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?
The Path to Product Excellence: Avoiding Common Pitfalls and Enhancing Commun...
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
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
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
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