Fleetio

In general, this is the team size you would expect to see from a GTM Systems team charged with supporting ~100 Reps across Sales & Support.

The group is embedded within the broader Business Operations / Revenue Operations function, fairly standard for this size.

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However, there one element that stand out as being unique:

 * Zack is charged with owning elements of Revenue Operations and all of GTM Systems in a hybrid capacity. His background is more squarely from the Operations side, which can lend itself well to meeting the Systems needs of stakeholders & users, given his intimate understanding of their workflows. It's likely that his role will need to become more focused as the organization scales.

We like the cross-disciplinary nature of this Rev Ops team, particularly since the sheer headcount investment is more significant than what you typically see at this growth stage.

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A CLOSER LOOK AT REV OPS

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 * Something we love to see is when Rev Ops is embedded within the broader Business Operations team - at Fleetio, the VP of Business Operations comes from Rev Ops Leadership roles, meaning she is uniquely suited to meet the organizational needs within GTM, while also helping to unify that function with the rest of Operations (procurement, data warehousing, BI / Analytics etc.)

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 * (4) Rev Ops Generalists help to meet the more tactical needs of the Rev Ops org and pick up some of the slack on basic Salesforce administration.

 * Director of Sales Enablement providing strategy & support to all pre-sales teams.

 * Deal Desk Manager

 * Director of Customer Onboarding Ops providing strategy & support to all post-sales teams.

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 * The Product Enablement Manager (GTM) is a somewhat unique function - coming from a background in Sales Enablement, the typical function of this role is to forge stronger collaboration between Product Engineering, Product Analytics, and Go-to-Market teams.