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Playbooks

Building the B2B Sales Engine

Co-authored by Matthew Acton Davis, Partner & VP, Global Head of Sales at Revolut

Protocols for building the B2B sales engine
Sections
Principles
Prioritize both building the best sales team and world-class sales operations
01Principles for the B2B Sales Engine
Sales Operations Engine
Centralize all revenue operations into a single core engine of processes, tools, enablement material and AI-driven lead generation
02The "Core Engine" of Sales Operations
Build modular sales motions where there is a clear strategic objective tied to a customer segment, and run the motion systematically leveraging central operations
03Modular Sales Motions
Use objective data, automation and dual attribution incentives to drive collaboration between sales, product and marketing
04Sales x Product x Marketing
Sales Org Design
Make no compromise on talent: hire problem solvers with extreme ownership, and reward top performers through a robust incentive model
05Sales Org Design
Implementation
Take the time to set up standardized processes and the core database before scaling or adding automation
06Implementation Roadmap

Most people know Revolut as a global consumer financial super-app. In parallel, however, Revolut built one of the fastest-growing B2B franchises in financial services, scaling to over +800k business customers across an enterprise product suite that rivals the consumer offering.

We firmly believe that this scale was achieved by engineering a systematic, data-driven B2B sales organization which scaled to over 1,000 people across 40+ markets. Just as with other functions at Revolut, we operate with the same algorithmic precision, technological rigor, and continuous iteration. We don’t believe that B2B sales should be treated any less systematically.

What helped us win:

Systematic sales operations:

  • Central revenue operations, modular motions: Establishing a single, universal sales operations engine with processes, sales material, data and KPIs
  • Real data-driven processes: ML models and automation to drive outbound and upsell

Building the best sales team:

  • A talent bar that never drops as you scale: Hiring problem solvers with extreme ownership, supported by rigorous onboarding and clear accountability
  • Engineered sales incentives: Sales incentives formulated for long-term revenue and rewarding top performers

This playbook distills battle-tested lessons into a step-by-step blueprint for building a top B2B sales organization, from early product-market fit to global scale.