December 6, 2021

Written by

Collective[i] Team

  • Posted in
  • Revenue Operations
  • Revenue Operations Team Structure

Revenue operations organization chart

Developing an efficient organizational structure for a revenue operations (RevOps) team is vital if the RevOps team is to manage productivity and increase profit effectively.

Every revenue operations team structure is different, so there is no one-size-fits-all approach to organizing a RevOps team hierarchy. However, creating a detailed org chart allows businesses to formulate a successful organizational foundation for their RevOps units.

This blog discusses how revenue operations org charts help organize a revenue operations team structure and streamline communication between business units.

What do revenue operations do?

In B2B sales, a revenue operations team’s primary function is to unite all the revenue-impacting units of a company. Revenue operations manage all the departments that bring profit to the table, which is why outlining a RevOps team’s organizational structure is so important. RevOps teams are critical in today’s rapidly evolving business landscape. According to the Revenue Enablement Institute, transitioning to a RevOps business model may improve long-term growth prospects by over 50%.

RevOps has the potential to be powerful, which is why it’s essential to articulate and optimize the structure and responsibilities of a RevOps team by employing a revenue operations org chart. In the end, this benefits the organization as a whole and leaves little room for miscommunication or mismanagement.

How do revenue operations work? — Revenue operations responsibilities

The RevOps team’s mission is to ensure that the strategies of individual business units align with the company’s goals as a whole. Just because a business decision benefits an individual department does not mean it will generate revenue for the entire company. Every company should expect disagreements between departments about which processes will be the most lucrative. Therefore, the revenue operations team’s responsibility is to identify the most efficient way for all revenue-generating business units — such as marketing, sales, and customer success — to collaborate and align their goals.

The primary responsibilities of the RevOps team include:

  • Insights and analytics
  • Enablement
  • Operations management
  • Tech implementation
  • Learning and development

To illustrate, a RevOps team would implement technological solutions such as the Collective[i]’s ConnectorsTM , a social selling enablement feature that assists sales teams in seeking out and creating lasting business relationships.

With so many moving parts and duties, it’s easy for things to get messy. That’s where revenue operations org charts come into play.

What is a revenue operations org chart?

Traditionally, an organizational chart graphically represents a business unit’s structure. An org chart’s primary function is to highlight how different roles, departments, and responsibilities connect the company’s employees and the leadership team.


In addition, org charts may outline points of contact for individual projects that require the collaboration of multiple departments. For example, an org chart can organize a multilevel product release campaign that requires the combined effort of the RevOps, customer success, marketing, and sales teams.

Revenue operations team structure — Who does revenue operations report to?

Since RevOps teams interact with all other departments, it can be difficult to identify relationships and relative hierarchies between RevOps and other business units. In larger organizations, RevOps team structures can be very complex. For example, in a medium-sized company, a RevOps team structure may look something like this:

  • The vice president (VP) of revenue operations would report to the chief revenue officer (CRO).
  • Then the VP of revenue operations would oversee sales, marketing, and customer success teams.
  • Finally, the vice presidents of sales operations, marketing, and customer success would also report to the CRO.


This example alone shows that using an operations org chart can clearly outline a RevOps team’s hierarchy structure to avoid confusion between departments.

Organize and revolutionize your RevOps strategy with Collective[i]

Using intelligent data-driven tools is a crucial element to building a successful revenue operations team. Collective[i]’s artificial intelligence software makes cross-department alignment and collaboration simple. Using Collective[i], RevOps managers ensure that all units work together to make decisions that benefit the whole company. Don’t get stuck in the past. Experience the future of sales with Collective[i], and get connected today.

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