We were delighted to speak to Katie, Sales Operations Manager at Muck Rack, a PR software provider operating out of New York.
Katie started her career in the traditional sales route, starting as an SDR and working her way up to closing deals. A skill set and eye for detail that lends itself to sales operations saw her role pivot to that side of the function.
Katie's love for operations started when she headed the total reconstruction of process between the sales, revenue and marketing teams in her previous company, where she really found her flair for creating incredible flows between the revenue functions and streamlining operational workflows.
This lead to her offer with Muck Rack, and she hasn't looked back since. During the last two years alone, following 60% year on year growth, Katie has built out the entire SDR function, doubled the sales fleet, and taken the AE team from 3 to a total of 12. Looking to now scale the Sales Ops team even further.. Incredible! Watch this space.
When asked the key to driving successful relationships between different revenue functions, we found out that Muck Rack is a 'remote first' company, enabling Katie to successfully work totally from home, which makes juggling a busy schedule and getting time with her family and children a far more manageable task. We love a work life balance!
Alongside this, almost the entire of the organisation runs on an internal network channel. Within this, all questions, great and small, are asked between the entire business. This creates a total transparency, and as a result, communication between all revenue functions is clear and seamless. This, partnered with weekly meetings between all Sales functions, including Sales Ops, Marketing, Growth marketing and their COO, are Katie's winning metrics to solid, sustainable and successful relationships.
Katie gave one of our favourite interviews, and there were a couple of interruptions - one very welcome, and one less so!
Scroll down for the outtakes.
An amazing cameo from Katie's dad:
A more unwanted interruption:
Discover why Kluster, the leading revenue analytics and forecasting platform for B2B SaaS companies, has received multiple awards from G2 in their 2022 Winter Report. Kluster is the number one platform worldwide for Opportunity Scoring, Risk Analysis, and Live Forecasting. Learn more about the platform's features, awards, and fast integration times on our website.
Pravesh Mistry, Chief Revenue Officer at Truework, believes a strong level of clarity is what makes a good culture!