I hadn't really heard the term "sales ops" until recently but I guess it's all about making sales repeatable -- ENGINEERING sales, so to speak.

I like her observation that the founders are the initial sales ops people.

"Sales ops begins by a series of small observations-turned-questions around a sale. The kernel of the function is the reflective line of inquiry after the first deal: ‘How could I have closed that faster? Can I find more leads via that channel? What if more people were selling?’” says Lu. “These questions become a series of small decisions to get from point A to B with sales. They’ll be made consciously or subconsciously — but they’ll happen. These choices set up sales ops.”