The Series A Founder’s
Guide to Revenue Operations
How to predictably scale your business from $3m ARR to $10m ARR
By the end of this session you will be able to start scaling your GTM team, hire the right sales leader, and have confidence you can drive predictable and consistent growth as you plan towards $10m ARR and Series B.
This module is 45 minutes in total and made up of seven videos and supplementary material.
Scroll down to access each section.
Introduction and Financials
Let's start by looking at the key metrics for a business at $3m and $10m ARR so you can remind yourself of the scale of what is in front of you and how quickly it needs to happen.
Scaling the GTM Team
Now we'll look at the size of your GTM team today, and how much it needs to grow by the time you reach $10m ARR.
Jobs to be done
We'll look at the work you have in front of you to scale your GTM function between now and $10m ARR.
"From $3-$10m the GTM model emerges, with specialists establishing repeatability across demand creation, sales conversions and revenue realisation." Notion Capital
The Founder's Responsibilities
We'll look at your revenue responsibilities as a founder and how they continue even as you hire a sales leader.
"Founder/CEOs typically don’t understand or properly define the role of the revenue (especially sales) leader, which is the number one cause for why the average company mis-hires (then loses) the leader, and the output of all of this is typically little short of a train wreck for the company." Scalewise
Revenue Operations Requirements
We'll look at how Revenue Operations can support you as a founder to build a predictable revenue engine.
“If you have not invested in proper revenue operations and have it up and running by Series A, you’re going to very quickly run into a mess.
Your metrics will be difficult to uncover and there will be deep inefficiencies in your team.
The most important thing to do is to fix that immediately because if you don’t seriously get your shit together you simply won’t raise Series B.” Fifield and Bradburn via Scalewise
Sales Leadership Roles
We'll look at the difference between a Player/Manager Sales Director and a VP Sales and why its important to hire the right one for where you are today.
“Some companies may already have a really solid sales leader who is a real asset to the leadership and got the company so far but is maybe not able to lead multiple sales teams or is in the wrong location or whatever.
But you don’t want to lose that person, so sometimes a founder/CEO will just invent a CRO role not because they need a CRO but because it’s the most tactful way of bringing in a slightly more senior sales leader.” MMC via Scalewise
Summary
And that's a wrap - we'll look at what we covered and how I can help you.
Sources:
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