What Does a Revenue Operations Consultant Actually Do?

4 min read

21.7.2025

The term “Revenue Operations Consultant” gets thrown around a lot; often by CRM freelancers, growth strategists, and agencies alike. But if you’re scaling fast and your GTM systems are breaking down, hiring the right kind of RevOps consultant could be the smartest move you make this year.

This post explores what a Revenue Operations Consultant really does, what outcomes to expect, and how to choose one that drives sustainable revenue — not just dashboards.

Why Revenue Operations Matters More Than Ever

At the growth stage, most B2B companies face the same creeping problem: complexity. More leads, more reps, more tools — and suddenly, nothing flows.

Revenue Operations (RevOps) exists to fix this. It connects marketing, sales, and customer success around:

Shared data
Unified processes
One tech stack
Aligned incentives

But implementing this kind of change internally is tough. That’s where a consultant steps in.

What Is a Revenue Operations Consultant?

A Revenue Operations Consultant is a strategic expert who:

Audits your current GTM systems and data
Identifies friction between teams, tech, and reporting
Builds a roadmap to align your funnel
Helps implement process and tooling changes across departments

They bridge strategy and execution — sitting between the CRM admin, the sales VP, the marketing lead, and the CEO.

At Project36, we go one step further. We bring not just consultancy, but a framework for delivery: WaypointOS, our structured approach to RevOps transformation.

What Problems Do RevOps Consultants Solve?

Hiring a Revenue Operations Consultant isn’t about tweaking a dashboard. It’s about fixing the foundation so growth doesn’t stall.

Here are the most common symptoms we solve:

1. Siloed GTM Teams

Sales and marketing don’t speak the same language. CS is tracking onboarding manually. The CRM shows partial truths.

A consultant identifies disconnects and creates cross-team alignment using shared workflows and metrics.

2. Messy CRM & Reporting Chaos

Bad data → bad decisions. You might have HubSpot, but the reports contradict each other and leaders don’t trust the pipeline.

A RevOps consultant audits your CRM setup and rebuilds reports based on a clean, unified data structure.

Try our free HubSpot Auditor to spot these issues instantly.

3. Manual Processes

Reps are creating tasks manually. Automation rules overlap. Lead routing is inconsistent.

A consultant maps every GTM workflow and re-engineers them for automation, clarity, and scale.

4. Tools That Don’t Talk to Each Other

Calendars, CRMs, lead forms, CS tools — nothing integrates. Your tech stack is slowing you down.

A RevOps consultant rationalises the stack and implements integrations that work.

What Should You Expect From a Revenue Operations Consultant?

At a high level, here’s what the typical Project36 engagement looks like:

🔍 1. Audit

We assess:

Tech stack
GTM workflows
Data structure and hygiene
Reporting and attribution
Team responsibilities

This is delivered via WaypointOS — our diagnostic RevOps system.

2. Roadmap

You’ll get a plan for the next 30, 60, and 90 days that covers:

Quick wins (clean-up)
Mid-term fixes (workflow/process)
Strategic shifts (reporting, routing, enablement)

3. Implementation

We don’t leave you with a slide deck. We:

Rebuild lead scoring
Fix lifecycle stages
Design revenue dashboards
Simplify routing logic
Enable teams with documentation and training

All within the CRM you already use (usually HubSpot).

4. Reporting + Iteration

RevOps isn’t “set and forget.” We:

Create tracking frameworks for pipeline velocity, conversion, and ops efficiency
Embed with teams to tweak systems as they adopt new processes
Deliver monthly ops reviews with insights, not just data

RevOps Consultant vs. RevOps Agency: What’s the Difference?

Role	Strength	Limitation
RevOps Consultant	Strategy, frameworks, GTM alignment	May not handle day-to-day execution
RevOps Agency (like Project36)	Strategic + technical + delivery	Requires more collaboration and planning

In practice, many modern consultancies blend both — which is exactly how Project36 operates. We offer strategic planning and hands-on implementation so that you don’t just get advice — you get outcomes.

Real Impact: What a Good RevOps Consultant Delivers

These are the outcomes you should expect (and demand):

Cleaner CRM data and higher adoption
Shorter sales cycles due to clearer handoffs
Fewer missed leads from improved routing
Stronger marketing <> sales collaboration
Dashboards that drive decisions
Time saved through workflow automation

In a recent Project36 engagement, a fintech client saw:

20% reduction in lead response time
35% increase in qualified MQL-to-SQL conversion
Executive reporting moved from Google Sheets → dynamic dashboards

When Should You Hire a RevOps Consultant?

Here are some of the trigger moments where bringing in help makes sense:

Scenario	Consultant Impact
You’ve just raised funding	Align ops to scale smart, not fast and fragile
You’re hiring GTM leads	Set up systems to support new team workflows
You’ve outgrown your CRM	Redesign structure before layering on tools
You want better forecasts	Build data models and dashboards you trust
You’re planning a GTM shift	Audit readiness, design new workflows, model outcomes

If you're guessing in any of these areas, a RevOps consultant can bring clarity.

Why Work With Project36?

We’re not generalists. We’re not HubSpot freelancers. We are a strategic RevOps partner that builds systems and operating models for B2B companies who are serious about scale.

Here’s what makes us different: