Podcast
May 12, 2025
Episode 40: Leveraging AI to Align Departments
Discover how AI can bridge the gap between data teams and GTM leaders in RevOps, along with strategies for better alignment and faster insights.
In this RevOpsAF podcast episode, co-host Camela Thompson sits down with Kristina Kardell, Director of Revenue Operations at Leapsome, to explore the critical challenge of aligning day-to-day operations with overarching company strategy.
With a background in management consulting and nearly three years as a RevOps leader, Kristina shares her expertise connecting tactical activities to meaningful business outcomes. The discussion covers strategies for uncovering true company priorities, driving strategic conversations, prioritizing impactful work, and recognizing when to push back or move on.
If you've ever felt like a task executor, struggled with managing upward, or aspired to make a more strategic impact, this episode offers valuable guidance.
Kristina began her career in management consulting, supporting high-growth tech companies and large enterprises. Seeking a more hands-on role, she transitioned to Leapsome to build their RevOps function from the ground up.
“I wanted to be part of the journey myself - so I switched sides and started working in revenue operations. It's been a hell of a journey.” – Kristina Kardell
Her experience combines strategic thinking with practical execution, offering a comprehensive view of business operations.
For insights on transitioning into RevOps and the essential skills required, check out Breaking into RevOps: Key Skills to Accelerate Your Career Path.
Aligning with company strategy can be challenging, especially when it's not clearly defined or frequently changes. Kristina emphasizes the importance of identifying 3–4 “must-win battles” each year and collaborating with GTM leaders to define success.
“If all of this comes true, will we have succeeded this year?” – Kristina Kardell
By positioning RevOps as a facilitator of strategic conversations, she helps create a cross-functional roadmap that remains stable amid shifting conditions.
For a deeper dive into aligning tactical operations with strategic goals, explore Episode 2: RevOps is Evolving. Are you?.
Strategic alignment begins before your first day in a new RevOps role. Kristina and Camela discuss essential questions to ask during interviews:
“Asking why they’re hiring now gives you a clue - are they scaling? Preparing for acquisition? Needing more structure?” – Kristina Kardell
These questions provide insight into the company's direction and the seriousness of their investment in RevOps as a strategic function.
For more tips on advancing your RevOps career, read Want Career Growth in RevOps? Here's a Formula for Success.
RevOps professionals often juggle numerous ad hoc requests and reactive tasks. Kristina recommends dedicating a portion of your week (starting with 30%) to high-impact strategic projects and protecting that time.
“Is it urgent, or is it important? Am I actually helping the company win, or just putting out fires?” – Kristina Kardell
By creating and adhering to your own roadmap, you can transition from being reactive to driving initiatives that enhance long-term performance.
For strategies on managing priorities effectively, consider Thriving in RevOps as a Team of One.
When leadership presents numerous new ideas with immediate deadlines, it's crucial to anchor discussions to pre-established strategic goals. Kristina suggests revisiting these goals when new requests arise.
“You can’t do everything. So if this is your new #1, which old priority do you want to take off the list?” – Kristina Kardell
Framing conversations around trade-offs helps leaders make informed decisions and prevents RevOps from becoming overwhelmed with tasks.
For insights on structuring your RevOps organization to manage such dynamics, refer to How Should Your Revenue Operations Organization Be Structured?.
Whether managing a team or mentoring colleagues, Kristina highlights the importance of providing context. Encouraging team members to understand the why behind their work and guiding them with open-ended questions fosters critical thinking.
“Why are you doing this report? Who’s it for? How does it help us win?” – Kristina Kardell
This approach transforms task executors into strategic partners and cultivates the next generation of strategic operators.
For a framework to enhance team dynamics, explore A Framework to Improve RevOps Team Dynamics.
Despite best efforts, there are times when leadership may not be receptive to guidance. When strategies constantly shift and boundaries are disregarded, it's important to assess whether the environment supports RevOps success.
Camela shares her experience with this challenge, and Kristina offers advice on setting expectations early, defining success, and monitoring whether efforts are valued.
“When you try and try and try to steer the ship, and leadership won’t listen... that’s when it becomes demoralizing.” – Camela Thompson
Kristina concludes with a reminder for RevOps professionals:
“If you only fight fires, you’ll never get to build fire-proof systems.” – Kristina Kardell
Balancing immediate demands with long-term projects is key to becoming a strategic partner and achieving fulfilling work.
For guidance on structuring your initial months in a new RevOps role, read How to Tackle Your First 90 Days in a New RevOps Role.
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