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What does your sales team org structure look like?

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4 Answers
Scaling a Sales Team
  1. Rachel Mayes
    Rachel Mayes

    Carta Senior Director of Sales - Venture Capital at Carta • 1y

    Our sales team is structured into three segments: Enterprise (Upmarket), Mid-Market (Established), and SMB (Emerging Managers). Since we sell into VC's, our segmentation is based on the customer’s AUM. My team operates on a product-based quota and can sell multiple products to a single customer. We’re on quarterly quotas and function as full stack AEs (without SDR support)

    898 Views
  2. Adam Wainwright
    Adam Wainwright

    HubSpot GTM Leader | Building Products that help Sales teams win | Formerly Clari, CallidusCloud (SAP), Selectica CPQ, Cacheflow • 1y

    Current Startup: Team Composition: At my current startup, I’ve built a small but effective team. We currently have: 2 Sellers 1 Solutions Engineer 1 Customer Success Manager 1 Professional Services Team My Role: I serve as the Head of Revenue, overseeing all these functions to ensure alignment and drive growth. Future Growth Plans: As we scale, I plan to grow the team to about five or six sellers, potentially adding another Solutions Engineer if capacity demands it. I also envision adding three ...Read More

    610 Views
  3. Katie Harkins
    Katie Harkins

    Glide VP of Sales • 2y

    I personally think verticalizing a sales org died when COVID hit. If you had a hospitality and tourism vertical - they were bleeding big time when the world was shut down. For larger organizations, it makes sense to have a team specializing in healthcare or fintech for HIPAA and security reasons. I'm a big fan of AEs who can be chameleons and be Swiss army knives for pitching all titles and verticals. I've mostly seen sales orgs internally have teams by employee size. Segmenting by a company's t ...Read More

    1,281 Views
  4. Jeff Michaels
    Jeff Michaels

    Mobivity Vice President, Sales & Marketing | Formerly Kibo Commerce, FedEx, ACCO, IPIX • 3y

    While answering the "sales team org structure" is easy, it can quickly lead sales leaders and organizations down a constrained, unscalable path requiring frequent restructures that are disruptive and distracting from revenue growth. Here's what I mean by that. As Sales/Revenue leaders, it often begins with an emergent problem to solve, which oftentimes causes us to look at "structure." Assuming we've landed on the right problem to solve, the natural course for solving tends to start with what st ...Read More

    3,281 Views

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