Question about org structures - what does your sales team org structure look like?

With most of these questions, there isn't a one size fits all. Consider things like:

• Company stage

• Growth objectives

• GTM strategy

• Customer segmentation

• Self serve vs. sales led

• Compensation modeling

AI has, of course, been a hot topic lately, begging the question of which roles will become obsolete. Personally, I think there will always need to be a human element. This AMA is a great example. If you wanted these answers you could find a generic response in Chat GPT vs. reading my response, but you are looking for the human experience aspect that ideally will provide you with more value.

Below is a brief rundown of how I'd think through my org structure coming in at an earlier stage business. It's less about the actual title of the role and more about the function itself:

• Inbound vs. outbound

  • Marketing

  • SDR

  • Partner/Channel

• Customer acquisition

  • AEs

• Customer retention

  • Onboarding Specialists

  • Customer Success/Account Management

• Customer expansion

  • AE

  • Customer Success/Account Management

• Customer reporting

  • Revenue Operations

• Customer value

  • Sales Engineers

  • Solution Consultants

• Leadership

  • Revenue

  • Sales

  • Customer Success

  • Revenue Operations

Are all of these roles needed to get started? No. Figure out where you can create overlap in your roles by working backward on your bottoms up modeling for your revenue targets and determine how many people to need in order to achieve those goals.

From here, you can uplevel the structuring into categories:

• Functional: Think specialists vs. generalists. Core vs. overlay

• Geographic: Location specific

• Market Based: Industry/vertical specific

• Product Sales: For larger organizations, this can be based on product SKU, bundle, etc. to drive certain revenue engines of the business