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?

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