In this special Mentor Plus video feature, BlackLine CFO Mark Partin shares the transformative journey of building a world-class Sales Ops organization. Tasked with creating the function from scratch nearly a decade ago, Partin highlights key milestones, from aligning finance with sales and marketing to establishing a unified revenue operations model that supports BlackLine’s rapid growth. Partin offers insights into overcoming challenges, achieving cross-functional alignment, and ensuring a seamless customer experience through strategic revenue operations.
Mark Partin advises CFOs just beginning their Revenue Ops journey to prioritize alignment early on among all go-to-market efforts and ensure they’re organized around the customer journey. According to Partin, this requires a clear understanding of the company’s long-term strategy and a unified system to support cross-functional collaboration. He emphasized the importance of having a “single source of truth” across departments, allowing all teams—sales, marketing, and customer success—to access consistent information throughout the customer lifecycle.
Partin also highlights the need for a clear, shared vision of Revenue Ops’ purpose within the organization. He noted that some see it as purely a cost center, while others view it as a growth driver. Finding a balanced approach that supports leadership’s decision-making and aligns all go-to-market functions is essential for building an effective Revenue Ops structure. Starting with aligned systems, clear roles, and a customer-focused approach can set the foundation for long-term success.
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