What RevOps is like at an executive search firm

In this episode of the RevOpsAF podcast, host Matt Volm sits down with Dan Kalish, Director of Search Operations at JM Search, to explore what Revenue Operations looks like in the world of executive search.

Unlike the typical SaaS RevOps setup, JM Search operates with one-off, high-stakes engagements—and nearly 100% variable comp. Dan shares how he drives efficiency, alignment, and data visibility in a partner-led, services-based business. From customizing KPIs like stick rate and time-to-present, to standardizing processes without killing autonomy, this is a must-watch for anyone leading RevOps in a non-software environment.

🔑 What you’ll learn:

+ How RevOps works when there’s no recurring revenue

+ Why executive search teams run on trust, not territory plans

+ The systems and KPIs that actually matter in services orgs + How to roll out tools and processes without disrupting partners

+ Dan’s #1 tip for getting buy-in and driving change

📊 Perfect for: Sales Ops, RevOps leaders, and operators working in services, consulting, or recruiting firms.

🔗 Related reading: https://www.revopscoop.com/learn/blog

🤝 Connect with Dan on LinkedIn: https://www.linkedin.com/in/dankalish/

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