You RARELY see a 40-person Rev Ops team for 575 Sellers. But that's the deal at Klaviyo.
In their first Quarterly Earnings since IPO, they announced an 89% increase in customers generating $50K+ ARR.
This is a company on pace for $700m in annual revenue, despite ACV of just $5K. Since pricing is partially usage-based, it’s a land and expand strategy and that requires a heavy emphasis on GTM Analytics to succeed.
We see that emphasis in their data-oriented Revenue Operations function.
On the whole, it's a 40-person Rev Ops function with an additional $1.3m earmarked for 7 open Rev Ops positions.
Nothing demonstrates the value of Rev Ops more than this function:
👉 Voice of the Customer
All 3 of these individuals come from a BI / Data Analytics background and it's a function sits at the intersection of GTM and R&D.
By definition, it keeps the entire organization in alignment.
They collect and synthesize data to inform on GTM and Product strategy.
Layer that approach under strong Rev Ops Leadership (8):
And continue investing big to fill out the team - $1.3m+ earmarked for these 7 open Rev Ops positions:
And this group is paired with a growing, 11-person GTM Systems Team (Full Breakdown Here.)