System ownership across the customer relationship platform, marketing automation, support tooling and the connections between them.
Data integrity, which means definitions, deduplication, required fields and the discipline that keeps reporting trustworthy.
Process design across the customer lifecycle, including handoffs between marketing, sales and customer success, which is where most revenue leaks.
Reporting and forecasting infrastructure, so that the numbers presented to a board are produced the same way each month.
It is a systems and judgement role, not an administrative one, and specifying it as administrative is the fastest way to hire the wrong person.
Hiring & Search
Hiring operations and revenue operations for a software company in the Philippines
In short
Revenue operations owns the systems, data and process that connect marketing, sales and customer success. The Philippine market supplies this well, with a large population experienced in process design, systems administration and reporting for international companies. The role is often hired too late, after the data is already unreliable.
Operations is the function founders notice they needed about 6 months after they needed it. The symptoms are familiar: nobody agrees on the pipeline number, the customer relationship system is full of contradictions, and 3 people are maintaining the same spreadsheet differently.
What the role covers
What the Philippine market supplies
Genuinely strong. The country has a deep population in business process, systems administration and operational analysis, much of it developed supporting international organisations.
Well represented: customer relationship platform administration, marketing automation, reporting and dashboards, process documentation and improvement, data quality management, and tooling integration.
Also common: experience working across time zones with distributed teams, which matters because operations is a coordination role.
Thinner: senior revenue operations leadership designing go to market architecture from scratch at scale.
Well represented: customer relationship platform administration, marketing automation, reporting and dashboards, process documentation and improvement, data quality management, and tooling integration.
Also common: experience working across time zones with distributed teams, which matters because operations is a coordination role.
Thinner: senior revenue operations leadership designing go to market architecture from scratch at scale.
How to interview
Ask about a process they inherited and changed. What was broken, how they knew, what they changed, and what broke as a result. Every real process change breaks something.
Ask how they would find out whether the pipeline number is accurate. Good answers involve reconciliation and sampling, not asking the sales team.
Ask what field they removed. Operations people who only add required fields have never had to get adoption.
Give them a real reporting question you cannot currently answer and ask how they would approach it. The reasoning is the signal.
Ask how they would find out whether the pipeline number is accurate. Good answers involve reconciliation and sampling, not asking the sales team.
Ask what field they removed. Operations people who only add required fields have never had to get adoption.
Give them a real reporting question you cannot currently answer and ask how they would approach it. The reasoning is the signal.
When to hire it
Earlier than most companies do.
The common trigger is a board meeting where 2 numbers do not match. By then, the historical data is already unreliable and the first 6 months of the role become cleanup rather than construction.
A useful test: if more than 1 person is manually maintaining a spreadsheet that feeds a decision, the role is already overdue.
For a first hire, a strong mid level operations person who has built process at a growing company usually outperforms both a junior administrator and a senior leader expecting a team.
The common trigger is a board meeting where 2 numbers do not match. By then, the historical data is already unreliable and the first 6 months of the role become cleanup rather than construction.
A useful test: if more than 1 person is manually maintaining a spreadsheet that feeds a decision, the role is already overdue.
For a first hire, a strong mid level operations person who has built process at a growing company usually outperforms both a junior administrator and a senior leader expecting a team.
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