Revenue Operations Interview: Giovanni Torres at Workato

The Interview

Kluster's Take

Tom spoke with Giovanni Torres, Revenue Operations Manager at Workato. He shares a reflective look at his first year and a half in Rev Ops. 

Giovanni’s philosophy is to make sure that you’re making an impact. You should be communicating the why behind any change. If there is a new field in salesforce or a new forecasting process, the rationale must be articulated. Giovanni always presents the context behind changes for reps. The drive is to help reps to get the insights that you need, so you can hit your number and be successful. 

Before implementing a new process, Giovanni carefully assesses the current state. He brings in all cross-functional partners. He talks to marketing, product and engineering. He seeks to get a better sense of what the actual sales team is experiencing on the ground. Giovanni explains that it’s a dynamic and iterative approach. 

Giovanni believes the benefit of being in the ops world is being able to experiment. He thinks it’s key to not get stuck with one approach. He believes that having a new perspective, a fresh pair of eyes is critical.