I get a lot of questions from startup founders, as well as new sales team leaders, about how to organize the SaaS sales team, and what roles are needed to fill at key stages. The answer is surprisingly simple and pretty ‘textbook’.
Maybe not so surprising is how few SaaS sales teams follow that textbook org chart in the beginning. A startup sales team is usually a hodgepodge of different ideas, possibly different leaders, and tacking things on as you go along. You are figuring it out as you go along. It
The result is a messy org chart, ill-defined roles and responsibilities, little clarity and direction and lack of predictble results.
Don’t get me wrong, cleaning up your sales org chart won’t cure everything, but it’s the first place to start when you set out to get your house in order.
After sketching these on the back of a napkin a few too many times, I decided to go ahead and create a downloadable sample. Easier for everyone!
The resource includes sample sales org charts for 3 different stages of growth—less than $5m in ARR, $5-10M in ARR and $10-25M in ARR. I included comments in the file to help point you in the right direction.
These samples are in no way meant to be definitive, so I expect you will adapt and modify them in a way that makes sense for your organization. Hope they are helpful for you!