RevOps is one of those roles that wears a million hats. Depending on the company, the team, or even the person sitting in the role, the flavor of RevOps can look completely different.
Based on what I’ve seen in out there, everyone has a “definition” of what RevOps should be. But no one talks about the different archetypes of RevOps leaders (because there’s a wide variety of them) Some are data whisperers. Some are process ninjas. And some are the unsung heroes of forecasting.
But here’s the thing, the archetype influences everything!
how you approach problems
how you impact the business,
who RevOps should report to.
knowing what kind of RevOps archetype you have or want matters a lot!! Because each archetype brings a unique superpower to the table, and that influences everything from what they focus on to who they should report to.
Let’s break down the key RevOps archetypes (and you might see yourself in a few of these).
1. The Data-Driven Dynamo
This individual lives and breathes numbers. You’re the person pulling dashboards, diving into analytics, and always ready with a report/dashboard at the drop of a hat. You thrive on turning data into insights, and you’re usually the one grounding the conversation with data and highlighting blind spots leadership didn’t even realize were there.
Superpower: Bringing truth to the table with data.
Potential Pitfall: If you get too lost in the weeds you might struggle to drive alignment across teams.
2. The Strategic Advisor
You’re the right-hand person to leadership. This archetype thrives on understanding the business holistically and offering strategic guidance. Whether it’s shaping go-to-market plans, advising on resource allocation, or weighing in on which markets to expand into, you’re all about connecting the dots between the big picture and day-to-day execution.
Superpower: Aligning RevOps with leadership’s vision to drive real strategic impact.
Potential Pitfall: You might over-focus on the long term and miss the things that need immediate attention.
3. The Systems Mastermind
You’ve got the tech stack on lock. CRMs, marketing automation, customer success platforms is your playground. You’re constantly building integrations, automating workflows, and cleaning up data silos. This archetype thrives on making tools work seamlessly across teams to drive efficiency and scale.
Superpower: Fixing chaos. You bring order to messy systems and keep the tech stack humming.
Potential Pitfall: It’s easy to become “the IT person” and lose sight of the bigger business impact RevOps can drive.
4. The Process Builder
If you’re the Process Builder, your world revolves around structure and efficiency. You’re the one creating repeatable workflows for lead handoffs, sales enablement, onboarding, and renewals and are an absolute king at PowerPoint. You thrive on eliminating friction and making sure every team knows exactly how things get done.
Superpower: Operationalizing the chaos into smooth, scalable processes.
Potential Pitfall: You might focus too much on perfecting processes and forget that agility matters too.
5. The Forecasting Guru
If you’re this archetype, forecasting is your jam. Pipeline management, revenue projections, capacity planning you’re all over it. You’re constantly tweaking the forecast model to account for market shifts, team performance, or deal delays. Leadership loves you because you bring predictability to the revenue engine.
Superpower: Keeping the company calm and prepared by making forecasting as accurate as possible.
Potential Pitfall: Getting stuck in “reaction mode” if forecasts are constantly shifting and you’re putting out fires instead of solving root problems.
6. The Cross-Functional Diplomat
You’re the glue that holds Sales, Marketing, and Customer Success together. This archetype excels at driving alignment between teams, smoothing out friction, and ensuring handoffs are seamless. You’re constantly pulling people into alignment meetings, building bridges between silos, and championing shared goals.
Superpower: Making sure everyone is rowing in the same direction.
Potential Pitfall: Burnout being the “middle person” for every disagreement can be exhausting (and don’t I know it) if teams aren’t on the same page.
What other archetypes did I miss here? Leave a comment and let’s keep adding to this list.
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