Kyle Poyar

This is the hottest GTM role not enough people are talking about.

It's not an AE, SDR, demand gen person or content marketer. It'll be a GTM/growth ops owner.

Also called: GTM engineer, RevOps Engineer, GTM Ops Engineer, Growth Lead, Growth Strategist, Outbound Architect, or a million & one other things.

They're more comfortable in Clay than Salesforce. Their favorite TLA is ICP, not MQL. And they're well versed in the modern GTM tech stack.

I finally found a 🔥 JD for this & it's from Justin Hyde at FirmPilot. (I'm not affiliated, just a fan.)

The TL;DR:

1. They design & orchestrate the end-to-end buyer journey starting with identifying the right ICP & through revenue conversion.

2. They run experiments to find the best possible way to turn ICP accounts into $$.

3. They're well versed in the latest GTM technology & automation tools.

4. They're able to influence other leaders across functions.

5. They're data-driven with an ability to spot problems & identify cost-effective solutions.

You might want to save this JD for later.

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#gtmengineer #ai #gtm

ICYMI: How big should your team be? ⤵

(Or, more accurately, how large is a *normal* team for a company my size?)

Here are benchmarks from 700+ SaaS companies.

A few observations:

1️⃣ Build the right team for your stage of growth

Engineering is consistently the largest department at the average SaaS company, typically representing 135+ people as you scale to $50M+ ARR.

Engineering team sizes appear to have come down year-on-year, especially for early stage companies.
- 2022: 40% of FTEs were in Eng for companies with <$1M ARR
- 2023: 31% of FTEs were in Eng for companies with <$1M ARR

Anecdotally, there are starting to be significant productivity increases through coding copilots & other next gen tooling

2️⃣ Don't let benchmarks overly dictate your org structure

Look at what's productive where you should double down. And adapt based on your strategy:

- PLG businesses tend to hire more engineers and PMs
- Enterprise SaaS tends to have more folks in Professional Services

3️⃣ The “Other“ category gets increasingly specialized over time

While this is a group of generalists in the early days, later stage companies build functions around HR/People Ops, Legal, BizOps, RevOps, etc.

4️⃣ Avoid silo-ed thinking

An increasingly in-demand GTM hire is a GTM Ops/Growth Engineer/Special Projects profile. While small in number, these teams can have an outsized impact.

It'll be interesting to see how these folks get bucketed within the org.

How do you see #SaaS orgs changing in 2025?

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