Glossary

The complete RevOps glossary

79 definitions for the terms revenue operations teams actually use.

A

Account: In Salesforce, the term account has a lot of information associated with it
Account Based Marketing (ABM): What is account based marketing (ABM) and sales organizations.
Account Executive (AE): The definition, roles, and responsibilities of an account executive (AE) in sales
Account Manager (AM): What are an AM's (account manager) responsibilities, metrics in sales
Annual Contract Value (ACV): ACV in sales stands for annual contract value
Annual Recurring Revenue (ARR): What is ARR and how it is calculated
Application Programming Interface (API): What application programming interface (API) means and how it's used in software development

Base (Base Salary): The definition and elements of base salary
Billings: Tracking billings as a sales metric
Book Building: Book building in business refers to a specific sales GTM strategy for all levels, BDR vs AE vs AM
Bookings: How to define bookings within your sales organization
Bottom of Funnel (BOFU): The definition of bottom of the funnel, BOFU marketing, and examples
Business Development Representative (BDR): BDR (Business Development Representative), in business, are a sales specialist
Business Intelligence (BI): Business intelligence, or just BI, definition and examples
Business-to-Business (B2B): What does B2B mean

Chief Revenue Officer (CRO): What is a chief revenue officer (CRO) and their responsibilities
Churn: The definition of churn or churned account
Cohort: Defining a cohort in sales and customer retention
Commission: The meaning and examples of commission in sales
Compensation Plan: What is a compensation plan, structure for your organization
Configure, Price, Quote (CPQ): CPQ definition, acronym
Contact: In salesforce, what a contact is and its relation to an account
Contract Lifecycle Management (CLM): What does CLM mean in business and the elements entails.
Customer Acquisition Cost (CAC): How to define and calculate customer acquisition costs (CAC)
Customer Relationship Management (CRM): Defining CRM software and its use in daily business
Customer Success (CS): What is a customer success department, roles, and metrics
Customer Success Manager (CSM): What is the role of a customer success manager (CSM) in terms of sales

Deal Desk: The need and role of a deal desk for complex sales
Decision Maker (DM): What DM means for sales and opportunity tracking
Demand Generation: What goes into demand generation marketing
DevOps: Development Operations, collaborative members, and needs
Dynamic Book Management: The definition of dynamic book management for territory design

Earnings Before Interest, Taxes, Depreciation & Amortization (EBITDA): EBITDA acronym and definition
Enterprise Resource Planning (ERP): The definition of ERP with examples

Go to Market (GTM): The elements of GTM strategy
Gross Revenue Retention (GRR): What is gross revenue retention (GRR) and what it measures

Ideal Customer Profile (ICP): What is your ICP and how ICP marketing and sales works
Inside Sales: Defining inside sales in modern sales organizations

Lead: Definition of a lead in sales
Lead Matching: What is lead matching and how does it work
Lead Qualifications: Lead qualification definition and examples
Lead Routing: The definition of lead routing with examples
Lead Scoring: What is lead scoring and tips to creating a model for lead scoring
Lifetime Value (LTV): LTV is a company calculation of the value of a customer

Marketing Automation Platform (MAP): The definition of a marketing automation platform with examples
Marketing Operations (MOPS): The meaning of marketing operations, roles and responsibilities
Marketing Qualified Lead (MQL): The definition of an MQL and where it fits in the sales process
Middle of Funnel (MOFU): The meaning and examples of MOFU marketing
Monthly Recurring Revenue (MRR): Define and calculate MRR (monthly recurring revenue)

Net Dollar Retention (NDR): The percentage of revenue retained from customers after accounting for churn, contraction, and expansion
Net Promoter Score (NPS): What is a net promoter score
Net Revenue Retention (NRR): Net revenue retention (NRR) in sales

On-Target Earnings (OTE): What are on-target earnings (OTE), including commissions and other compensation
Opportunity: In salesforce, the definition of opportunity and how it fits in the sales process

Pipeline: Define and calculate pipeline
Point of Contact (POC): The definition of point of contact (POC) in modern sales organizations
Private Equity (PE): The definition and role of private equity (PE) in businesses
Product Led Growth (PLG): In business, what is a PLG, product sales motion
Product Marketing: Product marketing and how it relates to the rest of the marketing organization
Product Qualified Lead (PQL): What PQL means in business with examples

Recognized Revenue: What is recognized revenue and how to calculate it
Revenue Operations (RevOps): What is a revenue operations department and what systems they use
Revenue Velocity: What is pipeline velocity and how it affects your business, including pipeline coverage
Round Robin: What is a round-robin in sales and how to implement into lead routing
Rules of Engagement (ROE): In business, what rules of engagement (ROE) means and how it affects sales organizations

Sales Accepted Opportunity (SAO): What are sales accepted opportunities and how they fit in the sales funnel
Sales Automation: The definition of sales automation and the tools used.
Sales Development Representative (SDR): In business, an SDR means "sales development representative" and are usually entry level.
Sales Enablement: What goes into sales enablement
Sales Engagement: What qualifies as sales engagement
Sales Engineer (SE): What is a sales engineer (SE)
Sales Operations (Sales Ops): What are sales ops vs revenue ops and how to structure a solid sales ops tram
Sales Qualified Lead (SQL): What does SQL stand for and how it fits in the overall sales funnel
Search Engine Optimization (SEO): Defining terms for search engine optimization (SEO)
Segment: Defining segments in business for marketing and sales

Territory: What is a sales territory, planning a rep territory, and territory management
Top of Funnel (TOFU): Definition of TOFU marketing (top-of-the-funnel)

See what territory design looks like when it is built from account fit.