Jimmy O'Halloran is VP of Go-To-Market Strategy & Operations at New Relic, where he owns the full Revenue Operations org and sales enablement. He has spent nearly two decades close to revenue without ever carrying a bag — 13 years across EMC and Dell (after recruiting himself in from a staffing job), four and a half years running field operations at Snowflake, and a stint helping Glean cross from startup-mode ops toward enterprise scale. His through-line: RevOps is won on trust, not leverage, and the best operators get invited to the table instead of forcing their way in.
“If you tell me my one person can start giving me a 300% output, that doesn't mean I'm going to lay off two people. It probably means I'm going to hire two more people, because all I want to do is move faster.”
“What I learned over time was that that's leverage, that's not trust. And if your sales leader trusts you, you will be invited into the room.”
“How a customer consumes you as a company should be how you operate.”
“Sales enablement is the secret sauce if you do it appropriately. The reason it falls apart so quickly is either companies overstaff it or understaff it.”
“If you're going to run a hunter/farmer model, it's about accepting that acquisition is a process, not an event.”
“In the consumption game, what you're trying to do is not land at scale, because that just invites risk. It's kind of like trying to start an 18-wheeler versus start a lawnmower.”
“Sellers can't give you insights on how your customer is going to consume your product. It's not going to happen. It's never going to happen.”
“You're basically asking a grocery store when their customers are going to eat your food.”