Inside RevOps: How to Become a Trusted RevOps Advisor

This interview has been edited for clarity and length.

Jamie Miller: You mentioned an interesting shift we've seen in the market: RevOps has gone from a service-oriented, tactical focus to a consultative, strategy-oriented focus. For teams still stuck in "I’m just being asked for reports" mode, how can they make that shift to a more consultative version of RevOps?

Rosalyn Santa Elena: A lot of Ops folks say, "I’m always firefighting—I’m constantly in reactive mode and don’t have the time or resources to be proactive." It’s easy to get stuck in that cycle. Instead of saying, “Sure, I’ll run that report,” it’s about working with the team to ask, “What are you trying to solve for? What question are you trying to answer?” Then, understand the business so you can provide real insights. Before sending out a report, read and interpret the data, then tell the story to whoever needs it. Shift the focus from “I’m just an order admin” to “I deliver insights and recommendations that shape our next steps.” Take a step back and think more holistically.

Jamie Miller: Exactly. I often tell my team, “Think and act like an owner. What would our CEO or CRO care about in this report?” Anyone can adopt this mindset, regardless of level—you don’t have to be a director or VP.

Rosalyn Santa Elena: Right. Whether you’ve been in the business for one year or twenty, you have value to add. That’s the difference between being tactical and being strategic: you’re not just running a report; you’re interpreting the data and proposing, “This is what I think we should do.” You make it actionable, explaining pros and cons. Doing this shifts perception, and you’ll start getting invited to more meetings.

I tell people that when I’ve been in-house and worked with my CRO, I see myself as a chief of staff or trusted business partner. If people go directly to the CRO asking to do something and they respond with, “What does Rosalyn think?” I know I’ve earned that trust. Then, instead of bypassing RevOps, everyone comes to you first.

Jamie Miller: But you only get there by proactively offering your insights. You’re not always offered a seat at the table—you have to take it.

Rosalyn Santa Elena: Yes, you have to take it and you have to earn it. If you’re invited and have nothing to contribute, the invitations stop. A lot of Ops people have great ideas but are timid about sharing them. Yet, who better to provide insights than Ops? We’re closest to the data, daily operations, and the team. Often we’re closest to the buyer, too.

Jamie Miller: Exactly. Knowing how to present the right data at the right time is a challenge, but it’s essential for moving into that strategic role.