Jillian Corkin

Investigator | Architect | Muse

A cover slide. Mine is lit AF.

D A T A

D A T A

D A T A

2022 and beyond

Challenging capitalism with community

Always be asking.

2009 - 2012

Operations analyst at Genzyme then Progress, focused on go-to-market systems using SFDC

My career journey

2002 - 2006

Studied systems, language, sociology, and philosophy and played D1 soccer and lacrosse

2007 - 2009

Masters degree in forensic criminology and information systems

2012 - 2021

Operational systems design, implementation and management while growing exponentially through an IPO

75M ARR to 1B ARR

2021 - Now

Community Advocacy at dbt Labs. Taking what I learned over the past decade and shepherding the next gen in data

This is one of the biggest growth trajectories I’ve contributed to. Growing HubSpot’s systems over a decade. Here’s the first 3 years 75M - 185M

Scaling Operations 13x

The dilemma

When I started at HubSpot in 2012 we didn’t have a help desk to support ops systems issues, just an email queue and a hipchat channel. We were also a private company with a single core product offering.

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All of our sales teams were fighting over the same pool of leads, and almost all of our marketers had access to changing lead rotation rules any time they wanted. We averaged 80k-100k leads PER MONTH.

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By 2014 we had an ops case queue and we had completely rebuilt our systems to support a territory sales model, with all leads moving together as a domain unit tied to the account. Changes to lead rotation and assignment rules were only made by Ops team members.

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HubSpot went public at the end of 2014 and in 2015 had its strongest performing revenue year to date, as well as growing its employee base ~50%

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This is insane!

This is one of the biggest growth trajectories I’ve contributed to. Growing HubSpot’s systems over a decade. Here’s the next 3 years $185M - $675M

Scaling Operations 13x

The dilemma

By the end of 2019 we were booking an entire years worth of 2015 revenue PER QUARTER, ending the year close to 700M.

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We were going to market with sales, marketing AND product now, with multiple core product “hubs” all with freemium offerings.

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The big challenge for the ops and analytics professionals was making everything look and feel like it was one team, one system…one hubspot. Yes, we actually called it that.

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One HubSpot was a business intelligence and systems project dressed up as a novel and super strategic initiative to run our business on our own software.

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I essentially remodeled the majority of our go to market data to live in Snowflake where everyone in the business had access to use it. I also taught a LOT of people SQL and Looker and the idiosyncratic systems knowledge required to apply the right filters in your join clauses.

This is still insane!

Here’s the experience from my perspective

Scaling Operations 13x

The success

And here are some more tangible details

Scaling Operations 13x

The success

Blood, sweat and bite sized bullets

Scaling Operations 13x

The success

Maybe now you can understand why i love this chaos