Mostly metrics
Run the Numbers
E31: Hubspot's SVP RevOps Sid Kumar Goes DEEP on Revenue Operations

E31: Hubspot's SVP RevOps Sid Kumar Goes DEEP on Revenue Operations

In this episode, Hubspot SVP of RevOps Sid Kumar discusses the most crucial aspects of revenue operations, the importance of data strategy, perspectives on rep productivity and commission structures, discounting, and more. The conversation also touches on how the lines between go-to-market and product strategies are increasingly blurring. Sid also gives us his take on comp plan design. Supercharge financial operations with Maxio. Request a demo at for 10% off your first year.


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@cjgustafson222 (CJ)

@sidkumar (Sid)

@TurpentineMedia (Turpentine)



(00:00) Intro

(00:36) Where does RevOps sit?

(03:38) The Intersection of RevOps and Finance

(04:43) When to Hire the First RevOps Person

(05:45) The Role of Data in RevOps

(08:27) The Relationship Between FP&A and RevOps

(10:33) Designing Effective Commission Plans

(12:39) The Role of Incentives and Outcomes in RevOps

(18:57) Sponsors: Maxio | Tropic

(22:22) The Importance of Agile Planning in RevOps

(26:01) Understanding Sales Capacity and Quota Assignment

(27:15) AI and Product Led Growth: Blurring the Lines

(27:43) Understanding Business Segmentation

(32:20) Sponsor: Thoropass

(33:40) The Philosophy of Discounting

(37:32) The Role of Spiffs in Sales

(41:09) Understanding Rep Productivity Metrics

(48:29) The Role of Communication in CFO Success

(50:41) The Impact of Large Commission Checks

Mostly metrics
Run the Numbers
Run the Numbers is a twice-weekly podcast about financial metrics and business models, designed for ambitious people operating tech startups. It's a collection of things host CJ Gustafson (CFO at Partstech and writer of Mostly Metrics) has learned and thought about in the trenches as a tech CFO.
This show is meant to serve as a playbook of sorts for the stuff CJ wishes he knew earlier in his career, both from experience and from copying people smarter than himself.
Topics frequently touch upon Startup SaaS Metrics, Annual Budgeting, Financial Forecasting, Headcount, Equity, Dilution, and Fundraising – and how all of these drive business performance and growth.