Typical SaaS team structure as you scale
We can derive the table above if we look over the entire respondent base and bucket headcount by ARR.
The median startup with between 1-5M in ARR will have 12 engineers, 6 in sales and 3 in marketing.
As the company grows and reaches 50-100M in ARR, the ratio of engineers to salespeople asymptotes to 1:1, down from 2:1. Meanwhile, the size of the marketing team increases only by 4X, compared to a 10X increase in sales and a 5X+ in engineering.
Software companies invest in engineering early and then the product matures, complement that engineering and product investment with go to market teams to commercialize the product.
Most relevant during:
PMF phase
GTM Fit phase
Scale phase
Most relevant for:
ACVs < $15K
ACVs $15K-$50K
ACVs > $50K
