RevOps Team Structure Blueprint

ROLE DEFINITIONS

Core RevOps Roles

REVOPS ROLE CATALOG

REVOPS ANALYST:
Level: Individual Contributor
Focus: Reporting, data, analysis
Skills: Excel, SQL, BI tools
Reports to: RevOps Manager

SYSTEMS ADMINISTRATOR:
Level: Individual Contributor
Focus: CRM, integrations, automation
Skills: Salesforce/HubSpot, workflow tools
Reports to: RevOps Manager

REVOPS MANAGER:
Level: Manager
Focus: Operations, projects, team
Skills: Process, strategy, people
Reports to: Director/VP

DIRECTOR, REVOPS:
Level: Senior Manager
Focus: Strategy, cross-functional
Skills: Leadership, executive presence
Reports to: VP/CRO

VP, REVENUE OPERATIONS:
Level: Executive
Focus: Strategy, organizational
Skills: Business strategy, exec communication
Reports to: CRO/CEO

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TEAM STRUCTURES

Team Structure by Company Size

Stage	ARR	Team Size	Structure
Seed	<$2M	0-1	Part-time or generalist
Series A	$2-10M	1-2	Ops generalist + analyst
Series B	$10-30M	3-5	Manager + specialists
Series C	$30-100M	6-12	Director + pods
Growth	$100M+	12+	VP + functional teams

$30M ARR Team Structure

REVOPS ORG CHART ($30M ARR)

Director, Revenue Operations
│
├── Sales Operations Manager
│   ├── Sales Ops Analyst
│   └── Deal Desk Analyst
│
├── Marketing Operations Manager
│   └── MOps Analyst
│
└── Systems Administrator

$100M+ ARR Team Structure

REVOPS ORG CHART ($100M+ ARR)

VP, Revenue Operations
│
├── Director, Sales Operations
│   ├── Sr. Manager, Sales Ops
│   │   ├── Territory Analyst
│   │   ├── Comp Analyst
│   │   └── Deal Desk (2)
│   └── Manager, Analytics
│       └── Analysts (2)
│
├── Director, Marketing Operations
│   ├── Manager, MOps
│   │   └── MOps Analysts (2)
│   └── Attribution Analyst
│
├── Director, CS Operations
│   ├── Manager, CS Ops
│   └── Renewals Ops Analyst
│
└── Director, Systems & Data
    ├── Sr. Systems Admin
    ├── Systems Admin
    └── Data Engineer

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HIRING SEQUENCE

RevOps Hiring Order

HIRING SEQUENCE

HIRE 1: RevOps Generalist (Ops Manager)
Focus: Foundation, processes, CRM
Timing: $2-5M ARR

HIRE 2: Systems Administrator
Focus: Tech stack, integrations
Timing: $5-10M ARR

HIRE 3: Sales Ops Analyst
Focus: Reporting, territories, comp
Timing: $10-15M ARR

HIRE 4: Marketing Ops Analyst
Focus: Attribution, campaigns, automation
Timing: $15-20M ARR

HIRE 5: Promote or Hire Manager
Focus: Team leadership, strategy
Timing: $20-30M ARR

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COMPENSATION GUIDANCE

RevOps Compensation Benchmarks

Role	Base Range	Bonus	Total Comp
Analyst	$70-90K	10%	$77-99K
Sr. Analyst	$90-110K	10%	$99-121K
Systems Admin	$80-110K	10%	$88-121K
Manager	$110-140K	15%	$127-161K
Sr. Manager	$130-160K	15%	$150-184K
Director	$160-200K	20%	$192-240K
VP	$200-280K	25%	$250-350K

Ranges for major metro areas; adjust -10-20% for other markets

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