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.
Unit Economics and Customer Acquisition Cost
Analysis of unit economics including customer acquisition cost, lifetime value, contribution margin, and payback period. Candidates should be able to calculate channel level acquisition cost, segment lifetime value by cohort, compare lifetime value to acquisition cost to evaluate profitability, compute payback periods, and describe optimizations to improve unit economics such as funnel improvements, targeting refinement, pricing and retention strategies. Discussion should include how unit economics influence channel prioritization and sustainable growth decisions.
Revenue and Business Impact
This topic covers the candidate ability to connect revenue outcomes to broader business strategy and objectives, and to demonstrate concrete business results they influenced. Interviewers assess understanding of how Revenue Operations and go to market choices enable or constrain strategic goals, the financial and operational implications of different approaches, and how operational practices should evolve as strategy changes. Candidates should also be able to translate marketing and sales metrics into business impact by explaining attribution, return on investment, and key performance indicators such as revenue growth, retention, upsell and cross sell performance, customer lifetime value, and profitability. Finally, candidates are often asked to provide two to three specific examples of revenue outcomes they drove or influenced, with concrete numbers or percentages, the actions taken, the measurement methods used, and the causal link between activities and business results.
Sales Enablement and Revenue Collaboration
Covers the full partnership between marketing or enablement functions and sales and revenue teams to drive customer acquisition and deal velocity through targeted content, tools, and processes. Topics include creating and managing sales collateral such as battle cards, case studies, product guides, and competitive intelligence; understanding sales challenges and buyer pain points through feedback loops and field interviews; prioritizing and delivering content that shortens sales cycles and improves conversion rates; tracking and reporting revenue impact using relevant metrics and key performance indicators; aligning positioning, messaging, and go to market motions with sales strategy; coordinating enablement programs such as onboarding, training, and playbooks; managing external resources and vendors to scale content production; and balancing acquisition velocity with sales effectiveness through iterative testing and close collaboration with revenue leaders.
Metrics and Dashboard Design
Knowledge and skills for defining, interpreting, and presenting key business and sales metrics through effective dashboard architecture. Candidates should demonstrate familiarity with common product and sales metrics such as daily active users, monthly active users, churn, retention, lifetime value, customer acquisition cost, and net revenue retention, and explain what those metrics measure and how they interact. They should be able to read and interpret dashboards, spot anomalous trends and red flags, and recommend tracking or metric improvements. On the architecture and design side, candidates should show how to structure data and dashboards to serve different audiences including sales leadership, individual sales representatives, and finance; balance leading indicators such as activity and pipeline metrics with lagging indicators such as revenue and bookings; consider tradeoffs between real time data and data accuracy; and apply dashboard design principles for clarity, actionability, and drill down from summary to detail. Topics include metric definition and calculation, data freshness and governance, audience segmentation and access, visual encoding and layout, alerting and thresholds, and recommendations for instrumentation and measurement improvements.
Unit Economics and Scaling
Covers measuring and modelling the economics of acquiring and servicing customers and how those economics change as a business grows. Candidates should be able to calculate Customer Lifetime Value for cohorts using retention, spend per period, and margin assumptions; compute payback period and contribution margin per customer; and compare Customer Lifetime Value across acquisition channels and customer segments. Understand the relationship between Customer Lifetime Value and Customer Acquisition Cost and how that ratio informs sustainable growth. Expand analysis to unit economics beyond customers to units of product or transaction level, identifying fixed and variable cost drivers, per unit gross margin, and break even points. Reason about scale effects including economies and diseconomies of scale, what operational components break or become bottlenecks at higher volume, and how unit costs change with automation, capacity constraints, supplier pricing, fraud and support load. Be prepared to build simple spreadsheet models and run sensitivity and scenario analyses, propose operational and pricing levers to improve unit economics, and design experiments and metrics to track improvements over time.