William Taylor has been in Revenue Operations for nearly 15 years. He came from finance, not sales, which means he sees the commercial engine differently from most people in the function.

In this episode, Mike sits down with William to work through what RevOps actually is versus what most organisations think it is, what breaks first in a hyper-scale environment, and why the function is so consistently misunderstood, underfunded, and hired too late. They also get into the CRO and RevOps relationship, hiring for the function, AI in RevOps, and the question that follows every RevOps leader around: how do you know if it is working?

William's answer involves a toolbox. Nobody thinks about the toolbox when fixing a car. But you would not have your tools without it.

In this episode:

• Why RevOps is the toolbox, not the tool, and what that means for how you hire and resource the function
• Channel conflict: why marketing and sales will always disagree until someone reframes the objective
• What breaks first in a hyper-scale environment, and why outbound is always the first thing abandoned
• The CRO and RevOps relationship: what it looks like when it works and where it becomes dysfunctional
• Hiring for RevOps: why attitude and aptitude beat technical skills every time
• AI in RevOps: why rubbish in still means rubbish out, and why CRM remains the foundation most teams do not have right
• The cost of doing nothing, and why the CFO budget argument is easier to win than most people think
• Rapid Fire: the tool William cannot live without (not AI), the GTM myth he wants to kill, and why MEDDIC is not a methodology

About William Taylor
William Taylor is a Revenue Operations leader with nearly 15 years of experience scaling RevOps functions across high-growth B2B SaaS businesses. He came to RevOps from a finance background, giving him a cross-functional perspective on the commercial engine that most RevOps practitioners do not have.

Links

YouTube Channel: https://www.youtube.com/@TheOutsideSeat
Spotify Channel: https://open.spotify.com/show/033ujY7VMYJiHa40HlycUb?si=dcc0e644f79f4f77
Apple Podcast: https://podcasts.apple.com/gb/podcast/the-outside-seat-podcast/id1896892470
TikTok: https://www.tiktok.com/@theoutsideseat
William's Linkedin: https://www.linkedin.com/in/williamdavidtaylor/

The Outside Seat is a B2B revenue leadership podcast hosted by Mike Tumalty. New episodes every week.

Episode 10 is supported by Flourish, an early-career B2B sales recruitment and training business. If you are hiring sales talent, look at what they do:
https://info.helloflourish.com/hire-a-sales-exec/

InsideNow: GTM diagnostics and commercial due diligence for B2B SaaS. insidenow.io