Benchmarking Study: The Organizational Structures of Platform-as-a-Service Sales Forces
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February 10, 2025
How do the best-performing Platform-as-a-Service (PaaS) organizations structure their sales teams? RevenueShift conducted a custom benchmarking study to find out.
We looked at PaaS sales forces with revenue between $200M–$3B. We collected data from 14 organizations' sales and sales operations executives. Our survey focused on organization, structure, and headcount. The following are some of our most intriguing insights.
We found that the most common ratio of salespeople to sales managers was in the 6:1 range. This span of control ratio seemed about right and is a good benchmark for tech companies. However, the manager-to-director ratios were very flat.
Companies are still more heavily concentrated on top-of-funnel roles, even though other software-as-a-service (SaaS) companies are questioning their effectiveness.
Most common direct reports to the contract research organization are:
1. Enterprise leader
2. Corporate leader
3. Regional leader
4. Key Accounts
5. Customer Success
6. Sales and/or Revenue Operations
Clients often ask us, “Do we have enough RevOps team members for our company?” According to our survey of 14 xPaaS organizations — which are companies that provide one or more types of PaaS — the inner-quartile range is between 3.2%–5.5% of RevOps employees to sellers.
At RevenueShift, we partner with our clients to create pragmatic, analytics-led solutions that meet the challenges they face at their foundation. If you’d like to learn more about our findings, please contact us. Or, if you want to know more about something we haven’t touched on, we can run custom cuts of our data to find the insights you’re looking for.
