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 (185)

VP or SVP, U.S. Sales (73)

• Director or VP, Enterprise Sales, plus 9 AEs (10)
• Director or VP, Mid-Market Sales, plus 9 AEs (10)
• Director or VP, SMB Sales, plus 15 AEs (16)
• Director, Sales Development, plus 2 managers, plus 22 SDRs (25)
• VP, Sales Ops, plus 5 ops (e.g. for SFDC admin, comp plans, territories, analytics, quota credit) (6)
• Training (5)

VP, CSM (52)

• Director, Enterprise CSM, plus 16 CSMs (17)
• Director, Mid-Market CSM, plus 6 CSMs (7)
• Director, Implementation/Solutions Engineering, plus 11 Solutions or Sales Engineers (12)
• Director, Customer Support, plus 10 CS reps (11)
• Renewals Coordinator (1)
• Training (3)

GM, Europe (60)

• Director, Enterprise Sales, plus 9 AEs (10)
• Director, SMB & MM Sales, plus 9 AEs (10)
• Manager, Sales Development, plus 8 SDRs (9)
• Director, Customer Success, plus 16 CSMs (17)
• Sales or Solutions Engineer (5)
• Recruiting (3)
• Ops (5)

VP of Biz Dev plus 2 partner managers (3)

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