30 RevOps Interview Questions (With What Good Answers Look Like)

RevOps interviews test three things: technical skills (can you manage the stack?), analytical thinking (can you find insights in data?), and strategic judgment (can you improve processes?). The balance shifts toward strategy as seniority increases.

After analyzing 455 RevOps job postings and their listed requirements, here are the questions you're most likely to face, organized by what they're actually testing.

Technical & Systems Questions

These come up at every level but carry more weight for entry and mid-level roles.

1. "Walk me through how you'd set up lead routing in Salesforce." — They want to hear your approach to matching logic, round-robin vs territory-based assignment, and how you handle edge cases (no territory match, duplicate leads). Mention testing.
2. "How do you handle data hygiene in a CRM with 100K+ records?" — Talk about deduplication strategy, required fields, validation rules, and scheduled data quality reports. Mention specific tools you've used.
3. "Describe a complex integration you've built between two systems." — They want to know if you can think about data flow, error handling, and monitoring. Native integration vs middleware (Workato, Zapier) vs custom API work.
4. "What's your approach to managing user permissions and security?" — Role-based access, principle of least privilege, audit trails. Mention compliance if relevant (SOC 2, GDPR).
5. "How would you migrate from one CRM to another?" — Data mapping, phased rollout vs big bang, training plan, parallel running period, rollback plan. This question separates experienced ops people from beginners.

Data & Analytics Questions

6. "Our pipeline coverage ratio dropped 20% this quarter. How do you diagnose why?" — Check data quality first (are deals being logged?), then segment by stage/rep/source to find the drop-off point. Don't jump to conclusions before checking the data.
7. "How do you build a forecast model?" — Weighted pipeline, historical conversion rates by stage, rep-level adjustments. Mention how you account for deal slippage and sandbagging.
8. "What KPIs do you track for a RevOps team?" — Pipeline velocity, forecast accuracy, sales cycle length, win rate, data quality score, tool adoption rates, time-to-productivity for new hires.
9. "Walk me through how you'd build a revenue attribution model." — First-touch vs last-touch vs multi-touch. Practical limitations of each. How you handle self-reported attribution vs system-tracked.
10. "How do you present data to executives vs ICs?" — Executives want trends and decisions. ICs want details and actions. Same data, different framing. Mention specific BI tools you use.

Process & Strategy Questions

These carry more weight at senior and director levels.

11. "How do you evaluate whether to buy a new tool vs build internally?" — TCO calculation, implementation timeline, maintenance burden, integration complexity, team adoption risk. The right answer isn't always "buy."
12. "Describe a process you redesigned that measurably improved outcomes." — Use the STAR format but lead with the metric. "Reduced sales cycle by 12 days by redesigning the handoff from SDR to AE" is better than a long narrative.
13. "How do you handle pushback from sales leaders on process changes?" — Show you understand their incentives. Pilot with a willing team, show results, then expand. Never mandate without data.
14. "What's your approach to territory design?" — Data-driven: TAM by segment, existing account distribution, rep capacity, travel considerations. Mention annual vs rolling realignment.
15. "How do you prioritize when everything is urgent?" — Revenue impact framework: what directly affects pipeline or close rates gets priority. Be specific about how you've made these tradeoffs.

Behavioral & Situational Questions

16. "Tell me about a time you found a data quality issue that was affecting business decisions."
17. "How do you stay current on RevOps tools and best practices?"
18. "Describe a project that failed. What did you learn?"
19. "How do you balance speed vs accuracy in reporting?"
20. "Tell me about a time you had to influence without authority."

Director+ Strategic Questions

21. "How would you structure a RevOps team from scratch?" — Systems/tools, analytics/reporting, process/strategy, and enablement. Whether to centralize or embed ops people in teams.
22. "What's your philosophy on RevOps reporting to Sales vs the CEO?" — Revenue-neutral reporting structure (CEO/CRO/COO) vs embedded in sales. Trade-offs of each.
23. "How do you measure the ROI of the RevOps function itself?" — Pipeline velocity improvements, forecast accuracy, sales productivity metrics, tool consolidation savings.
24. "How do you think about AI's impact on RevOps over the next 2 years?" — Augmentation, not replacement. Which tasks are automatable now vs later. How to evaluate AI tools.
25. "Walk me through your first 90 days as VP of RevOps here." — Listen, audit, quick wins, then strategy. Mention specific things you'd assess: tech stack, data quality, process documentation, team skills.

Technical Assessment Questions

Some companies include a practical exercise. Common formats:

26. CRM configuration task: "Set up an automated lead scoring model using these criteria."
27. Data analysis exercise: "Here's a pipeline dataset. Identify the biggest conversion bottleneck and recommend a fix."
28. Process design: "Design a lead-to-opportunity handoff process for a team of 20 AEs and 10 SDRs."
29. Dashboard creation: "Build a weekly pipeline review dashboard for the CRO."
30. Case study presentation: "Our win rate dropped 15% over 6 months. Present your diagnosis and recommendations."

How to Prepare

Three things that matter more than memorizing answers:

• Know your numbers. "I improved X by Y%" beats "I worked on data quality." Every answer should include a metric if possible.
• Research their stack. Check their job posting for tools mentioned. Look at their careers page and LinkedIn for clues about their tech stack. Show up knowing what they use.
• Benchmark your comp. Use our salary benchmarks to know your market rate before negotiating. The seniority breakdown and location data give you specific numbers to reference.