Transform your revenue model to stay ahead with Kimberly Deobald, Chief Revenue Officer at Avalara

As industries evolve at a rapid pace, revenue leaders face the challenge of navigating through constant change while maintaining growth and profitability. In a recent episode of Accenture’s Revenue Reinvention, Kimberly Deobald, Chief Revenue Officer at Avalara, offers advice to fellow revenue leaders on how to stay ahead, drawing from her extensive experience in driving revenue growth and operational excellence.  

You’ll hear her strategies for transforming revenue operations—from harnessing the power of AI to prioritizing seamless customer experiences—as she unveils the crucial elements that will mature your revenue operations and optimize it for market responsiveness. 

Listen now to hear: 

• How to stay ahead in a dynamic industry (07:00)
• Advice to achieve operational efficiency and maximize productivity (11:30)
• How to embrace change and innovation for global dominance (16:40)
• Tips for building a robust rev ops organization (29:05)
• And much more… 

Kimberly on improving customer satisfaction: “If you have an ARR per customer and if it's growing every year, that means they are really happy with the service that you're providing or adding more services. It tells you so much about your customer engagement.”

Kimberly on the strategic role of rev ops: “Revenue operations is the brains of my organization. They are all about making sure that we have the right tools, dashboards, and KPIs so that we're balancing operational effectiveness and hitting the goals for our customers and our net promoter score.”  

Kimberly on creating a seamless customer experience: “Every single touch point in the company, it goes across all these units, right? How do I get the team to make sure we're creating a seamless, frictionless experience for that customer and one that we, as employees, can see their experience as they travel through our company? How can we also allow ourselves to have real-time data engagement around who needs help, and do it in a proactive way versus a reactive way? To move faster and be more agile, create a collaborative team around those disciplines.” 

Links and resources   

• Connect with Phil Dillard & Kimberly Deobald on LinkedIn 
• Watch this episode on YouTube  
• Listen to this episode on Apple Podcasts, Spotify, or Amazon Music 

Guest bio 

Kimberly oversees marketing, revenue operations, and sales performance and strategy at Avalara. With more than 20 years of experience building and leading high-performance sales and operations teams, Kimberly has a track record of scaling sales functions for growth and profitability. Before joining Avalara, Kimberly was responsible for leading Varicent’s revenue intelligence business unit. She also previously held several leadership roles at IBM