How does revenue operations differ between a small and large company?

The RevOps function is crucial to align sales, marketing, and customer success efforts but where it differs most based on company size is in its roles and responsibilities, and its associated needed skillset.

In small companies, RevOps often wear multiple hats, managing a broad array of Go-To-Market (GTM) activities. This includes defining field roles and scopes, setting targets, leading territory assignments, enabling the field, handling deal execution, and identifying customer-facing best practices. This requires agile and generalist problem solvers, capable of adapting quickly to evolving business needs. They also need to be great at prioritization, given they typically operate in a bootstrapped environment.

In large companies, RevOps functions are more segmented. Dedicated teams focus on individual functions and partner with individual field counterparts (sales / marketing / CS). This requires more in-depth expertise in each area, and more at-scale problem solving, often using automation tools integrated into the tech stack, allowing for more leverage (i.e. a higher field/RevOps resource ratio). Also, well-established internal and field-facing engagement models are essential to keep the RevOps strategy aligned.

In short, small companies offer a more entrepreneurial set-up and the ability to shape roles as the business evolves, large companies leverage technical skills and specialized expertise to operate at scale efficiently.

Check out some of my thoughts on a related question here :)