What are the Roles in a RevOps Organization?
Early B2B SaaS businesses followed a traditional organizational structure where sales, marketing, and customer success functioned as three siloed departments.
In this traditional structure, each department would be supported by its own dedicated Ops/Enablement role, choose its own tools and technologies, and adjust or improve its processes based on feedback from its own data managers or analysts.
This system worked for optimizing productivity at the department level, but the lack of an integrated RevOps team prevented SaaS businesses from delivering a truly optimized and consistent experience as prospects moved through the customer journey.
In the RevOps organization, roles related to operations, tools, business analysis, and data management across revenue-generating departments are absorbed into the RevOps business unit.
RevOps roles may include:
- Chief Revenue Officer (CRO) – CRO is a C-suite executive role with a focus on operationalizing the customer success mission. CRO responsibilities include corporate development, aligning sales and marketing with customer success, optimizing the firm’s pricing strategy, and maximizing revenue.
- VP of RevOps – A VP of RevOps reports directly to a CRO or COO and is often directly responsible for achieving high-level revenue targets. To meet strategic performance targets, the VP of RevOps works to elevate inter-departmental communication and achieve revenue alignment across all customer-facing departments.
- Director of RevOps – The Director of RevOps role is directly responsible for implementing the strategy, process, SaaS analytics, and tools necessary to drive revenue and sales growth. A Director of RevOps leverages project management and data analytics skill sets to monitor revenue metrics, forecast revenue, analyze the sales pipeline, manage ARR, and discover new opportunities to optimize revenue.
- Revenue Analyst – Revenue analysts engage in activities like system auditing, financial and price modeling, and other forms of data analysis to identify new revenue opportunities.