Revenue Operations (RevOps) is an important part of a well-functioning commercial organization and at Funnel, RevOps plays a role in driving efficiency and enabling teams to make data-driven decisions. In this blog post, we sit down with Huanling who is a part of the RevOps team, to learn more about her journey, what a day in her role looks like, and the projects she has worked on.

Can you introduce yourself and your role at Funnel?

My name is Huanling, and I’m originally from China. I moved to Sweden about ten years ago to pursue a master’s degree, which was a business-oriented programme for life science professionals. My background is in pharmaceutical science, but my career path has taken me in a different direction, one that I found much more exciting.

Before joining Funnel, I worked in marketing roles within the life science industry and later moved into general marketing, focusing on automation. My last role before Funnel was at Telia, where I worked with marketing automation. I have always had a strong interest in marketing data and automation, so when I was contacted by a Funnel recruiter for this role, it immediately caught my interest. What ultimately convinced me to join Funnel was my manager, Tim. His answers during the recruitment process were spot on, and I was genuinely impressed by both the company and the role.

What is the focus of Funnel’s Revenue Operations team, and why is it important for a company to have one?

RevOps at Funnel is structured into three key areas:

We streamline processes, ensure reliable data, and free teams from administrative bottlenecks. By reducing friction, we enable revenue teams to focus on what they do best, driving growth.

What does a regular day look like for you?

A large part of my job involves stakeholder communication, understanding the problems that different teams face and figuring out how we can solve them.

I spend a lot of time gathering insights, leading workshops, and sketching out process flows in Miro to propose potential solutions. We then present these to stakeholders, gather feedback, and iterate before moving into implementation. One of the biggest challenges is alignment. Different managers have different needs, and we work across multiple regions, so it is important to build solutions that work globally.

Beyond collaboration and strategy, a key part of my role is building and optimizing processes. I focus on designing automations, streamlining workflows, and improving operational efficiency in HubSpot, our CRM. 

We also have dedicated team sessions, where we work on maintenance tasks (bug fixes and CRM troubleshooting), share insights in show & tell sessions, and discuss how we can improve our way of working. We even run book clubs and pod clubs to stay inspired, and occasionally have hackathon days where we experiment with new ideas and tackle complex RevOps challenges together.

What is the one project you’ve worked on that you are most proud of, and why?

One of my favourite projects is the AI Reactivation Helper. It actually started as a summer passion project when my manager, Tim, encouraged me to explore AI capabilities within HubSpot.

I built a system that helps sales teams identify closed-lost opportunities that are likely to be reactivated based on insights. Not only does it surface these potential opportunities, but it also generates email drafts to assist sales reps in their outreach. After several iterations and feedback rounds, I pitched this project to Sales Leaders and the tool was officially adopted by the teams. Seeing something I built from scratch become part of Funnel’s official process was a great moment.

What excites you most about Revenue Operations future at Funnel?

AI presents a huge opportunity, especially in commercial teams where almost every tool we use, whether Gong, HubSpot, or Slack, incorporates some form of AI. The challenge now is figuring out how to build AI-driven solutions tailored to our specific needs.There is so much to explore in AI-powered go-to-market strategies, and I am eager to see how these technologies can make revenue operations even more efficient and insightful.

At the same time, what excites me just as much is the opportunity to keep learning and growing. Before joining Funnel, I had little coding experience, but the company has provided incredible support, whether through sponsored courses or mentorship from colleagues like Manuel. This focus on continuous learning makes the journey especially rewarding and will be key as we navigate new AI-driven possibilities.

Things move fast at Funnel, and priorities shift quickly, but that is what keeps it exciting. RevOps is all about making processes smarter and more efficient, and I look forward to seeing how we continue evolving in this space.

Interested in working at Funnel? Explore our current job openings!