A Powerhouse Rev Ops Team of 40 people for 575 Sales Reps

You RARELY see a 40-person Rev Ops team for 575 Sellers. But that's the deal at Klaviyo.

In their first Quarterly Earnings since IPO, they announced an 89% increase in customers generating $50K+ ARR.

This is a company on pace for $700m in annual revenue, despite ACV of just $5K. Since pricing is partially usage-based, it’s a land and expand strategy and that requires a heavy emphasis on GTM Analytics to succeed.

We see that emphasis in their data-oriented Revenue Operations function.

On the whole, it's a 40-person Rev Ops function with an additional $1.3m earmarked for 7 open Rev Ops positions.

Unique Rev Ops Roles at Klaviyo:

• Principal Data Scientist, GTM Programs (Open Role)

• Manager, Revenue Retention Analytics (Open Role)

• VP, Platform Expansion

• Director, Voice of the Customer

• (2x) Manager, Voice of the Customer

Nothing demonstrates the value of Rev Ops more than this function:

👉 Voice of the Customer

All 3 of these individuals come from a BI / Data Analytics background and it's a function sits at the intersection of GTM and R&D.

By definition, it keeps the entire organization in alignment.

They collect and synthesize data to inform on GTM and Product strategy.

• (Quantitative Insights) Surveys & Primary Research

• (Quantitative) Analysis of Operational data

• (Qualitative) Pair it with customer-facing insights from Sales, Success, Support, Onboarding to identify, size & prioritize emerging opportunities.

• Own the CX measurement strategy for New Products

Layer that approach under strong Rev Ops Leadership (8):

• SVP, GTM Strategy & Ops

• VP, Revenue Ops & Field Enablement

• VP, Platform Expansion

• Head of Strategy & Operations (Support)

• VP, GTM Strategy & Programs

• Director, Sales Strategy and Planning

• Sr. Director, Sales Operations

• Sr. Director, GTM Enablement

And continue investing big to fill out the team - $1.3m+ earmarked for these 7 open Rev Ops positions:

• Partner Systems Manager (Salesforce)‍ $120,000—$180,000 USD

• Sr. Manager, Sales Ops (EMEA)

• Principal Data Scientist (GTM Programs) $192,000—$288,000 USD

• Sr. Director, GTM Incentive Strategy $244,000—$366,000 USD

• Manager, Ops & Analytics (CX)‍ $124,000—$186,000 USD

• Manager, Revenue Retention Analytics‍ $124,000—$186,000 USD

• Manager, Sales Analytics‍ $124,000—$186,000 USD

And this group is paired with a growing, 11-person GTM Systems Team (Full Breakdown Here.)