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Sales operations is one of the most underappreciated — yet vital — jobs within a SaaS company.

Darlene Grant knows this all too well. She is the VP of Sales Operations at Dyn, a cloud-based Internet Performance company that helps companies monitor, control, and optimize online infrastructure. Grant previously worked as the head of Sales Operations at HP, and has more than 20 years of experience in strategy, business development, financial analysis and more. Now, she’s focusing on optimizing Dyn’s rapidly-growing sales team.

Grant explained that sales operations has only recently gained prominence and recognition for the important role it plays within SaaS businesses.

“In the years past, we didn’t even really call it sales ops — it just evolved,” she said. “I think companies are now realizing the value of sales operations. It really is a blend between understanding processes and analytics, and driving efficiency and productivity for sales. Companies are now starting to see what sales operations as a whole can contribute to the success of a company.”

In the latest episode of Million Dollar Insights, Grant shared how the field of sales operations is helping SaaS companies like Dyn accelerate growth.