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.

CRO 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, Biz Dev/Partnerships (1)

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)

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