Article · 9 min read

RevOps: When, How, and Who to Hire

Liz Christo · Stage 2 Capital Free Intermediate

Splits the RevOps hiring decision into three company phases and says plainly when to outsource instead of hiring. It is the clearest answer we found to the question founders actually ask.

  • Three phases: outsource RevOps to consultants while you are still finding product-market fit.
  • Bring it in-house at go-to-market fit, the same moment you hire a sales leader to build the team.
  • Make that first hire a Director: senior enough to partner with revenue leadership, junior enough to stay hands on.
  • Keep the outside consultants alongside the first hire rather than replacing them.
Open on stage2.capital ↗

It answers 3 questions

  1. When should we hire our first RevOps person, and what should they actually own?
  2. How do I set territories and quotas that the team does not immediately game?
  3. What actually separates a top decile RevOps function from an average one?

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