The leader who builds
Owned both the strategy and the execution — set the direction and did the hands-on systems work, not one or the other.
About — The Operating Point
Built by an operator who has run the revenue function — not just configured the tools.
Most fractional RevOps help is a technician who configures systems, or an agency that sells senior and staffs junior. The Operating Point is neither.
The operator
Twelve years inside real revenue teams.
The Operating Point is led by Katie O'Brien, who has spent twelve-plus years in B2B SaaS across go-to-market leadership and revenue operations. The path runs the opposite way from most consultants — not up through the technical layer, but through leadership: building and running the teams, owning the forecast, and sitting in the reviews where the number has to hold.
- Led a ~50 person global sales development organization and owned pipeline operations end-to-end
- Served as Head of Revenue Operations with prior leadership roles leading Business Development and Sales Development
- Built teams, operating rhythms, and revenue processes from the ground up across Hubspot, Salesforce, Pipedrive and Apollo
Track record
The proof, in specifics.
2x
year-over-year pipeline growth
$110M+
annual pipeline owned
~50
person global sales-development org led
12+
years across SaaS GTM & RevOps
Built at SurveyMonkey and across high-growth SaaS — where pipeline and forecast health was presented to the C-suite, not just maintained in the CRM.
The edge
A combination the solo tier doesn't have.
Most fractional operators come up through the technical layer. The difference here is a senior leader who has owned the function and still does the hands-on build.
Fluent in both major CRMs
HubSpot ownership plus nearly a decade in Salesforce. Most operators know one platform; this is both.
Speaks engineering
Completed a full-time coding bootcamp to work directly with engineers — so technical scoping and integrations don't get lost in translation.
How we work
A small number of clients. Owned in full.
The Operating Point works with a few clients at a time — one or two deep retainers over a portfolio of shallow ones. Embedded in the revenue function, not advising from outside it. The person who scopes the work is the person who does it.
Contact
Ready to get clearer on what is slowing revenue down?
Where it's leaking, what's unclear, or just where to start. Share what's happening across pipeline, forecasting, CRM, reporting, attribution, routing, or handoffs — the more context, the more useful the conversation.
You'll work directly with Katie.
Senior operator. Direct attention. No agency handoffs.