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.
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.
Success Metrics and Long Term Vision
Describe what success looks like in the role over the next one year, two years, and longer, including the concrete targets and milestones you would set. Discuss the key performance indicators you would use to measure impact for the function and the company, such as retention rate, churn reduction, expansion revenue, customer lifetime value, net promoter score, time to value, adoption metrics, and onboarding effectiveness. Explain how you would align metrics to business objectives, design measurement and reporting practices, prioritize strategic initiatives to drive those metrics, and communicate progress to stakeholders. Use examples from past work to show how you defined, measured, and improved success in prior roles.