Revenue Operations & Growth Topics
Revenue operations, sales pipeline management, and acquisition-focused growth. Includes sales analytics, pipeline management, revenue forecasting, and customer acquisition strategies. For post-sale customer success and retention, see Customer Success & Experience.
Customer Relationship Management and Sales Tools
Covers practical competence with customer relationship management systems and complementary sales tools used for account management and revenue operations. Candidates should be able to demonstrate hands on experience using platforms such as Salesforce or HubSpot to log customer interactions, maintain accurate contact and account records, create and track opportunities, manage opportunity stages and pipeline health, and support forecasting. Expect questions about building and running reports and dashboards, using automation and workflows to reduce manual work, maintaining data quality and hygiene, importing and exporting data, and connecting customer relationship management data into account planning and sales strategies. Also include familiarity with user navigation and shortcuts, permission and role management, customizing fields and layouts, basic system administration tasks, common integrations with other business systems and business intelligence platforms, and how these tools drive customer insights and measurable outcomes such as retention, upsell, and pipeline velocity. Interviewers will assess both functional usage and strategic thinking about how to leverage tools to improve sales effectiveness, adoption, and account outcomes.
Account Expansion and Growth
Strategies, processes, and execution for growing revenue and customer value within existing accounts through upselling, cross selling, seat expansion, broader adoption, new use cases, and expansion into additional teams, departments, or regions. Covers how to identify signals of expansion readiness such as high product usage, new user personas, team growth, unmet needs, and workflow changes; analyze usage, customer health, and account data to surface qualified opportunities; quantify incremental value and return on investment for the customer; and build consultative, value based proposals, pilots, and packaging. Includes methods for sequencing and prioritizing opportunities using criteria such as revenue potential, implementation complexity, strategic importance, customer readiness and timing, implementation cost, and risk. Emphasizes cross functional coordination and handoffs between customer success, sales, product, finance, and channel partners, designing repeatable expansion playbooks, account mapping and stakeholder plans, objection handling and ethical selling that preserves trust, and training and enablement for scaling. Defines success metrics and measurement approaches including net revenue retention, expansion rate, churn rate, customer health indicators, attach rate, average expansion revenue per account, deal size, and expansion velocity. At senior levels, candidates are expected to design phased growth plans, bundle complementary offers to increase efficiency, account for company resource constraints, and document scalable processes that deliver measurable outcomes.
Quantifiable Impact and Metrics Driven Achievements
Prepare to discuss your key performance indicators and business outcomes. At Staff level, focus on portfolio-level metrics: total revenue managed, year-over-year account growth rates, net revenue retention (NRR), upsell/cross-sell revenue contribution, customer churn rates, and NPS or customer satisfaction scores you've influenced. Highlight specific wins: accounts you've turned around, revenue expansion deals, or accounts you've scaled from startup to enterprise-level spending.
Account and Customer Segmentation and Prioritization
Covers strategies and frameworks for segmenting customers and accounts, tiering them for differential engagement, and prioritizing where to invest time and resources. Topics include segmentation criteria such as revenue, growth potential, strategic importance, industry, use case, maturity, geographic region, and behavior; designing tiered engagement models such as high touch, medium touch, and low touch; evaluating segments by size, growth, margin potential, competitive intensity, and strategic fit; allocating coverage and resources across segments; and defining trade off decisions to avoid under serving strategic accounts. Also includes approaches to make portfolio level choices about which account groups to pursue or deprioritize, how to scale engagement across many accounts, and examples of segmentation frameworks and the measurable business impact of portfolio segmentation.