Hannah shares insights on strategically navigating technology shifts, particularly AI, to improve organizational effectiveness.
Hannah Wendt is a seasoned Revenue Operations (RevOps) leader with extensive experience in sales and sales operations. Currently serving as the Director of RevOps at NoFraud, she has built and scaled RevOps teams from the ground up, often starting as a team of one and evolving into a strategic organizational partner. Hannah’s background includes significant experience in the e-commerce SaaS sector, where she has driven impactful go-to-market strategies and operational efficiencies. She is also known for her active contributions to the RevOps community through mentorship, notably with AccountAim’s RevOps Connect program.
Adapting RevOps teams for AI efficiency
Focus on strategic specialization rather than simply increasing headcount as AI transforms operational needs.
“I used to align my team with sales and go-to-market teams’ growth, but with AI tooling, we might not need larger teams, just more specifically focused teams sooner.”
This specialized approach promotes agility, allowing teams to effectively incorporate new technologies.
Proving RevOps value to executives
Clearly demonstrate measurable outcomes to illustrate RevOps’ effectiveness.
“Companies are becoming more supportive of RevOps and see the impact of how much smoother the business operates when you have a high-performing RevOps team.”
Link RevOps initiatives directly to specific business improvements to reinforce credibility and secure executive support.
Building effective RevOps teams
Effective team-building starts with identifying each team member’s strengths and areas for growth, then clearly aligning roles with specific business objectives. During hiring, prioritize not just technical skills but also curiosity, eagerness to learn, and passion for RevOps. Ensuring each new member complements existing strengths and directly contributes to organizational goals helps foster a cohesive, high-performing team that can quickly adapt to evolving business needs.
Cultivating mentorship and continuous learning
Create intentional opportunities for mentorship to foster professional development.
“You have to create the space on your calendar, literally create the space, to set aside time to learn. Few things are better than live training.”
Provide structured mentoring, regular training sessions, and dedicated learning opportunities to enhance your team’s capabilities.
The importance of technical skills for RevOps leaders
Technical proficiency, particularly in tools like SQL, is increasingly critical for RevOps leaders. Mastering these skills allows leaders to efficiently analyze complex datasets, uncover actionable insights, and make data-driven decisions with confidence. SQL proficiency specifically helps bridge data gaps between disparate systems, enabling clearer visibility into business performance and operational effectiveness.
Balancing strategic and technical responsibilities
Maintain active engagement with technical aspects while fulfilling strategic roles. Balance strategy with hands-on involvement. Regularly working with technical tools and systems keeps RevOps leaders connected to the practical realities their teams face daily. This balance enhances leadership credibility, ensures strategic decisions are grounded in operational experience, and provides tangible, practical insights that directly benefit team performance.
Personal growth for RevOps professionals
Continuously assess your skills and actively seek feedback. Specific strategies include:
- Regularly soliciting peer feedback and engaging in self-reflection.
- Creating dedicated time blocks for learning and skill development.
- Approaching new tools and technologies with openness and a willingness to start from the basics.
- Taking structured training sessions or certifications, particularly in emerging areas like AI and data analytics.
Embracing these practices supports sustained career growth and enhances adaptability in rapidly changing environments.
Go Deeper
If you enjoyed this Q&A, check out the full conversation with Hannah Wendt, at YouTube or Spotify.
About AccountAim
AccountAim is the planning and analytics platform built for Strategic RevOps teams. With AccountAim, RevOps teams connect all of their fragmented GTM data, automatically snapshot and see trended changes over time, and build full-funnel reporting — all without SQL or data team support. Learn how Strategic RevOps teams use AccountAim to streamline forecasting, territories, cross-sells and more here.
