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Preparing for a revenue operations interview can be tricky. But here at RevenueOx, we've got your back. Here are the top RevOps specific questions to prep for a Revenue Operations interview.
Also, note that we're not including the normal ones to prep like "What is your greatest strength?" If you want to prepare for those types of questions, you can read about them on The Muse or check out our course How to Get a Job in Revenue Operations.
Revenue Operations Interview Questions
1. Tell me about a time you implemented new software.
Why they ask it: They want to see how you think through problems and whether you follow a clear process. If you can communicate about a time you implemented new software in a clear narrative arc, they'll likely envision you being successful implementing software for them.
2. How do you learn a new tool?
Why they ask it: To understand your process for teaching yourself and to see that you're resourceful. Most of RevOps is professional Googling and your interviewer will know this. Share a story about how you taught yourself something recently.
3. Have you worked with Salesforce before?
Why they ask it: Salesforce is the number one tool used by Revenue Operations professionals. They want to know your experience with it. If you don't have any, let them know you're willing to learn or take a class in advance of the interview!
4. What are the three most important metrics for the revenue team?
Why they ask it: To see if you can prioritize. It's going to vary by team by typically its Closed Won Revenue, Customer Acquisition Cost, and Customer Lifetime Value. If you have those three metrics in harmony, a revenue team will be successful.
5. How would you identify areas of improvement for the revenue funnel?
Why they ask it: Understanding how to solve problems in the funnel is the name of the game for Revenue Operations pros. Following the scientific method is usually the right approach. You know it from grade school. Observe, hypothesize, test, analyze, and report.
6. How do you present findings to senior leaders?
Why they ask it: Much of the job is managing up. They want to see that you understand how senior leaders digest information. Mainly that they won't have as much context as you, they're busy, and you need to get their attention.
7. How do you implement a new process?
Why they ask it: Similar to implementing new software, the interviewer wants to understand how you set up new processes for teams. Typically the key here is to talk through planning, design, building, testing, and launching. Each phase is incredibly important.
8. How do you test a solution?
Why they ask it: Testing is necessary for everyone, even the best builders. They want to understand if you can think through every edge case and follow a process to be successful at their company.
Marketing Operations Interview Questions
9. What is a typical payback period for a customer?
Why they ask it: To see if you know how long it takes for marketing to earn back their spending. It's typically 5-12 months by the way.
10. What stages are there in the marketing funnel?
Why they ask it: To grow revenue, marketing needs to move prospects from awareness to interest and then to consideration. You'll need to know what each of these terms means and how they relate to the role.
11. Which marketing channels have you worked with in the past?
Why they ask it: It's likely the team will have a lot of paid advertising to attract new clients. If you have familiarity with a broad range of tools, it'll mean you'll be more effective at your job and able to hit the ground running.
12. What is the most important marketing metric in your opinion?
Why they ask it: They want to know what you'll prioritize in the role. In our opinion, it's a combination of leads generated, cost per lead, and quality per lead since that will show the efficacy with which leads are generated.
Leads are the number one area Marketing has control over to influence revenue.
13. What determines the success of a marketing campaign?
Why they ask it: They want to know if you have experience with marketing campaigns and how to measure success. Similar to the most important metric, the success is determined by the quantity, quality, and efficiency of leads generated.
Sales Operations Interview Questions
14. How would you increase revenue for our company?
Why they ask it: To test if you've done your homework. The best way to answer this question is to sign up for the product in advance r submit a demo flow. You won't have perfect information, but if you've done some homework, you'll impress if you have a tangible recommendation.
15. How would you structure a training session for the sales team?
Why they ask it: Sales teams are notorious for not paying attention to trainings. And sales teams are also notorious for not knowing how to use the tools at their fingertips. The interviewer wants to know how you can keep the sales team engaged and informed.
16. What is the most important sales metric in your opinion?
Why they ask it: They want to see what you'll prioritize. In our opinion, it's obviously closed-won revenue. But if they don't like that cheeky answer, it's good to also talk about pipeline generated since if you can create a bunch of opportunities to make money, it's harder to lose.
17. How do you measure the success of a sales rep?
Why they ask it: To see if you have familiarity managing teams and assisting sales managers identify wins and areas for improvement. It's typically best to determine their success by the revenue they're closing, the pipeline they're generating, and their efficacy moving a prospect through the pipeline. These are also usually the metrics in a sales rep's compensation plan.
18. How do you ensure sales reps follow processes you put in place?
Why they ask it: Similar to the training question, sales reps are notorious for trying to skip any process to get a deal closed won. In our opinion, the best way to make sure reps follow a process is to make sure it is in their interest to do so, either through culture, compensation, or compulsory fields.
Customer Success Operations Interview Questions
19. In your opinion, what is the most important customer success metric?
Why they ask it: They want to know what you'll prioritize for the team. It can be tricky since customer success manages so much. In our opinion, the metric should be the most impactful for satisfied customers which can be Net Promoter Score or Net Dollar Retention.
20. How important is churn?
Why they ask it: One, to make sure you know what churn is. Two, to help prioritize it in the list of other metrics that customer success will care about.
21. How do you ensure effective handoffs from the sales team to customer success?
Why they ask it: You'll likely own the systems and processes for how customers flow into the organization. Onboarding can significantly determine the success of an onboarding which directly ties to revenue. They want to understand how you would have your team interact with sales and have data seamlessly flow between the teams.
22. How do you determine if the Customer Success team is successful?
Why they ask it: The customer success team may have a lot of mandates including answering tickets, providing feedback to product, and managing client happiness. The interviewer wants to know how you'll find the important metrics and cut through the noise.
If you're looking for more help getting a job in Revenue Operations, check out our post on RevOps Communities or our course How to Get a Job in Revenue Operations.
