RevOps Lab17 Maalis 2025

#72 Enterprise RevOps Playbook: Fixing Revenue Leaks at Scale - with Lorena Morales, Director of Global Digital Marketing Revenue Operations at JLL

Lorena Morales, Global Director of Revenue Operations at JLL, joins the podcast to discuss what it takes to build and scale RevOps at one of the world’s largest real estate companies. With over 100,000 employees across 80+ markets, JLL operates at a scale that challenges traditional RevOps playbooks.

Lorena shares her experience structuring a RevOps team from scratch, tackling revenue leakage, and driving operational change in a complex, non-SaaS environment.

We cover:

How RevOps operates in a 100,000-person company
Why she started in marketing ops instead of sales ops
The challenges of aligning revenue data across multiple business units
How to identify and fix revenue leakage in a large organization
The skills needed to thrive in RevOps at an enterprise company
The role of technology in RevOps – and why the biggest challenge isn’t tools

Lorena Morales on LinkedIn: https://www.linkedin.com/in/moraleslorena/

Free RevOps resources: https://www.getweflow.com/revops

Janis on LinkedIn: https://www.linkedin.com/in/janiszech

Phillip on LinkedIn: https://www.linkedin.com/in/philippstelzer

Chapters:

(00:00:00) Introduction

(00:02:06) How Lorena Ended Up in RevOps at JLL

(00:06:45) Structuring RevOps in a 100,000-Person Company

(00:12:10) Identifying and Fixing Revenue Leakage

(00:18:36) The Challenges of Aligning Data Across Multiple Business Units

(00:24:50) The Reality of Enterprise RevOps – Politics, Process, and Change

(00:30:15) The Role of Technology – and Why It’s Not the Biggest Challenge

(00:37:02) The Skills You Need to Succeed in Enterprise RevOps

(00:41:05) Final Thoughts and Book Recommendations

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Jaksot(119)

#78 The 7 Strategic Priorities in RevOps – with Cristina De Martini, Research Director at Forrester

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#77 Building Partner Operations from Scratch – with Hassan Irshad, CEO of RevInfinity

Hassan Irshad, Founder & CEO of RevInfinity and longtime RevOps leader, joins the podcast to shed light on one of the most overlooked pillars in revenue operations: Partner Ops. From building channel ...

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#76 ReUpload: How RevOps & Finance can drive SaaS metrics - with Ben Murray, Founder at The SaaS CFO

This is a reupload of the episode – perfect for anyone who missed it or wants to listen again.Ben Murray, widely known as The SaaS CFO, joins the RevOps Lab Podcast to share his expertise on SaaS fina...

14 Huhti 202544min

#75 Salesforce Data Hygiene: How to Get It Right - with Janis & Philipp

Janis and Philipp return for another solo deep dive—this time unpacking one of the most downloaded resources they've released so far: the Salesforce Data Hygiene Cheat Sheet. Based on 100+ conversatio...

7 Huhti 202533min

#74 A RevOps Guide to Signal-Based Outbound - with Soham Maniar, Head of RevOps & Sales Development at Weaviate

Soham Maniar, Head of Revenue Operations at Weaviate, joins the podcast to unpack the power of signal-based outbound. From tracking product usage to de-anonymizing GitHub activity, Soham shares how he...

31 Maalis 202536min

#73 A 4-Step Framework for Stronger RevOps – with Hans Lees, Director of RevOps at DroneDeploy

Hans Lees, Director of Revenue Operations at DroneDeploy, joins the podcast to share his RevOps Discovery Framework — a powerful approach to uncovering root problems, aligning stakeholders, and drivin...

24 Maalis 202548min

#71 Salesforce Activity Capture Masterclass

For the first time on the podcast, Janis and Philipp take the mic without a guest to do a deep dive into a topic they deal with daily: Activity Capture in Salesforce.If you’ve ever struggled with trac...

10 Maalis 202533min