Rocketlane's Journey Upmarket: Rebuilding RevOps from $2M to $20M ARR
Dhiraj, who's led RevOps at Rocketlane through three years of hypergrowth, breaks down how the stack, the team, and the investment logic changed as ACV grew from $8–10K to $20–25K — and why the real story isn't the tools, it's the friction they removed.
August 20, 2026
08:00 PM IST
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What you’ll takeaway:
- Part 1: The 3-stage RevOps arc — how Rocketlane's stack evolved from "get the systems in place" to "align the data" to "run programs that move revenue," and what broke at each stage
- Part 2: Investing ahead of your stage — why most $5–10M ARR companies under-invest in RevOps, and how to size investment against seed / Series A / Series B+ maturity
- Part 3: The real cost comparison — what Rocketlane spent, when, and why the ROI math for RevOps tooling gets missed even by teams comfortable spending 3x more on ads
- Part 4: From dashboards to agents — why "friction," not metrics, is the actual enemy, and how Rocketlane moved from dashboard pull-requests to agents invoked straight from Slack
Meet the Speakers
Srikrishna Swaminathan
Co-founder & CEO, Factors.ai
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Dhiraj Kumar
Manager, Revenue Operations, Rocketlane
LinkedIn Marketing Partner
GDPR & SOC2 Type II
Factors +LinkedIn = Marketing Magic
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