https://sacks.substack.com/p/the-saas-org-chart Bottom Up by David SacksBottom Up by David Sacks Subscribe * About * Archive * Help * Log in The SaaS Org Chart You've raised a new funding round. You need to staff up. Here's what that looks like. David Sacks [https] Jul 23 8 58 Share You're the founder of a nicely growing SaaS startup which has just raised a Series A, Series B, or Series C funding round. You need to hire rapidly to seize the opportunity. But how much should you hire, what roles should you hire, and what should the org chart look like when you're done? Below are some target org charts that a new Series A, Series B, or Series C stage SaaS startup should be staffing towards. While there is no one-size-fits-all org chart for every SaaS startup -- important differences will result from the particularities of your model -- these frameworks and rules of thumb can be helpful as a starting point. Series A Target -- 50 Employee Org * CEO (50) + CTO (12) o Front End (4) o Back End (2) o Client Applications (2) o Core Services/Platform (1) o Analytics (1) o Dev Ops/Infra (1) + Director, Product (5) o PM (1-2) o Design (2) + VP, Sales (12) o Enterprise AE (2) o Mid-Market AE (2) o SMB AE (2) o SDR (2-4) o Sales Ops (1) + Director, Customer Success Management (9) o CSM Enterprise (2) o CSM Mid-Market (2) o Implementation / Solutions or Sales Engineer (1-2) o Support Rep (1-2) + Director, Marketing (6) o Demand Gen (1-2) o Product Marketing (1) o Sales Enablement Marketing (1) o Events/Community (1) + Director, Finance (6) o FP&A Analyst (1) o Accountant (1) o HR (1) o Ops (1) o Recruiter (1-2) Series B Target -- 125 Employee Org * CEO (125) + CTO (40) o VP, Engineering (28) # Director, Web (15) @ Front End (8) @ Back End (6) # Director, Client Applications, plus 5 devs (6) # Director, Core Services/Platform, plus 3 devs (4) # QA (2) o Director, Infrastructure, plus 2 devs (3) o Director, Security, plus 1 dev (2) o Director, Analytics, plus 3 analysts (4) o IT (2) + VP, Product (11) o PM (5) o Design (5) + CRO 45 o Director or VP, Sales (15) # Enterprise AE (5) # SMB & MM AE (8) # Renewals Specialist (1) o Director, Sales Development, plus 5 SDRs (6) o Director, Sales Operations, plus 2 sales ops (3) o Director or VP, Biz Dev/Partnerships (1) o VP, CSM 19 # CSM Enterprise (6) # CSM SMB & MM (5) # Director, Implementation / Solutions, plus 2 solutions or sales engineers (3) # Director, Customer Support, plus 3 CS reps (4) + CMO (15) o Director, Product Marketing, plus 3 PMMs (4) o Director, Demand Gen, plus 3 marketers (4) o Director, Sales Enablement, plus 2 marketers (3) o Director, Brand Marketing (3) # PR & Analyst Relations (1-2) # Events/Community (1) + CFO 13 o FP&A director and analyst (2) o Controller, plus 1-2 accountants (2-3) o Director of Recruiting, plus 3 recruiters (4) o HR (2) o Ops (2) Series C Target -- 400 Employee Org * CEO (400) + CTO (114) o VP, Engineering (92) # Director, Web: Front End, plus 2-3 managers, plus 26 devs (30) # Director, Web: Back End, plus 1-2 managers, plus 16 devs (18) # Director, Client Applications, plus 13 devs (14) # Director, Core Services, plus 13 devs (14) # Director, Acquihire Project, plus 8 devs (9) # Director, QA, plus 5 devs (6) o Director, Infrastructure, plus 5 devs (6) o Director, Security, plus 2 devs (3) o VP, Analytics, plus 4 analysts and 2 data services devs ( 7) o VP, IT, plus 4 IT support (5) + CPO (23) o Director, Product, plus 9 PMs (10) o Director, Design (12) # Designer (8) # User Research (2) # Copywriter (1) + CRO (185) o VP or SVP, U.S. Sales (73) # Director or VP, Enterprise Sales, plus 9 AEs (10) # Director or VP, Mid-Market Sales, plus 9 AEs (10) # Director or VP, SMB Sales, plus 15 AEs (16) # Director, Sales Development, plus 2 managers, plus 22 SDRs (25) # VP, Sales Ops, plus 5 ops (e.g. for SFDC admin, comp plans, territories, analytics, quota credit) (6) # Training (5) o VP, CSM (52) # Director, Enterprise CSM, plus 16 CSMs (17) # Director, Mid-Market CSM, plus 6 CSMs (7) # Director, Implementation/Solutions Engineering, plus 11 Solutions or Sales Engineers (12) # Director, Customer Support, plus 10 CS reps (11) # Renewals Coordinator (1) # Training (3) o GM, Europe (60) # Director, Enterprise Sales, plus 9 AEs (10) # Director, SMB & MM Sales, plus 9 AEs (10) # Manager, Sales Development, plus 8 SDRs (9) # Director, Customer Success, plus 16 CSMs (17) # Sales or Solutions Engineer (5) # Recruiting (3) # Ops (5) o VP of Biz Dev plus 2 partner managers (3) + CMO (33) o Director or VP of Product Marketing plus 6 PMMs (7) o Director or VP, Demand Gen (6) # Ad Manager (1-2) # Brand Marketer (3) o Director or VP, Sales Enablement (5) # Solutions Marketer (3) # Competitive Intel (1) o Director or VP, Corporate Marketing (14) # Public Relations (2-3) # Analyst Relations (1-2) # Events (3) # Community (2) # Creative (5) + CFO (39) o Controller plus 5 accountants (6) o VP of Recruiting plus 16 recruiters (17) o VP of People plus 3 HR (4) o VP of FP&A plus 2 analysts (3) o Ops (8) + General Counsel (1) Typical Ratios * 10% G&A : 40% R&D : 50% S&M * 1 Manager : 5-10 Reports * 1 SDR : 2 AE * 1 Sales Ops : 10 AE * 1 PM : 5-8 Dev * 1 DevOps : 15 Dev * 1 Design : 5-10 Dev * 1 User Research : 10 Design ARR per Employee * Series A: + $1 million ARR + 40-50 employees + $20,000-25,000 of ARR per employee * Series B: + $5 million ARR + 100-125 employees + $40,000-50,000 of ARR per employee * Series C + $20 million ARR + 300-400 employees + $50,000-66,666 of ARR per employee * At IPO (average) + $100 million ARR + 1,000 employees + $100,000 of ARR per employee Further Reading * https://avc.com/2012/06/ mba-mondays-optimal-headcount-at-various-stages/ * https://www.forentrepreneurs.com/bridge-group-sales-development/ #:~:text=The average ratio is 1,be attributed to company size. * https://www.sellingbrew.com/insights/ right-ratio-sales-ops-salespeople/ * https://www.nngroup.com/articles/ux-developer-ratio/ * https://www.reddit.com/r/devops/comments/cb6afp/ devops_developer_any_stats_on_this_ratio_at/ [https] 8 58 Share - Previous [https] [ ] Create your profile Set photo[ ] [ ][ ] [ ] [ ] Sign up for the newsletter Save & Post Comment Only paying subscribers can comment on this post Already a paying subscriber? Log in Check your email For your security, we need to re-authenticate you. Click the link we sent to , or click here to log in. Chris Watts 51 min ago HR should never report to the CFO. All modern companies understand that their employees are the key to their success. [https] Heads of human resources should always report to the CEO directly so that every business decision has input from HR and how it will impact their employees. 1Reply Mario Writes Mario's Memos *19 hr ago Incredible resource, thanks Sacks. For Series A, you have [https] listed: Recruiter (1-2). Highly recommend 2 for any sales-focused company 1Reply 6 more comments... TopNewCommunityWhat is Bottom Up by David Sacks?About No posts Ready for more? [ ]Subscribe (c) 2021 David Sacks. See privacy, terms and information collection notice Publish on Substack Bottom Up by David Sacks is on Substack - the place for independent writing This site requires JavaScript to run correctly. Please turn on JavaScript or unblock scripts