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The reference in the SaaS litterature by Bessemer Venture : Sales orga, Sales quotas, number of calls per sales, bonus standard, multi-year commissions...
Drivers, metrics, staffing ratios and dependencies of each customer-facing function, from sales and marketing to customer success.
Our survey focuses on U.S.-based, enterprise-focused subscription businesses with an average annual contract value of $26,000 and often, eight core front office functions described below:
Marketing Operations develops and executes outbound campaigns.
As prospects respond to those campaigns, Sales Development Reps (SDR's) qualify opportunities and book meetings for their counterparts...
Quota-Carrying New Business Account Executives who sell subscriptions and strive to exceed their quota.
After an opportunity is closed, Customer Success Managers step in to manage the ongoing customer relationship, selling renewals and often, new products.
Customer Success Managers serve as bridges to additional functions, including Technical Support, Professional Services and Finance.
Finally, Sales Operations manages and maintains the infrastructure, processes and systems for the front office.