Stephanie Ucko is VP of Revenue Operations at Intellum, with roughly a decade in the RevOps world. She got her start in tech at Revel Systems — the restaurant online-ordering and point-of-sale company — where she raised her hand out of a direct sales role to stand up sales operations from scratch. After a leadership role at a San Francisco cybersecurity company, she moved to New York and joined Olo, the digital-ordering platform for restaurants, as its first RevOps hire, owning revenue operations soup-to-nuts and partnering closely with sales leadership through Olo's IPO. A self-described 'builder by nature,' she is known for maturing startup systems to a public-company standard: formalizing quote-to-cash and CPQ, building data governance, and standing up SOX-grade change management and controls. Born in Virginia and raised on the California coast, she is based in Santa Barbara.
“How do we make sure that if we are a pre-IPO startup, we operate as a post-IPO organization and enterprise business?”
“How are we gonna evidence for this? How do we ensure that we're SOX compliant? And what is our system of record? These are key phrases you hear going through that process that, as a revenue ops leader, you really need to dive into and understand.”
“What's interesting about going through this IPO process is it brings up and highlights all of those little or big areas where it's ripe for improvement and efficiency.”
“I'd like to think of our remit as really the backbone of a lot of the really important pieces — how we go to market as a sales organization, how we work through all of our contracting, and by large strides the entire quote-to-cash process.”
“It takes you into a place of self-reflection — is this the most optimal way to do this? How can we really make this better?”
“I go into my roles these days thinking, okay — we're gonna IPO if that's our direction, or whatever exit you're looking at — and imagine the current processes under those pretenses.”
“Imagine someone coming in and saying, how do I know what changes you've made in Salesforce? Where do I go to look at that — at a very tactical level?”
“We had to formalize a change-management process in Salesforce and evidence for how you're actually deploying to production — and who's doing that.”