#48 How Rubrik scaled RevOps to IPO - with Samarth Mital, Senior Director - Global Sales Strategy, Planning, Analytics, & Ops at Rubrik

Samarth Mital, Director of Global Sales Strategy, GTM, Planning, Analytics & Ops at Rubrik, shares his insights on the company's journey to IPO. From scaling revenue to $919 million in ARR to expanding the RevOps team from 5 to 40 people, Samarth discusses the strategic moves Rubrik made to secure its position as a leader in the cybersecurity space. He emphasizes the importance of building a strong team, maintaining operational rigor, and aligning cross-functional departments to achieve sustainable growth.

We cover:

• Scaling Rubrik from $70M to $919M ARR and achieving 120% NRR

• The critical role of RevOps in IPO preparation

• Building a high-performing RevOps team from 5 to 40 members

• Managing pipeline, forecasting, and sales compensation effectively

• The importance of cross-functional collaboration in driving revenue growth

• Key takeaways for navigating a company’s IPO journey

Samarth Mital on LinkedIn: https://www.linkedin.com/in/samarth-mital-33b1888/

RevOps Letter: https://www.getweflow.com/revopsletter

Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer

Philipp on LinkedIn: https://www.linkedin.com/in/janiszech

Weflow: https://www.getweflow.com

Chapters:

(00:00:00) Introduction

(00:01:17) Samarth’s Background and Role at Rubrik

(00:03:53) Scaling Rubrik and the Role of RevOps

(00:07:31) Hiring and Building a High-Performing Team

(00:14:39) Key Metrics for Scaling and IPO Preparation

(00:19:06) Aligning Cross-Functional Teams for Success

(00:24:00) Strategic Forecasting and Pipeline Management

(00:28:56) Lessons Learned on the Journey to IPO

(00:35:30) Final Thoughts and Advice