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Lessons in RevOps From Pardot, Terminus, and Beyond - Mallory Lee
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This week we sit down with Mallory Lee, a seasoned RevOps leader whose career spans transformative roles at Pardot, Terminus, and more. Together, we tackle the realities of RevOps today, from debunking the myth that RevOps is the buyer for tech tools to navigating the challenges of unified operations.
Mallory reflects on her time leading teams through the rise of ABM platforms, highlighting lessons learned about hype, strategy, and staying grounded in reality. She also shares her candid perspective on the role of RevOps as the backbone of a company’s strategy. We explore how RevOps can bring alignment across go-to-market teams, why getting the ICP right is a never-ending challenge, and how tech platforms like marketing automation must evolve to keep up with modern demands.
Whether you’re a RevOps practitioner, a SaaS vendor, or just someone who loves geeking out over strategy, this episode is packed with unvarnished truths and actionable insights.
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About Today's Guest
Mallory Lee is an experienced Revenue Operations professional with 15 years of experience collaborating across the GTM Org and C-Suite to scale B2B SaaS revenue. She's held marketing and RevOps leadership positions at companies like Terminus and Nylas, is a product advisor for RevTech companies, and co-founder of the RevTech Review.
https://www.linkedin.com/in/mallorylee/
Key Topics
- [00:00] - Introduction
- [00:57] - Favourite RevOps career path
- [01:34] - Why you shouldn’t build software for RevOps
- [05:26] - Iterating on your go-to-market message
- [07:50] - Shortcomings of ABM tools
- [16:21] - Signal-based selling and the role of RevOps
- [25:52] - Marketing automation landscape
- [33:58] - Unified RevOps
- [46:09] - Product consulting
- [48:41] - RevTech Review
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