Did you hear that LinkedIn Sales Insights (LSI) is shutting down this year?! π’ If you are an LSI customer, we've got something to fill the void at Keyplay. Talk to me about a free POC and then you can be the judge. π§ββοΈβ¨ Last time I shared RevOps org benchmarks. We found that B2B Software companies have 1 RevOps headcount for every 12 sales reps and showed how that varies by size/stage. Today we looked at RevOps hiring data... Not surprisingly, RevOps is way down the list of GTM roles when it comes to hiring activity: The is consistent with our headcount analysis that showed less than 1% of all B2B software employees are in RevOps. We wouldn't expect a massive amount of hiring relative to other areas. Most companies will be focused on the more people-intensive areas like AEs and SDRs. And 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 get bigger: 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. This was observed in last week's benchmarks -- where until companies reach ~50 employees, having a built out RevOps team is not the norm. RevOps is a small but mighty function. I was also curious about the salary ranges for open Rev Ops roles -- 12% are $200k+, while 35% are $150k+. In addition, we spotted a handful of roles around $350k annually. While hiring activity is sparse, the demand for talent skews towards senior members. Here are a few examples of the kinds of roles that make up the higher end of this distribution
It was informative to dig into this JDs and see the kind experience and skills in demand. 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. But there seems to be lots of upside in the career path. And I'd bet that RevOps becomes an increasingly important part of the modern GTM org in the next couple years. With more AI and automation, we're going to need strategists and operators to design, implement, and optimize these AI systems. Someone will need to orchestrate and coordinate. There's no "easy button." I see that kind of talent sitting in Growth and RevOps for the most part. On that AI note, I have this poll running right now... It ended up having a lot of good discussion about who would "manage" AI in salesβ. Ties right into the discussion about RevOps hiring and the future of this function. As always, I'd love your take... What role do you see RevOps playing in the modern GTM org going forward? Reply here or jump into the open thread on LinkedIn. Best, Have a B2B tech company in mind youβd like us to track? Fill out this form. β |
I'm chief analyst here at PeerSignal and CEO/co-founder of Keyplay. Join 17K+ B2B SaaS leaders who study modern GTM with my almost-weekly newsletter.
I'm betting that ICP Marketing is the new way. Here's what I've learned about backtesting your ICP model. RESEARCH: 2024 CLOUD 100 This week, we analyzed the new 2024 Forbes Cloud 100 winners, comparing it to 4,800 similarly sized companies from our B2B SaaS Index with 300-5K employees. For spreadsheet jockeys & social supporters: β‘οΈ 1.) Summary & take-aways on LinkedIn. Comments are always appreciated to help new people find us. β‘οΈ 2.) All 100 companies enriched in this ungated spreadsheet...
"ABM" has become a loaded term. Over-priced ABM platforms have spent a decade spinning a fundamental B2B concept into an overly complex buzzword soup to justify their insane prices. But ABM doesn't require a $100K+ piece of software. I'd suggest a simple 3 part framework: account selection, account engagement, and account measurement. Comment here with your take. Mutiny is a B2B company that gets ABM. The results are impressive. For context, Mutiny is an AI-native, Series C SaaS co, that last...
I'm excited to introduce the GTM Tech 1000 (v1.0). We started with ~8,000 sales/mar-tech companies and curated this 1,000 company dataset for ongoing research. The full spreadsheet is free for PeerSignal members to explore and download. Our goal is to represent modern GTM tools and playbooks. That said, Iβm sure there are some exciting companies or sub-categories that we havenβt found yet. We plan to expand regularly with your help. Two ways to contribute: Tag your favorite sales/mar-tech...