Challenges Contribution
KPIs Contribution
Mix of FTE:
20%
Typical Team’s Ratios for a Series B Company (5-10M€ ARR)
% of FTE: 20%
% Revenue Spent / Team: 15%
Team Ratio’s: 1 SDR : 2 AE / 1 Sales Ops : 10 AE
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Typical Team’s Org for a Series B Company
Usual Report to: CBO or CRO
Key Org Change to Notice
At this stage, the Sales team knowns how to sell and to who. But, they need:
- Guidance on where to focus in terms of time vs ARR generated and improve ARR/Sales Salaries and Growth Rate. This is why Sales Ops team is created.
- Smooth day-to-day operations by processing and automate all daily tasks so they can contribute to Revenue growth and predictability. This is why Sales Ops team is created.
- Secure Growth Rate by deploying new lead generation methods such as Partnerships and Alliances with a dedicated team.
CRO/CBO (45)
- Director or VP, Sales (15)
- Enterprise AE (5)
- SMB & MM AE (8)
- Renewals Specialist (1)
- Director, Sales Development, plus 5 SDRs (6)
- Director, Sales Operations, plus 2 sales ops (3)
- Director or VP, Alliances and Partnerships (1)
Source:
Typical Team’s Contribution to Company KPIs
Growth Rate
Growth Rate
🟠: 1x-2x 🟡: 2x-5x 🟢: >5x
Average Sales Cycle Length
Average Sales Cycle Length
SMB companies: average 1 to 4 weeks Mid-Market: average 4 to 12 weeks Enterprise: average 12 to 36 weeks.
ARR/Sales Salaries
ARR/Sales Salaries
Minimum 4 times Sales Reps' Salary + Salary Taxes
Additional Resources
