that people told us we should check out. That podcast is called “S...

The Lifecycle of an Operations Hire with SmartBear's Anu Krishnakumar

20 May 2022

Contributed by Lukas

Everyone wants to say that they have a Revenue Operations team these days. Companies that didn’t have the function in recent years are suddenly scra...

Designing the Modern SDR Organization with Workiva's Melissa Raber

06 May 2022

Contributed by Lukas

Let’s face it: prospecting is really really hard. In 2022, there is more information than ever before at our fingertips to help us prospect, but the...

Make Operations Your Startup’s Incubator with LeagueSide’s Zubin Teherani

22 Apr 2022

Contributed by Lukas

We can get caught up sometimes in what the most ideal and advanced versions of an Operations team can look like.It can be easy to forget the early day...

Shifting the Finish Line of Sales Enablement with Stripe's Marcela Piñeros

08 Apr 2022

Contributed by Lukas

How each of us learns is a pretty fascinating thing, isn't it? How we retain information, or more frequently, how we don’t retain it.Our guest on th...

#throwback The Art & Science of Snowflake’s Sales Capacity Planning with Rachel Haley

25 Mar 2022

Contributed by Lukas

This week, we're throwing it back to the most popular episode of Operations ever.It's hard to take what looks like a perfect plan on paper and transla...

The 3 Common Traits of the Most Successful Operators

11 Mar 2022

Contributed by Lukas

For our 75th episode, we wanted to focus on you, the Operators. What makes you tick? What are the characteristics we see in each other? What do we asp...

Why Venture Capital Needs Operators with Operator Collective’s Mallun Yen

25 Feb 2022

Contributed by Lukas

There’s an “aha” moment when you’re teaching someone something. You become more clear in your own point of view and you realize how much you k...

How To Increase Bookings Through Strategic Account Management With Bain's Greg Callahan

11 Feb 2022

Contributed by Lukas

What if someone told you they could increase your company’s bookings by 20 - 40%? Not a bad hook, right?The strategy to support that hook comes from...

The Anatomy of Creating a Category with Former Gainsight COO Allison Pickens

28 Jan 2022

Contributed by Lukas

What does it mean to create category? A lot of companies say they are creating their own category, so we wanted to talk to someone who is an expert in...

#throwback Imperfection is Commitment’s Secret Weapon with Karen Borchert

07 Jan 2022

Contributed by Lukas

It’s that time of year when everyone is taking stock of what they accomplished (and didn't accomplish) last year, so we decided to bring back one of...

LIVE from Modern Sales Pros: Why Operations is the Key to Sales & Marketing Alignment

17 Dec 2021

Contributed by Lukas

On this episode, we're taking you inside a recent LIVE panel hosted by Drift and Modern Sales Pros on a topic everyone in Operations has likely wrangl...

Inside a Consultant's Operations Framework with CS2's Crissy Vetere-Saunders

03 Dec 2021

Contributed by Lukas

It's fascinating to consider the different Operations approaches of consultant vs. in-house practitioners. Consultants have so many more data points a...

How Solutions Consultants Build Trust Both In and Outside of Their Companies with Drift's Joshua Perk

12 Nov 2021

Contributed by Lukas

If you've worked in a start-up company, you know the feeling of when things really start to scale. Sales reps that used to do everything from prospect...

The Top Books Recommended by Operations Pros

29 Oct 2021

Contributed by Lukas

In the more than 60 episodes of this show, we’ve learned a lot from our guests. But if you’re a regular listener to the show, you know we also ask...

Building MongoDB's Complex Go-to-Market Motion with Meghan Gill

15 Oct 2021

Contributed by Lukas

Hypergrowth organizations are constantly evolving: product offerings change, go-to-market strategies shift, personnel turns over.In Operations, we oft...

Under the Hood of Product-Led Growth with OpenView's Kyle Poyar

01 Oct 2021

Contributed by Lukas

The tech industry is definitely one of trends and hype for those trends. Go on Twitter, go on LinkedIn -- you’ll find evangelists for the next big t...

Happy International Podcast Day

30 Sep 2021

Contributed by Lukas

Thanks for listening to Operations. We’re always looking for ways to level up our podcasts, so today we’re asking for your feedback. Head to https...

#throwback Inside Salesforce’s Annual Planning Process with Bala Balabaskaran (aka The Guy Who Built It)

17 Sep 2021

Contributed by Lukas

It's annual planning time, so we decided to throw it back to one of our earliest episodes all about the annual planning process at Salesforce.com.On t...

Why Drift's Dave Gerhardt Changed His Mind about Marketing Ops

03 Sep 2021

Contributed by Lukas

Ever heard of a "boomerang" employee? Someone who left, and then later comes back to rejoin the company? We’ve had a few awesome boomerang stories d...

3 Consistent Truths for Operations Teams and Your Reporting Structure

20 Aug 2021

Contributed by Lukas

A lot has been written about the different types of team models and reporting structures in Operations. And, of course, it’s important to be thought...

The Truth About CPQ Tools with DealHub CRO Eyal Orgil

06 Aug 2021

Contributed by Lukas

At hypergrowth companies, a pretty common sign that your company is growing up is when it comes time to purchase and implement a tool to help you Conf...

Get Reps Out of the Data Entry Business with InsightSquared CEO Todd Abbott

23 Jul 2021

Contributed by Lukas

It’s rare that a guest prompts us to completely rethink how we approach the work we do and our roles in our companies.That’s exactly what happened...

Solving for the Reps' Day In the Life with Dooly's Michelle Pietsch

09 Jul 2021

Contributed by Lukas

As operators, we spend so much time thinking about the Day-In-The-Life of the sales reps at our companies.There are so many different things competing...

4 Steps to Launching a New Tool That People Actually Use

25 Jun 2021

Contributed by Lukas

When you buy a new tool, your organization has placed a considerable investment in buying that tool, not to mention the investment made in Operations ...

The Future of Sales Ops' Relationship with Sales with GlobalFoundries' Kelley Chan

11 Jun 2021

Contributed by Lukas

It’s easy to say that the relationship between Sales and Sales Ops is an important one. We all get that. But how do you make that relationship actua...

Why Professional Services Are the Product Managers of Your Future Company with Confluent's Mickey Heynen

28 May 2021

Contributed by Lukas

So much of what we do in Operations is figuring out how we get from Point A to Point B, and then how do we get there better, faster, and smarter the n...

Designing The Post-Sale Customer Journey With Gainsight's Caitlin Quinlan

14 May 2021

Contributed by Lukas

While everything in sales and marketing funnels is measured and instrumented to ridiculous levels of detail, it's easy to forget about the post-sale c...

Going Under The Hood Of How Drift Uses Drift With Monique Lemieux And Tim Ozmina

30 Apr 2021

Contributed by Lukas

A very common question we get is, “How does Drift use Drift at Drift?” So on this episode, we're going answer that question.To do this, we called ...

The Real Cost Of The Meetings On Your Calendar With Resultably's Dave Link

16 Apr 2021

Contributed by Lukas

How many times have you been in a meeting and heard someone say, “This is an expensive meeting.” But exactly how expensive is that meeting?In Oper...

What "Good" Looks Like In Professional Services With Acquia's Meagen Williams

02 Apr 2021

Contributed by Lukas

As your customer base grows and your product offerings expand, you’re likely going to be faced with an important inflection point about the most eff...

How To Run A Virtual Kickoff That Actually Works With Drift's Maria Casella, Mark Siciliano, And Jackie Wright

19 Mar 2021

Contributed by Lukas

A pretty common tradition at the beginning of each year at tech companies is the Company Kickoff. This is usually where the entire company comes toget...

Top 5 Lessons From 50 Episodes Of Operations

19 Feb 2021

Contributed by Lukas

50 episodes of Operations! We have officially hit the half-century mark for our show, and that would not have been possible without the brilliant Oper...

The 8 Pillars Of Being A Second In Command (aka the COO) With Cameron Herold

05 Feb 2021

Contributed by Lukas

When we first started this show, there was one podcast out there about Operations that people told us we should check out. That podcast is called “S...

A CRO's World Clocks For Running A Business With Demandbase's Allison Metcalfe

22 Jan 2021

Contributed by Lukas

When a new leader joins your organization, there is often an exercise to review and revisit all of the key metrics and indicators of the business. Thi...

From Sales Ops To GM With Gainsight's Ryan Toben

08 Jan 2021

Contributed by Lukas

We have spent most episodes of this show looking at the work of Operators. Where we haven’t spent enough time is on the career development of the Op...