Andy Mowat is the founder and CEO of Whispered, a network that helps VP- and C-level go-to-market leaders find the executive roles that are almost never posted publicly. Before Whispered he spent more than a decade as a go-to-market and RevOps operator, running revenue operations and GTM systems at Upwork, Culture Amp, and Carta, plus an operations role at Fox, and getting his start at oDesk/Elance (which merged to become Upwork) after cold-calling his way into tech. A self-described accidental RevOps leader who 'fell into the function,' he built and scaled enablement, sales ops, marketing ops, and GTM systems teams at two unicorns and is a prolific writer and advisor on scaling GTM, author of the widely shared 'Series A GTM checklist.'
“They don't get their data foundation right, they don't get their GTM tooling right, so then they're just ending up giving clunky tooling to their reps.”
“A lot of people don't invest in enablement until it's too late. If you're going to be a revenue leader at a company with crappy enablement, that's a pretty big risk.”
“If you have a team of less than 10 reps, you probably don't need enablement. But as you start to clone that team, have multiple products, throw a lot of complexity at these people — that's when you should really start to think about it.”
“If you show up and you're like, 'Cool, just tell me what we should train on,' you're kind of toast. You have to have an opinion — we should be training on this, not on this.”
“I can't tell you the number of unicorns I've shown up to that have seven to eight email systems. Everyone flocks to you like, 'God, can you fix that email shit show?'”
“Like most RevOps people, I just fell into the function.”
“At some point in your career, you will get punched in the face — by that I mean you'll have to go search proactively for a job, versus being able to say, 'Oh, I don't want to take that call right now.'”
“At that level, the odds of the role you find being posted are really low. Odds are it's whispered to you.”