Go-to-Market Series: Organization Structure

Vivian Guo | May 14, 2021

An overview of common GTM org structures and benchmarks related to org size and headcount across sales, marketing, and CS teams

As organizations grow, we naturally tend to see more complexity in the organization structure, with the addition of ancillary roles focused on operations, renewals, onboarding, etc. In this chapter, we dive into how GTM organization structure across sales, marketing, and customer success teams evolve over time. We also explore questions like who is responsible for which funnel decisions and what a best-in-class handoff between GTM teams looks like.