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Mastermind Masterclass: The SaaS Org Chart with David Sacks

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You’re the founder of a nicely growing SaaS startup which has just raised a Series A, Series B, or Series C funding round. You need to hire rapidly to seize the opportunity. But how much should you hire, what roles should you hire, and what should the org chart look like when you’re done?

Mastermind Masterclass: The SaaS Org Chart with David Sacks

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The Saas Org Chart
You need to staff up. Here’s what that looks like.
David Sacks
General Partner
Craft Ventures
@DavidSacks
Series A
50 Employee Org
Series B
125 Employee Org
Series C
400 Employee Org
The Saas Org Chart
How Many Employees Should You Have?
Rules of Thumb Based on ARR
Series A Series B
$1 million ARR $5 million ARR
40-50 employees 100-125 employees
$20,000-25,000 of ARR per employee $40,000-50,000 of ARR per employee
Series C At IPO (average)
$20 million ARR $100 million ARR
300-400 employees 1,000 employees
$50,000-66,666 of ARR per employee $100,000 of ARR per employee
10% G&A : 40% R&D : 50% S&M
1 Manager : 5-10 Reports
1 SDR : 2 AE
1 Sales Ops : 10 AE
1 PM : 5-8 Dev
1 DevOps : 15 Dev
1 Designer : 5-10 Dev
1 User Research : 10 Design
How Much Overhead Do You Need?
Typical Ratios for Scaling
Series A Target
50 Employee Org
SERIES A
Head of Sales (10-13)
• Enterprise AE (2)
• Mid-Market AE (2)
• SMB AE (2)
• SDR (2-4)
• Sales Ops (1)
• Sales Engineer (0-1)
CTO (12)
• Front End (4)
• Back End (2)
• Client Applications (2)
• Core Services/Platform (1)
• Analytics (1)
• DevOps/Infra (1)
Head of Product (4-5)
• PM (1-2)
• Designer (2)
Head of Marketing (5-6)
• Demand Gen (1-2)
• Product Marketing (1)
• Sales Enablement (1)
• Events/Community (1)
Director Finance (6-7)
• FP&A Analyst (1)
• Accountant (1)
• HR (1)
• Ops (1)
• Recruiter (1-2)
Director CSM (4-8)
• CSM Enterprise (1-2)
• CSM Mid-Market (1-2)
• Customer Support Rep (1-2)
• Implementation / Solutions
Engineer (0-1)
Founder/CEO (~50)

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Mastermind Masterclass: The SaaS Org Chart with David Sacks

  • 1. The Saas Org Chart You need to staff up. Here’s what that looks like. David Sacks General Partner Craft Ventures @DavidSacks
  • 2. Series A 50 Employee Org Series B 125 Employee Org Series C 400 Employee Org The Saas Org Chart
  • 3. How Many Employees Should You Have? Rules of Thumb Based on ARR Series A Series B $1 million ARR $5 million ARR 40-50 employees 100-125 employees $20,000-25,000 of ARR per employee $40,000-50,000 of ARR per employee Series C At IPO (average) $20 million ARR $100 million ARR 300-400 employees 1,000 employees $50,000-66,666 of ARR per employee $100,000 of ARR per employee
  • 4. 10% G&A : 40% R&D : 50% S&M 1 Manager : 5-10 Reports 1 SDR : 2 AE 1 Sales Ops : 10 AE 1 PM : 5-8 Dev 1 DevOps : 15 Dev 1 Designer : 5-10 Dev 1 User Research : 10 Design How Much Overhead Do You Need? Typical Ratios for Scaling
  • 5. Series A Target 50 Employee Org
  • 6. SERIES A Head of Sales (10-13) • Enterprise AE (2) • Mid-Market AE (2) • SMB AE (2) • SDR (2-4) • Sales Ops (1) • Sales Engineer (0-1) CTO (12) • Front End (4) • Back End (2) • Client Applications (2) • Core Services/Platform (1) • Analytics (1) • DevOps/Infra (1) Head of Product (4-5) • PM (1-2) • Designer (2) Head of Marketing (5-6) • Demand Gen (1-2) • Product Marketing (1) • Sales Enablement (1) • Events/Community (1) Director Finance (6-7) • FP&A Analyst (1) • Accountant (1) • HR (1) • Ops (1) • Recruiter (1-2) Director CSM (4-8) • CSM Enterprise (1-2) • CSM Mid-Market (1-2) • Customer Support Rep (1-2) • Implementation / Solutions Engineer (0-1) Founder/CEO (~50)
  • 7. Series B Target 125 Employee Org
  • 8. SERIES B CTO (40) Founder/CEO (~125) Building the Exec Team VP Product (11) VP Sales (45) VP Marketing (15) VP Finance (13) Key takeaways: ● Building out exec team: VP or C-level for major functional areas. ● IC becomes a team for almost every function. Promote or hire mid-level managers.
  • 9. SERIES B CTO • Director, Web (14) • Director, Client Apps (6) • Director, Platform/Core Services (4) • Manager, QA (2) • Director, Infrastructure (3) • Director, Security (2) • Director, Analytics (4) • Manager, IT (2) CPO / VP Product • PM (5) • Design (5) R&D: 12 --> 40; Building Out Mid-Level Management New Leaders • Director, Web • Director, Infrastructure • Manager, IT team • Manager, QA team
  • 10. VP Sales (15) • Enterprise AE (5) • MM AE (4) • SMB AE (4) • Renewals Specialist (1) • Director, SDR (6) • Director, Sales Ops (3) SERIES B Sales & Marketing: 27 --> 60 CMO (15) • Director, Product Marketing (4) • Director, Lead Gen (4) • Director, Sales Enablement (3) • Director, Brand Marketing (3) - PR & Analyst Relations - Events New Functions • Renewals specialist • Brand marketing • PR & analyst relations New Leaders • VP, BD/Partnerships • Director, Brand Marketing VP CSM (19) • CSM Enterprise (6) • CSM SMB & MM (5) • Director, Implementation / Solutions (3) • Director, CS (4) VP BD/Partnerships
  • 11. SERIES B G&A: 6 --> 13 CFO (13) • Director FP&A (2) • Controller (2-3) • Director Recruiting (4) • Director HR (2) • Ops (2) New Leaders • Controller • Director of Recruiting
  • 12. Series C Target 400 Employee Org
  • 13. SERIES C CRO (185) CTO (114) CPO (23) CMO (33) CFO (39) Founder/CEO (~400) Building the C-level Team Key takeaways: ● Finalizing C-level exec team ● Mid-level VPs (who don’t report to CEO) ● More specialized roles ● International expansion ● Ability to take on Acquahire project
  • 14. SERIES C CTO (114) VP, Engineering (92) • Web Front End (30) • Web Back End (18) • Client Applications (14) • Core Services (14) • Acquihire Project (9) • QA (6) Director, Infrastructure (6) Director, Security (3) VP Analytics (7) VP IT (5) CPO (23) Director, PM (10) Director, Design (12) • Designer (8) • User Research (2) • Copywriter (1) R&D: 51 --> 137 New Functions • Acquahire Project? • User researcher • Copywriter New Leaders • VP of Engineering • Director, Design • Director, QA • VP of IT
  • 15. VP, CSM (52) • Director, Enterprise (17) • Director, Mid-Market (7) • Director, Implementation (12) • Director, CS, (11) • Renewals Coordinator • Training (3) SERIES C Sales & Marketing: 60 --> 219 CMO (33) • Director PMM (7) • Director Demand Gen (6) • Director Sales Enablement (5) - Solutions Marketer (3) - Competitive Intel (1) • VP, Corporate • Marketing (14) - PR (2-3) - AR (1-2) - Events (3) - Community (2) - Creative (5) SVP, U.S. Sales (73) • VP, Enterprise (10) • VP, Mid-Market (10) • VP, SMB (16) • Director, SDR (25) • VP, Sales Ops (6) • Training (5) **VP of Biz Dev (3) GM, International (60) • Director, Enterprise (10) • Director, SMB & MM (10) • Manager, SDR (9) • Director, CSM (17) • Sales / Solutions Engineer (5) • Recruiting (3) • Ops (5)
  • 16. SERIES C G&A: 13 --> 40 CFO (39) Controller (6) VP of Recruiting (17) VP of People (4) VP of FP&A (3) Ops (8) **General Counsel (1) New Leaders - General Counsel - VP of FP&A - VP of People
  • 17. Org of ICs Series A 50 Employees Org of Team Leads Series B 125 Employees Org of Executives Series C 400 Employees Growing Your SaaS Company
  • 18. THANK YOU David Sacks General Partner Craft Ventures @DavidSacks

Editor's Notes

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