RevOps for Scaleups: Building Systems That Grow With You

In early startup life, growth is scrappy by design.

You duct-tape tools together, chase leads wherever they come from, and manually track what matters most. But as headcount rises and revenue grows, what once felt agile starts to feel fragile.

That’s when operational friction creeps in — and growth slows, even though the team is working harder than ever.

This is the inflection point where RevOps for scaleups becomes essential. Not a luxury, but a foundation for predictable, repeatable, and confident growth.

Let’s unpack how Revenue Operations helps scaleups grow up — and what it looks like to do it right.

What Is RevOps (Revenue Operations)?

RevOps, or Revenue Operations, is the strategic coordination of sales, marketing, and customer success around shared:

• Systems

• Data

• Processes

• Metrics

It’s not a single hire or a set of dashboards. It’s a way of operating your GTM motion so the entire revenue team functions as one — even as complexity increases.

For scaleups, it’s the difference between:

• Doubling revenue vs doubling manual work

• Trusting your forecast vs guessing in the boardroom

• Scaling with confidence vs reacting under pressure

At Project36, we specialise in helping scaleups move from RevOps chaos to clarity using our structured operating model, WaypointOS.

Why Scaleups Struggle Without RevOps

When you're growing quickly, it’s easy to mistake activity for progress. But more leads, more tools, and more people don’t guarantee more revenue — unless your operations can handle it.

Here are common problems we see in scaleups:

Siloed Teams

Marketing runs campaigns that sales can’t follow up on. CS works from spreadsheets. No one agrees on what a qualified lead looks like.

Tool Sprawl

You’ve added HubSpot, ZoomInfo, Notion, Airtable, Zapier — but nothing’s integrated. There’s no “system,” just tools reacting to pain.

Bad Data

CRM fields are inconsistent. Duplicate contacts clog the funnel. Reporting is unreliable, and decisions are made from hunches.

Broken Handoffs

MQLs sit untouched. Opportunities fall through cracks. Everyone’s unclear who owns what, when.

Forecasting by Gut

Your leadership team can’t trust dashboards. Pipeline feels like guesswork, not evidence.

These are signs you’ve outgrown your initial GTM infrastructure.

What RevOps for Scaleups Should Deliver

Done right, RevOps enables growth, not just supports it. Here’s what to expect:

1. A Single View of the Funnel

Lifecycle stages, conversion points, and ownership become standardised across the GTM team — no more marketing vs. sales vs. ops blame games.

2. Automated, Documented Workflows

Reps spend more time selling, not updating fields. Handoffs are governed by rules, not reminders.

3. Clean, Trustworthy Data

Your dashboards reflect reality. Attribution makes sense. Metrics connect to outcomes, not vanity.

4. GTM Tech That Works Together

Your CRM, lead routing tools, and analytics stack speak the same language. No more duct tape.

5. A Framework for Continuous Improvement

RevOps gives you a method for scaling what works — not rebuilding from scratch every time.

That’s why we built WaypointOS, our RevOps framework for scaleups. It takes the guesswork out of building operations that scale with your team.

Key Elements of a RevOps Strategy for Scaleups

Here’s how we approach RevOps design and delivery for scaleups at Project36:

1. Lifecycle Design
We map the true buyer journey across stages — not just default CRM fields — and ensure every stage has entry/exit logic and ownership.

2. Lead Scoring That Reflects Reality
We build scoring based on firmographic fit and behavioral intent — and align it with both sales and marketing.

3. Routing and Assignment
No more “who’s picking up this lead?” logic. We implement rules-based routing that prioritises speed and accountability.

4. Sales Process Enablement
From deal stages to pipeline structure, we help sales operate in CRM — not around it. We document processes, automate tasks, and give reps back time.

5. Data Hygiene and Governance
We clean the CRM, define property usage, and build routines for ongoing maintenance. Good data is a habit, not a one-off.

6. Reporting and Forecasting
We rebuild dashboards that matter: funnel conversion, pipeline velocity, revenue forecasting, campaign performance. Then we make sure they’re actually used.

What Makes RevOps for Scaleups Unique?

Scaling companies face a different set of challenges than startups or enterprise orgs. Your RevOps needs to account for:

• Speed: You’re moving quickly and need fast implementation cycles.

• Growth: Your team size, process, and tool needs are changing every quarter.

• Complexity: You may be expanding GTM motions, territories, or product lines.

• Resourcing: You may not have a full internal ops team — but need the expertise.

That’s why most scaleups benefit from working with a RevOps partner who can bring both structure and flexibility.

Project36 acts as an embedded partner, helping scaleups untangle messy systems and design a RevOps foundation that scales with them.

Case Snapshot: How RevOps Helped a SaaS Scaleup Accelerate Pipeline

A SaaS client came to us with:

• 5 SDRs, 3 AEs, and 2 marketers

• HubSpot that had grown organically — and was full of overlapping automation

• No clear definition of SQL or lead routing logic

What We Did:

• Rebuilt lifecycle stages using WaypointOS

• Implemented two-tier lead scoring (fit + intent)

• Consolidated 87 workflows down to 28 clean automations

• Rebuilt dashboards for pipeline health and conversion tracking

Results:

• 22% increase in SQL-to-Opportunity conversion

• 30% reduction in CRM admin time

• Reps started using the CRM as their default workflow tool

That’s the power of RevOps for scaleups — operational clarity that leads to revenue acceleration.

When to Prioritise RevOps in a Scaleup

If you’re seeing any of the following, you’re likely ready:

• You’ve hired your first VP of Sales or Marketing

• You’ve raised a funding round and need to prove ROI

• Your sales cycle is inconsistent and hard to forecast

• Your CRM is “set up” but feels like a liability

• You’re launching a new GTM motion (ABM, PLG, outbound, expansion)

These are key moments where operations can either unlock scale — or stall growth.

Why Project36 Is Purpose-Built for Scaleups

We’re not generalists or CRM freelancers. We’re RevOps specialists with deep experience designing GTM systems for companies in motion.

Here’s what makes us different:

• We built WaypointOS to give scaleups a clear RevOps operating model

• We understand HubSpot inside and out — from audit to architecture

• We deliver in 30/60/90-day phases so you see progress, fast

• We help align your people, not just your platforms

• We prioritise outcomes over activity

We’ve supported scaleups across SaaS, fintech, healthtech, and services — helping them clean, align, and scale their revenue engine.

Final Thought

Your growth engine is only as strong as the system beneath it.

RevOps for scaleups isn’t a luxury — it’s a multiplier.
Done well, it helps you operate faster, forecast better, and scale smarter.

If you’re feeling the friction that comes with growth, Project36 can help design the systems, processes, and strategy to get you back to clarity.

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