Business & People Ops 90 days 2-3 hours/day updated 2026-06-01

RevOps 90-Day Learning Path

Build RevOps skills in 90 days: CRM operations, revenue attribution, pipeline analytics, go-to-market toolchain management, and cross-functional alignment that accelerates predictable revenue growth.

What RevOps means

RevOps (Revenue Operations) unifies sales, marketing, and customer success operations under a single operational framework to drive predictable revenue growth. RevOps teams own the go-to-market tech stack, revenue data infrastructure, pipeline analytics, attribution modeling, and process automation. By eliminating handoff friction and providing a single source of truth for revenue data, RevOps enables GTM teams to operate more efficiently.

Who should follow this path

Sales operations professionals expanding into full RevOps
Marketing operations engineers building the GTM tech stack
Revenue analysts and BI professionals in SaaS companies
CRM administrators evolving into strategic RevOps roles
GTM leaders wanting analytical and operational depth

Prerequisites

Working experience with a CRM (Salesforce or HubSpot)
Basic SQL and spreadsheet modeling skills
Understanding of sales pipeline and marketing funnel concepts
Some exposure to marketing automation tools
Familiarity with SaaS business metrics (ARR, MRR, churn)

The 90-day plan

Daily study recommendation: 2-3 hours/day, six days a week. Consistency beats intensity — block the time in your calendar like a meeting.

Days 1–15: Foundation

RevOps scope: sales ops + marketing ops + CS ops unified
Revenue operations maturity model
Go-to-market motion types: PLG, SLG, and hybrid
Revenue metrics: ARR, MRR, NRR, churn, CAC, LTV
RevOps charter and team structure models

Outcome: Audit a GTM org’s RevOps maturity and define a 90-day improvement roadmap.

Days 16–30: Core concepts

Salesforce CRM architecture and data model
HubSpot CRM operations and automation
Lead routing and territory management
Sales process definition and stage criteria
CRM data hygiene and deduplication

Outcome: Configure a CRM with clean data model, routing rules, and sales process stage gates.

Days 31–45: Tools and workflows

Revenue attribution modeling (first-touch, last-touch, multi-touch)
Marketing-to-sales funnel analytics
Pipeline coverage and velocity analysis
Forecasting models: weighted pipeline and AI-assisted
Win/loss analysis methodology

Outcome: Build a revenue attribution and pipeline analytics model with weekly forecasting reports.

Days 46–60: Hands-on projects

GTM tech stack audit and rationalization
Marketing automation with Marketo and HubSpot
Sales engagement platforms: Outreach and Salesloft
Revenue intelligence: Gong and Chorus
Integration strategy: CRM + marketing + CS data unification

Outcome: Audit and rationalize a GTM tech stack and implement bi-directional CRM integration with key tools.

Days 61–75: Advanced practices

Customer success operations and renewal tracking
QBR (quarterly business review) process operations
Compensation plan design and commission automation
Quote-to-cash process optimization (CPQ tools)
RevOps data governance and single source of truth design

Outcome: Implement a customer success retention dashboard and automate QBR preparation workflows.

Days 76–90: Portfolio, interview & certification prep

RevOps portfolio project
Preparing for Salesforce Administrator and HubSpot RevOps certs
RevOps interview questions
Metrics: pipeline coverage, forecast accuracy, CAC payback period, NRR
Emerging: AI-assisted forecasting, CRM copilots, PLG analytics

Outcome: Deliver a RevOps analytics project and be interview-ready for RevOps and sales operations roles.

Weekly outcomes at a glance

Phase	Outcome
Days 1–15	Audit a GTM org’s RevOps maturity and define a 90-day improvement roadmap.
Days 16–30	Configure a CRM with clean data model, routing rules, and sales process stage gates.
Days 31–45	Build a revenue attribution and pipeline analytics model with weekly forecasting reports.
Days 46–60	Audit and rationalize a GTM tech stack and implement bi-directional CRM integration with key tools.
Days 61–75	Implement a customer success retention dashboard and automate QBR preparation workflows.
Days 76–90	Deliver a RevOps analytics project and be interview-ready for RevOps and sales operations roles.

Tools to learn

Salesforce
HubSpot
Marketo
Outreach
Gong
Looker
Tableau
Clari
LeanData
Workato
Segment
Mode Analytics

Labs to practice

CI/CD with GitHub Actions

Mini projects

Build a Salesforce-based revenue dashboard with pipeline velocity, forecast accuracy, and win/loss analytics in Tableau
Implement a multi-touch attribution model in HubSpot connecting marketing spend to closed-won revenue
Create an automated QBR preparation system pulling Gong, Salesforce, and support data into a Notion template

Interview questions to prepare

What is the difference between RevOps and sales operations?
How do you define and track pipeline health metrics?
Explain multi-touch attribution and its limitations.
How would you build a revenue forecasting model for a $10M ARR SaaS company?
What does NRR (Net Revenue Retention) tell you and how do you improve it?
How do you manage CRM data quality at scale?
Describe how you would align marketing and sales on a shared funnel definition.
What is quote-to-cash and what are the key process steps?

Certification suggestions

HubSpot Revenue Operations Certification — HubSpot Academy
Salesforce Certified Administrator — Salesforce
Salesforce Certified Revenue Cloud Consultant — Salesforce
Google Analytics Individual Qualification — Google

Browse the full certification registry for exam details and official links.

Free resources

Engineering Manager Roadmap

// instructor-led option

Prefer live, guided training with mentors and certification support? DevOpsSchool.com runs paid instructor-led programs that pair well with this free path.

Explore paid training on DevOpsSchool.com ↗