Lorena Morales, Global Director of Revenue Operations at JLL, joins the podcast to discuss what it takes to build and scale RevOps at one of the world’s largest real estate companies. With over 100,000 employees across 80+ markets, JLL operates at a scale that challenges traditional RevOps playbooks. Lorena shares her experience structuring a RevOps team from scratch, tackling revenue leakage, and driving operational change in a complex, non-SaaS environment.We cover:How RevOps operates in a 100,000-person companyWhy she started in marketing ops instead of sales opsThe challenges of aligning revenue data across multiple business unitsHow to identify and fix revenue leakage in a large organizationThe skills needed to thrive in RevOps at an enterprise companyThe role of technology in RevOps – and why the biggest challenge isn’t toolsLorena Morales on LinkedIn: https://www.linkedin.com/in/moraleslorena/ Free RevOps resources: https://www.getweflow.com/revops  Janis on LinkedIn: https://www.linkedin.com/in/janiszech   Phillip on LinkedIn: https://www.linkedin.com/in/philippstelzer  Chapters:(00:00:00) Introduction(00:02:06) How Lorena Ended Up in RevOps at JLL(00:06:45) Structuring RevOps in a 100,000-Person Company(00:12:10) Identifying and Fixing Revenue Leakage(00:18:36) The Challenges of Aligning Data Across Multiple Business Units(00:24:50) The Reality of Enterprise RevOps – Politics, Process, and Change(00:30:15) The Role of Technology – and Why It’s Not the Biggest Challenge(00:37:02) The Skills You Need to Succeed in Enterprise RevOps(00:41:05) Final Thoughts and Book Recommendations

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