Core Skills
The practical capabilities that RevOps professionals use every day — from CRM architecture and SQL to revenue forecasting, compensation design, and machine learning.
ABM Execution
StrategicAccount-based marketing execution — the operational skill of running coordinated, personalised campaigns targeting specific high-value accounts across marketing, sales, and customer success motions.
Business outcome
Effective ABM execution concentrates resources on the accounts most likely to generate large deals — improving pipeline quality, increasing deal sizes, and achieving higher win rates on strategic accounts than broad demand gen alone.
API Integration
TechnicalThe skill of connecting software systems through their application programming interfaces — building, maintaining, and troubleshooting data flows between CRM, marketing, billing, and analytics platforms.
Business outcome
Reliable API integrations eliminate manual data re-entry, reduce reporting lag, ensure system-of-record consistency, and allow the revenue tech stack to operate as one coherent system.
Attribution Modelling
AnalyticalThe discipline of assigning credit for pipeline and revenue outcomes to the marketing and sales touchpoints that contributed to a deal — using models ranging from first-touch to algorithmic multi-touch attribution.
Business outcome
Attribution modelling enables marketing to justify budget, identify high-performing channels, and optimise spend toward programmes that generate the most pipeline and revenue — improving overall CAC efficiency.
Conversation Intelligence Configuration
TechnicalThe skill of configuring, customising, and extracting value from conversation intelligence platforms (Gong, Chorus) — including tracker setup, integration configuration, scorecard design, and insight extraction workflows.
Business outcome
Well-configured conversation intelligence amplifies the value of every customer call — improving coaching quality, surfacing deal risks earlier, and providing the behavioural data needed to understand what separates winning from losing deals.
CRM Architecture
TechnicalThe ability to design, build, and maintain the object model, field structure, automation logic, and governance framework of a CRM platform to support revenue operations.
Business outcome
A well-architected CRM reduces data entry errors, ensures forecast accuracy, speeds up rep workflows, and provides the clean data foundation all other revenue analytics depend on.
Customer Health Scoring
AnalyticalThe ability to design and maintain a composite scoring model that assesses the health of customer accounts using product usage, support activity, engagement, and financial signals to predict retention and expansion.
Business outcome
Accurate health scoring enables CS teams to prioritise proactively — intervening with at-risk accounts before churn occurs and identifying expansion opportunities in high-health accounts — directly improving NRR.
Dashboard Design
AnalyticalThe skill of designing clear, actionable visual dashboards that translate complex revenue data into insights decision-makers can act on — covering layout, chart selection, metric hierarchy, and interactivity.
Business outcome
Well-designed dashboards reduce the time revenue leaders spend in data extraction and preparation, enabling faster decision cycles, more consistent review rhythms, and broader data literacy across the org.
Data Governance
ProcessThe practice of establishing and enforcing policies, standards, ownership, and processes that ensure revenue data is accurate, consistent, complete, and accessible across systems and teams.
Business outcome
Strong data governance ensures that all teams trust and align on the same revenue numbers — eliminating the spreadsheet discrepancy problem that wastes time in every cross-functional revenue review.
Data Modelling
TechnicalThe ability to design logical representations of business data — defining entities, relationships, grain, and hierarchies — that accurately represent revenue processes and support reliable analytics.
Business outcome
Well-designed data models ensure metrics are calculated consistently, data is non-duplicated, and analytical queries run accurately — giving every team a shared, trustworthy view of revenue.
Data Pipeline Design
TechnicalThe ability to architect and build reliable data movement and transformation workflows that extract data from source systems, load it into a warehouse, and transform it into analytics-ready models.
Business outcome
Reliable data pipelines ensure all revenue dashboards reflect accurate, timely data — enabling confident forecasting, attribution, and performance management decisions.
Deal Desk Operations
CommercialThe function and skill of managing complex deal structuring — handling non-standard pricing, legal terms, approvals, and configuration for enterprise transactions that fall outside standard sales playbooks.
Business outcome
An efficient deal desk accelerates time-to-signature on complex deals, protects margin through pricing governance, and reduces legal risk by ensuring non-standard terms are properly reviewed.
Enablement Program Design
StrategicThe ability to design, build, and measure sales enablement programmes — including onboarding curricula, skill certifications, product training, and playbook development — that improve rep productivity and ramp speed.
Business outcome
Effective enablement reduces ramp time for new reps, improves win rates through consistent messaging and skill development, and ensures every rep has the knowledge and tools to execute the sales motion effectively.
ETL/ELT Design
TechnicalThe ability to architect and implement data extraction, loading, and transformation workflows — selecting appropriate tools, managing dependencies, and ensuring data arrives in the warehouse reliably and on schedule.
Business outcome
Reliable ELT/ETL design ensures revenue data arrives in analytics systems on time and in the correct form — the invisible infrastructure that makes all forecasting, attribution, and performance management possible.
Feature Engineering
TechnicalThe process of transforming raw business data into informative input variables (features) that improve the predictive power of machine learning models for revenue outcomes.
Business outcome
Good feature engineering dramatically improves model accuracy — turning raw CRM and product data into the signals that reliably predict which customers churn and which leads convert, making revenue models genuinely actionable.
ICM/Compensation Design
CommercialThe ability to design incentive compensation plans that align rep behavior with company revenue goals — covering quota setting, commission rates, accelerators, SPIFs, clawbacks, and plan documentation.
Business outcome
Well-designed compensation plans motivate reps to pursue the right deals, products, and segments — reducing unwanted behavior while controlling comp costs and improving overall revenue attainment.
Machine Learning for Revenue
TechnicalThe ability to build, train, and deploy predictive machine learning models for revenue use cases — including churn prediction, lead scoring, deal win probability, and LTV estimation.
Business outcome
ML-powered revenue models allow teams to prioritise the right accounts and opportunities with statistical confidence — improving conversion rates, reducing churn, and allocating rep effort more efficiently.
Partner Ecosystem Management
StrategicThe ability to design, operate, and measure a partner programme — including channel partners, resellers, technology alliances, and referral networks — and integrate partner-sourced revenue into the core revenue motion.
Business outcome
A well-managed partner ecosystem extends the company's sales capacity and market reach without proportional headcount cost — generating pipeline and revenue that would otherwise require direct sales investment.
Pipeline Management
AnalyticalThe ongoing practice of maintaining pipeline health and predictability — inspecting deal quality, enforcing stage definitions, removing stale opportunities, and ensuring sufficient coverage to support the revenue forecast.
Business outcome
Active pipeline management keeps forecasts accurate, prevents pipeline inflation from stale deals, and enables sales leaders to intervene in at-risk opportunities before they miss the quarter.
PLG Instrumentation
TechnicalThe ability to design and implement the product analytics instrumentation that captures user behaviour events — enabling product-led growth (PLG) motions by identifying product qualified leads (PQLs) and activation milestones.
Business outcome
PLG instrumentation transforms product usage data into a sales signal — enabling revenue teams to reach out at the moment of highest intent, improving conversion rates and reducing CAC by focusing effort on already-engaged users.
Pricing Strategy
CommercialThe discipline of designing and optimising how a product is priced — including pricing model selection (per-seat, usage-based, tiered), packaging structure, discount policies, and competitive positioning.
Business outcome
A well-designed pricing strategy maximises revenue across customer segments, reduces discount pressure on the sales team, and improves gross margin by aligning price to the value customers receive.
Process Mapping
ProcessThe skill of visually documenting business workflows — identifying inputs, outputs, decision points, system handoffs, and responsible owners — to reveal inefficiencies and design improvements.
Business outcome
Documented processes create consistency, reduce onboarding time for new team members, expose inefficiencies that slow revenue cycles, and provide the baseline needed to measure process improvement.
Prompt Engineering
TechnicalThe skill of crafting, refining, and optimising text prompts to elicit useful, consistent, and accurate outputs from large language model AI systems for business and revenue operations tasks.
Business outcome
Effective prompt engineering reduces manual data entry for CRM, accelerates content creation for sales, and enables RevOps to deploy AI automation that is accurate and consistent enough to act on without human review.
Quota Design
CommercialThe process of setting individual and team revenue targets that are challenging but achievable — balancing bottom-up territory potential analysis with top-down company revenue goals and rep capacity modelling.
Business outcome
Fair, well-calibrated quotas drive consistent attainment distribution, reduce rep turnover caused by unattainable targets, and give leadership a credible bottom-up basis for the board-level revenue plan.
Revenue Forecasting
AnalyticalThe ability to build, maintain, and improve processes and models that predict future revenue — combining pipeline analysis, historical patterns, rep judgement, and AI signals into a single trusted number.
Business outcome
Accurate revenue forecasting allows the business to make confident hiring, investment, and spending decisions — reducing the risk of missed targets or over-commitment.
Revenue Recognition
CommercialThe understanding of how and when contracted revenue is recognised as earned revenue under accounting standards (ASC 606 / IFRS 15), including treatment of professional services, multi-element arrangements, and variable consideration.
Business outcome
Revenue recognition understanding ensures RevOps designs deals that satisfy both commercial and finance requirements — preventing revenue restatements, audit findings, and the painful renegotiation of deals that were structured incorrectly.
Solutions Engineering
CommercialThe technical pre-sales skill of demonstrating product value to enterprise prospects — combining deep product expertise, technical credibility, and business acumen to design and present solutions tailored to buyer requirements.
Business outcome
Effective solutions engineering removes technical blockers that stall enterprise deals — increasing win rates on complex opportunities and shortening sales cycles by proactively answering technical objections before they become deal-killers.
SQL
TechnicalProficiency in Structured Query Language for querying, transforming, and analysing data stored in relational databases and cloud warehouses — the most fundamental analytical skill in RevOps.
Business outcome
SQL fluency allows RevOps practitioners to answer any data question independently — without depending on a data team — enabling faster, more accurate decision-making across all revenue functions.
System Architecture
TechnicalThe ability to design the overall topology of a revenue technology stack — mapping how systems connect, where data flows, which system owns each record type, and how the architecture scales with the business.
Business outcome
A well-designed system architecture minimises integration debt, ensures data flows reliably between tools, reduces the cost of adding new capabilities, and prevents the tool sprawl that creates shadow reporting and inconsistent data.
Territory Planning
StrategicThe process of dividing a total addressable market into geographic, vertical, or account-based coverage areas and assigning those territories to sales reps in a way that balances opportunity and fairness.
Business outcome
Balanced territory design ensures every rep has a fair shot at quota attainment, minimises coverage gaps, and maximises market penetration — directly improving team-level revenue attainment.
Workflow Automation
TechnicalThe skill of identifying, designing, and implementing automated workflows that replace manual, repetitive RevOps tasks — using tools like Zapier, Make, Workato, or native CRM automation to improve speed and consistency.
Business outcome
Workflow automation eliminates hours of manual administrative work per week — reducing errors, improving process speed, and freeing RevOps team members for higher-value strategic work.