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Building a Revenue Operations Team Structure That Works

Sara Detrik
AuthorSara Detrik
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Hey there! Let’s talk about something that’s changing the game for B2B SaaS companies—Revenue Operations, or RevOps for short.

If you’ve been hearing this buzzword thrown around but aren’t sure what it means or how to structure a RevOps team, don’t worry—you’re in the right place. Let’s break it down.

So, What’s a Revenue Operations Team, Anyway?#

Think of a RevOps team as the ultimate squad for aligning sales, marketing, and customer success. Traditionally, these teams operated in silos, often tripping over each other. Enter RevOps: the glue that keeps everyone working toward the same revenue goals. Forbes even dubbed RevOps the fastest-growing job in America!

At its core, a RevOps team is all about processes, systems, and data. By streamlining workflows and fostering collaboration, RevOps creates a seamless customer journey—from that first click on your website to loyal repeat purchases. Companies that embrace this approach grow 12-15x faster and are 34% more profitable than their competitors.

Want to learn more about how RevOps aligns your go-to-market strategy? Check out our blog on GTM strategies.

Why Does RevOps Matter Right Now?#

Here’s a wild stat: 60.2% of companies now have a formally defined Revenue Operations function. Why? Because in today’s data-driven world, RevOps doesn’t just align teams—it drives real revenue growth. Public companies with dedicated RevOps teams saw a 71% higher stock performance compared to those without.

RevOps isn’t just a “nice-to-have” anymore. It’s a must-have for scaling effectively and staying competitive.

The Benefits of Having a RevOps Team#

Alright, let’s talk perks. Why invest in a RevOps team? Here are the top reasons:

1. Teamwork That Actually, Well, Works

RevOps breaks down silos and gets sales, marketing, and customer success speaking the same language. Think fewer awkward handoffs and more closed deals. According to a study, companies implementing RevOps can increase win rates by 10-15%.

2. Data-Driven Everything

With RevOps, data isn’t just numbers—it’s actionable insights. Your team can track every part of the customer journey and make smarter decisions based on real-time information. Need proof? Companies aligned with RevOps see 21% better alignment between sales and marketing.

3. Efficient Revenue Growth

A smooth pipeline means no revenue is left on the table. By optimizing processes and removing bottlenecks, RevOps helps businesses reduce costs by 15-20%.

Key Roles in Your RevOps Dream Team#

Ready to build a team? Here are the players you’ll need:

1. The RevOps Lead

This person is the quarterback, ensuring sales, marketing, and customer success stay aligned. They handle strategy, tools, and metrics.

2. Sales Operations

These folks manage sales processes, CRM tools, and performance tracking.

3. Marketing Operations

They keep marketing campaigns humming, ensuring alignment with sales goals.

4. Customer Success Operations

Their job? Making sure your customers stick around—and spend more.

5. Data Analytics Guru

This role is the backbone of RevOps, analyzing data and spotting trends that drive decision-making.

Structuring Your RevOps Team by Company Size#

There’s no one-size-fits-all for RevOps. Let’s look at how to tailor your team:

Small Companies

  • One versatile hire can wear multiple hats (think strategy, data, and tools).
  • Lean on automation tools like HubSpot or Salesforce to stay efficient.

Mid-Sized Companies

  • Hire specialists for sales, marketing, and customer success operations.
  • Bring in a data expert to unlock insights.

Large Companies

  • Build dedicated teams for each function.
  • Invest in enterprise tools like Tableau or Gainsight to handle scale.

No matter your size, RevOps is about scaling smarter, not harder. For more tips on tools, check out our blog on AI sales automation.

Challenges to Watch Out For#

Even with the best setup, there are challenges. For instance, 40.2% of RevOps teams don’t have a dedicated budget. If that’s you, start small—focus on streamlining processes before splurging on tools.

Ready to Get Started?#

RevOps is more than a trend—it’s the future of revenue growth. Whether you’re just starting out or scaling fast, having a RevOps team in place is like flipping on the high beams for your business.

Want to learn more? Explore our Revenue Operations blog series or check out Dimmo to see which platforms can help align your go-to-market strategy.