Go to Market Series: Building Go-to-Market Teams

Claire Davis | August 17, 2023

How SaaS companies scale their go-to-market teams and sequence key hires from founding to post-IPO. This research includes common frameworks across roles, responsibilities, and reporting structures, and detailed headcount benchmarks and ratios for sales, marketing, customer success, and services teams.

A holistic and well-executed go-to-market strategy is one of the key pillars that drives sustainable, long-term growth for software companies. Regardless of your organization’s growth motion, effective go-to-market teams represent the voice of the customer and serve as critical feedback loops for product and engineering.

Building Go-to-Market Teams explores how SaaS companies scale their go-to-market teams  and sequence key hires from founding to post-IPO. This research includes common frameworks across roles, responsibilities, and reporting structures, and detailed headcount benchmarks and ratios for sales, marketing, customer success, and services teams.