In RevOps, titles vary, but the reality doesn’t. You’ve stepped into a role defined not by clarity, but by chaos. And now it’s yours to untangle.
Broken forecasts. Contradictory dashboards. Undefined handoffs. A sales process that lives in theory but not in practice. And somehow, you’re expected to be the one who makes sense of it all.
Welcome to RevOps in 2025, where systems thinking is the only way to scale. Your mandate isn’t just to clean up reporting. It’s to architect how revenue actually works, across planning, tech, data, enablement, and execution.
And that starts on day one. If you want a proven roadmap for your first 90 days, including how to diagnose your GTM engine, define your charter, and deliver trusted infrastructure, download Pavilion’s RevOps Exec onboarding guide.
The First 30 Days: Map the Reality, Not the People
In your first month, resist the urge to dive into tool audits or dashboard rebuilds. Instead, focus on pattern recognition. Your first job is to understand the system, not just the symptoms.
Ask:
- Is there a single source of truth for pipeline, forecast, and performance?
- Do Sales, Marketing, and CS trust the numbers or maintain their own?
- Are stage definitions and qualification criteria consistently applied?
- What systems actively support execution, and which are just legacy overhead?
Observe the real workflows. Sit in on forecast calls, shadow SalesOps or CSOps, and review how comp plans were built. Map the connections and disconnections between GTM teams.
Also, build early credibility with your peers. Ask the CRO what’s missing in the forecast. Ask the CMO how “qualified lead” is defined. Ask the CCO where handoffs break down. Ask Product where data is helping or hindering roadmap decisions.
If you're looking for a real-world example of how strategic RevOps drives growth, tune into the Topline podcast episode Scaling ClickUp to 10M+ Users with Gaurav Agarwal. Gaurav, ClickUp’s COO, breaks down how they cut CAC by 3X and achieved profitability through GTM alignment and operational clarity.
Days 31–60: Set the Vision, Align the System
This is the phase where people expect direction.
Define what RevOps owns:
- What’s in scope — systems, enablement, insights, planning?
- Who owns shared KPIs, and what’s the cadence for review?
- Where does RevOps drive, and where does it support?
Then prioritize your roadmap. Choose high-leverage, cross-functional efforts:
- Redefine stage progression with frontline input
- Align on opportunity qualification standards
- Create unified pipeline and forecast dashboards
This is also the moment to define rhythm:
- Establish forecast call structure
- Build a QBR format that serves Sales, CS, and Marketing
- Create weekly reporting rituals that surface signals — not just summaries
To understand what it means to operate at this level, listen to Pavilion’s Topline podcast with Eric Gilpin, CRO at G2. He explains how strategic RevOps partnership enabled GTM transformation at both G2 and Upwork.
And if you’re wondering how to embed AI into GTM planning, read how Jordan Crawford is blending data, recursion, and experimentation to build unfair advantages in revenue execution.
Days 61–90: Deliver Proof, Drive Confidence
Now’s your chance to show that RevOps isn’t a reactive clean-up crew — it’s a strategic function that makes revenue durable.
Pick 1–2 initiatives that show real progress:
- Simplify KPI reporting and rollout dashboards by segment or team
- Co-build next quarter’s plan with Finance and GTM leaders
- Launch a unified forecasting model and inspect it live with Sales leadership
This is also the time to reshape perception:
- Educate your peers: what does RevOps actually do?
- Share wins that reinforce your role as a strategic partner
- Provide insight, not just access — surface trends before they become problems
By day 90, you want:
- Shared trust in core metrics
- Aligned planning processes across functions
- A reputation as someone who makes chaos actionable
What You Were Hired to Do
You weren’t hired to fix Salesforce. You were hired to orchestrate revenue.
In today’s GTM climate, uncertainty is constant. Budgets shift. Buyers stall. Data lies. But your job isn’t to eliminate noise. It’s to clarify the signal.
You are the connective tissue. The operator who helps each function move faster — together.
Get this right in your first 90 days, and you don’t just support growth. You enable it.
Explore Pavilion’s complete onboarding plan for RevOps execs, including the 30-60-90 checklist used by top operators around the world.
