RevOps Team Size Benchmarks & Hiring Activity in B2B Software Companies

I believe that RevOps is an increasingly important part of the modern GTM org.

With more orgs bringing AI and automation to sales & marketing, we're going to need strategists and operators to design, implement, and optimize these AI systems. There's no "easy button" and we'll need people to orchestrate and coordinate.

Today I see a lot of that talent sitting in RevOps.

With that, I was interested baseline some of the org dynamics and hiring activity in RevOps.

This article analyzes 3 questions:

1. When do SaaS startups build dedicated RevOps teams?
2. What are the benchmarks for RevOps team size in SaaS startups?
3. Where is the demand for RevOps talent now?

The analysis uses Keyplay org insights data & signals and is based on a sample of the PeerSignal B2B Software Index.

Let's dig in...

When do SaaS startups build dedicated RevOps teams?

A relatively small number of early stage startups have dedicated RevOps teams -- they likely have contracts or generalists doing the job, but rarely invest in a dedicated FT team. Most orgs will start to have some full-time, dedicated RevOps roles between 25-100 employees.

By 200 employees almost all B2B Software companies have hired an internal RevOps team. Anecdotally, I've seen a lot of good things come from hiring these roles early, but it's not the "common" playbook.

I'm curious if we're see RevOps become an earlier stage initiative in cases where AI is replaces SDRs and more of the work is system-building.

What are the benchmarks for RevOps team size?

Generally, RevOps headcount correlates with Sales Rep headcount, but there is a wide variance from the average, on both sides. Like most things, there are many factors to consider and no one "right way" to build RevOps as you grow sales.

Sales : RevOps headcount ratios go up (less RevOps per seller) as companies scale, especially when they pass 1,000 employees. In high-growth environments, RevOps teams may feel increasing pressure/workload to support bigger sales teams.

In aggregate we see a 12:1 overall ratio of Sales Reps (AE+SDR) to RevOps. That's 7,700 RevOps people supporting 91,000 sellers in our sample list of companies.

Here's how those ratios break down by company size.

Startups that invest in RevOps ahead of the curve will naturally have lower ratio of sales to RevOps headcount.

Where is the demand for RevOps talent now?

We still see a lot of growth in B2B Software today, but the "hiring like crazy" days of 2021 are now ancient history. We looked at hiring activity to see what that means for RevOps specifically.

The first thing that stands out is the salary ranges we see in open roles.

While hiring activity is sparse, the demand for talent skews towards senior members with higher salaries.

In our sample, 12% are $200k+, while 35% are $150k+. In addition, we spotted a handful of roles around $350k annually.

Here are a few examples of the kinds of roles that make up the higher end of this distribution

• Matillion -- Vice President, Revenue Operations ($230-285K)
• Rippling -- Sales Strategy Senior Manager ($126-220K)
• Endor Labs -- Director of Revenue Operations ($150-215K)
• Modern Health -- Director of Revenue Operations ($190-248K)
• Docker -- VP, Revenue Operations ($206-258K)
• Miro -- Senior Manager, Sales Strategy and Operations ($188-247K)

It was informative to dig into this JDs and see the kind experience and skills in demand.

While there is high demand for senior RevOps roles, the overall hiring activity is relatively low. This is expects because these teams tend to be smaller overall.

Most companies will be focused on the more people-intensive areas like AEs and SDRs. The magic of great strategy & ops teams is how they create leverage for the rest of your GTM org.

That said, we do see the hiring activity increase considerably as companies scale.

When considering the Scale segment in our index (1000+ employees), demand is high as 14% of companies have had at least one open RevOps role in March. Since the vast majority of startups do not have RevOps headcount and thus, are not investing in the function, demand is considerably diminished.

On one hand, it's great to see companies valuing this function and the demand for senior talent. On the other hand, it might take serious patience if you're early in your career. You'll be hard-pressed to find B2B software companies recruiting for true entry level roles.

Wrap-up

RevOps is a small, but mighty function in today's GTM org. What will the future hold? My bet is that it becomes increasingly important as AI and automation take over more of the traditional sales and marketing activities.

If this poll is a reflection of the future, then we're going to need systems builders to design, coordinate, and orchestrate AI-powered sales and marketing.

I believe that RevOps will be a key driver of that transition. To help in your journey, I'll keep tracking this space in PeerSignal and sharing our analysis.

Want more frequent GTM research and analysis delivered to your inbox?

?? Subscribe via email here

Want to explore the PeerSignal B2B Software Index?

?? Join for free at PeerSignal.org

Note on methodology:

For the purpose of this analysis we counted titles that include revenue ops, sales ops, and related (wide range of common titles), but did not include marketing ops titles. While many GTM orgs now centralized MOPs inside of RevOps, we focused on the more sales-centric part of RevOps for this analysis.