Is your RevOps team helping you grow—or holding you back?
RevOps serves as the linchpin that seamlessly aligns marketing and sales teams, customer success operations, and revenue enablement, ensuring that all revenue-generating functions work in harmony. Without a clear revenue operations org chart, organizations often grapple with siloed data, inefficient processes, and a lack of accountability, which can stymie expansion and profitability.
Common challenges such as limited bandwidth, competing priorities, and the inability to scale further complicate the RevOps landscape, making it difficult for businesses to maintain momentum. By establishing an effective RevOps structure, companies can overcome these obstacles and promote a culture of collaboration and continuous improvement.
In this article, we'll cover what a RevOps team is, how to build a RevOps team structure, the core roles (and alternative roles) in a RevOps team, when you should outsource freelancers instead of hiring full-time employees, and more..
What is a Revenue Operations Team Structure?
A Revenue Operations (RevOps) team structure is a strategic framework that aligns people, processes, and tools to drive revenue growth. At its core, RevOps integrates various functions—primarily the sales operations, marketing technology stack, and customer success operations—into a unified system that works towards common objectives. This ensures that every aspect of the customer journey, from lead generation and conversion to customer relationship management and expansion, is optimized for maximum impact.
The focus of a Revenue Operations team structure is threefold:
- Streamlining workflows: By standardizing and automating processes across departments, RevOps eliminates redundancies and reduces inefficiencies. This ensures that each team operates smoothly and that handoffs between sales operations and customer success operations are quick, seamless, and error-free.
- Breaking down silos between departments: One of the biggest challenges in many organizations is the lack of integration between departments. RevOps addresses this by creating a centralized hub where customer data and responsibilities are shared transparently. This unified approach ensures that all teams are aligned with the company's goals and can work together towards achieving them.
- Enabling collaboration: By encouraging different departments to share insights, data, and strategies, RevOps promotes collaboration and open communication. This leads to more cohesive campaigns, unified customer experiences, and a better understanding of the overall revenue strategy.
Read: 7 Best Tips to Build Marketing Teams that Collaborate with Sales
Why Revenue Operations Teams Need a Defined Structure
A well-defined Revenue Operations team structure is crucial for any organization aiming to drive revenue growth. When RevOps lacks a defined structure, processes can become chaotic and disjointed. Inefficiencies will arise as teams duplicate efforts or fail to use each other’s work effectively. There’ll also be misalignment between departments in that the sales, marketing, and customer success teams may pursue conflicting goals or operate under different assumptions, which leads to inconsistent strategies and outcomes.
Let’s consider a company without a defined RevOps structure struggling to synchronize its sales forecasts with marketing campaigns. The sales team may project optimistic revenue targets based on their pipeline, while the marketing team continues to invest in lead generation without a clear understanding of the sales team’s capacity to convert those leads.
This misalignment can result in missed revenue opportunities, as marketing efforts either oversupply the sales team with unqualified leads or undersupply them, leaving potential sales untapped. The lack of synchronization not only affects immediate revenue but also damages the overall strategic planning and trust between departments.
The value of a clear Revenue Operations structure
Implementing an effective RevOps structure can bring significant value by promoting the following:
- Better collaboration: A structured Revenue Operations team breaks down silos, encouraging seamless communication and cooperation between the sales, marketing, and customer success departments. When each department understands their roles and how they interconnect, they can work together more effectively towards shared business goals.
- Faster decision-making: With a clear structure, information flows more efficiently, and roles are well-defined. This clarity allows Revenue Operations teams to make informed decisions swiftly, responding to market changes and internal challenges without unnecessary delays.
- Consistent execution: A defined structure ensures that strategies and processes are uniformly implemented across the organization. Consistency in execution leads to reliable performance metrics, better accountability, and a unified approach to achieving revenue objectives.
How to Build a Revenue Operations Team Structure
Establishing a highly effective RevOps team begins with understanding your organization’s unique needs and evolves to support sustainable growth. By following a structured process, you can create a RevOps team that not only addresses current challenges but also scales seamlessly as your business expands.
1. Assessing needs and gaps
Before constructing your Revenue Operations team, evaluate your organization’s current state to identify areas that require improvement. This helps you pinpoint specific needs and gaps the team must address to enhance revenue efficiency.
First, determine if your data is siloed across different departments. Fragmented data can lead to inaccurate reporting and hinder informed decision-making. Then, assess whether each team member’s responsibilities are well-defined and if there’s any overlap or ambiguity in roles. Clear role definitions ensure accountability and streamlined processes.
For example, if your organization struggles with low forecasting accuracy, you may need better data management and analysis. Hiring a data analyst or implementing more robust CRM practices can significantly improve your forecasting capabilities and overall revenue strategy.
2. Prioritizing roles for maximum impact
Once you have identified the key areas that need attention, the next step is to prioritize the roles within your Revenue Operations team to ensure maximum impact on your revenue operations. Here’s a sample prioritization framework you could use.
- First hire: RevOps Manager
This person is responsible for overseeing and optimizing the entire RevOps sales process. They ensure alignment between customer-facing teams to maintain consistency in strategies and execution. By owning the processes and facilitating interdepartmental collaboration, the RevOps Manager sets the foundation for a cohesive revenue strategy.
- Second hire: Data Analyst
This individual gathers, interprets, and leverages raw data to provide actionable insights. They improve the accuracy of forecasts and help in making data-driven decisions. This allows for more informed strategic planning and better performance tracking, leading to improved revenue outcomes and customer satisfaction.
- Third hire: Systems Administrator
The Systems Administrator manages and optimizes the sales and marketing teams’ technology stack that supports RevOps. This includes maintaining CRM systems, automating workflows, and ensuring that all tools integrate seamlessly so your Revenue Operations team can operate smoothly.
3. Building for scalability
As your business grows, your RevOps team must be equipped to handle increased complexity and larger-scale operations. Building with scalability in mind ensures that your team can adapt to future demands without compromising efficiency.
Design workflows that can easily expand as your team and operations grow. This involves creating standardized processes that can be scaled up without significant overhauls.
Also, when adding new team members, prioritize individuals with strong cross-functional collaboration skills. These team members can effectively bridge gaps between departments and facilitate smoother expansion into new markets or larger teams.
For example, if you anticipate entering new markets or scaling your operations, hiring someone with experience in managing cross-functional teams ensures that your RevOps structure remains flexible and can support broader initiatives.
Core Roles in a Revenue Operations Team Structure
Building a successful Revenue Operations team hinges on identifying and integrating the right roles that work cohesively to drive alignment and growth. However, building this team isn’t about sticking rigidly to traditional job titles. It’s about finding people with the right skills to deliver results. Companies vary widely in resources, growth stages, and team dynamics, so flexibility is essential.
That’s why, in addition to the key roles within a RevOps structure, I’ll also outline some alternative roles to consider. For example, a Growth Marketer could handle the same responsibilities as a RevOps Manager by driving cross-departmental collaboration. And a Programmatic Marketer can integrate the same system as a Systems Administrator
The key is to prioritize expertise over titles.
1. RevOps Manager: The foundation role
A RevOps Manager unifies and optimizes the revenue-generating functions within an organization. They align processes, manage tools, and facilitate collaboration across marketing, sales, and customer success teams. You should consider hiring a RevOps Manager at any stage when team alignment is lacking or when siloed efforts are stalling growth.
By leveraging data, breaking down departmental barriers, and creating a cohesive strategy, the RevOps Manager drives sustainable revenue growth and improves overall operational efficiency.
Key responsibilities:
- Streamline and standardize workflows across marketing, sales, and customer success;
- Manage the implementation and maintenance of RevOps tools and technologies that support revenue-generating activities;
- Promote communication and cooperation between departments to eliminate silos and ensure all teams are working towards common revenue goals.
Alternative roles to hire:
- Growth Marketer: A Growth Marketer develops and executes marketing strategies that drive revenue growth, often collaborating with multiple departments to ensure alignment with revenue objectives.
- Chief Marketing Officer (CMO): The CMO provides strategic leadership for the marketing function, ensuring that marketing initiatives are aligned with overall business objectives and revenue targets, similar to the strategic oversight a RevOps Manager provides.
Read: What is a Part-Time CMO & How to Hire the Right One
2. Data Analyst: The scaling phase role
As your company scales, a Data Analyst provides the deep insights necessary to optimize performance and allocate resources effectively. This role focuses on cleaning and analyzing data, uncovering trends, and improving forecasting accuracy, which enables better decision-making across your company.
Responsibilities:
- Ensure the accuracy and integrity of marketing data by cleaning and preprocessing datasets;
- Identify and interpret patterns and trends within the data to provide actionable insights that support business strategies.
- Develop and refine forecasting models to increase the accuracy of revenue predictions and resource planning;
- Provide data-driven recommendations to inform strategic decisions and optimize business processes.
Alternative roles to hire:
- Marketing Analyst: A Marketing Analyst analyzes data to evaluate the effectiveness of campaigns, identify market trends, and support marketing strategies.
- Growth Marketer: In this capacity, a Growth Marketer uses their analytical skills to optimize marketing efforts and maximize revenue impact.
3. Systems Administrator: The advanced scaling role
A Systems Administrator ensures that the technology infrastructure your company uses supports seamless growth and operational efficiency. This role is responsible for managing and optimizing the tech stack, integrating various tools, and maintaining system efficiency to facilitate smooth scaling operations.
You should consider hiring a Systems Administrator when your multiple tools and systems become complex, overwhelming, or fragmented, making it challenging to maintain cohesive and efficient workflows.
Responsibilities:
- Oversee the entire technology infrastructure, ensuring that all tools and platforms are functioning optimally;
- Seamlessly integrate various software solutions to ensure data flows smoothly between systems;
- Monitor and maintain system performance, troubleshoot issues, and implement upgrades to support scaling operations;
- Develop and enforce best practices for system usage, ensuring that your tech stack can handle increased demands as your organization grows.
Alternative roles to hire
- Programmatic Marketer: A Programmatic Marketer automates and optimizes marketing campaigns through technology, ensuring that marketing tools are effectively used to drive growth and efficiency.
- Marketing Analyst: In this context, a Marketing Analyst ensures that your marketing technologies are working optimally and used to their full potential.
4. Additional Supporting Roles
In addition to the core roles, there are several supporting positions you could hire to improve the effectiveness of your Revenue Operations team. While these roles may not fit directly into the core RevOps framework, they’re essential for a comprehensive revenue strategy.
- Paid Search Marketers and Paid Social Media Marketers deliver channel-specific insights that help the Marketing Analyst refine targeting and optimize campaigns. Their expertise ensures that advertising efforts are data-driven and aligned with business goals.
- SEO Marketers and Email Marketers optimize individual channels to boost visibility and engagement. By improving organic search rankings and crafting effective email campaigns, they improve lead generation and customer retention, directly contributing to the RevOps strategy.
By focusing on the skills and expertise each hire brings, rather than rigid job titles, you can create a Revenue Operations structure that adapts to your unique business needs.
Read: 6 Must-Have Skills for Marketing Analysts
When Should You Hire and Outsource?
Not all roles within a RevOps team need to be filled by full-time employees. Some positions are better suited for marketing freelancers or agencies, which allows you to maintain flexibility and scalability.
Ideally, you should adopt a hybrid model, which combines full-time hires with external resources. This model leverages the stability and continuity of in-house staff for strategic and ongoing tasks while using freelancers or agencies for specialized or temporary needs. This approach ensures that your RevOps team can efficiently respond to varying demands without overextending internal resources.
Use cases for full-time hires
- Ongoing strategic roles: Positions such as a RevOps Manager are crucial for providing continuous oversight and alignment of processes across the marketing, sales, and customer success teams. A full-time RevOps Manager ensures that RevOps functions are consistently executed and that the team remains focused on long-term revenue goals.
- High-volume or long-term tasks: Roles like CRM Management involve regular maintenance, data integrity, and ongoing optimization efforts. Hiring a full-time CRM Manager ensures that these critical tasks are handled consistently, which allows for timely updates and swift resolution of any issues that arise.
Use cases for outsourcing
- Temporary needs during scaling or transitions: During periods of rapid growth or organizational change, you may need additional support to manage increased workloads or implement new processes. Outsourcing these temporary needs to freelancers or agencies provides the necessary expertise to scale without the commitment of a long-term hire.
- Specialized roles: Certain tasks, such as tech audits or short-term analytics projects, demand specific expertise that you may not need on a permanent basis. Engaging specialized freelancers (or agencies) for these roles allows you to access high-level skills and knowledge as needed, without the overhead of maintaining these capabilities in-house.
Read: 11 Best Digital Marketing Agencies 2025
Leveraging Hybrid and On-Demand Talent
Combining full-time employees and on-demand talent can provide the agility you need to optimize revenue generation processes effectively. In this section, I'll explore the broader benefits of hybrid teams and share some actionable tips for integrating freelancers into workflows while staying aligned with RevOps goals.
Benefits of hybrid teams
The benefits of adopting a hybrid team model include:
- Cost efficiency. Combining full-time staff with freelancers or agencies allows you to manage budgets more effectively by scaling resources based on current needs without the long-term financial commitment of additional hires.
- Flexibility and scalability. Hybrid teams can quickly adjust to fluctuating workloads and project demands. This allows RevOps to scale operations seamlessly during peak periods or when entering new markets.
- Access to specialized skills. On-demand talent brings specialized expertise for specific projects, such as advanced data analysis or complex system integrations, which enhances the overall capabilities of the RevOps team.
- Increased innovation. Bringing in diverse perspectives from freelancers and external experts can promote creativity and drive innovative solutions within the RevOps framework.
- Reduced time-to-hire. Using on-demand talent allows you to fill critical roles and address immediate needs without the lengthy process of recruiting and onboarding full-time employees.
- Improved resource allocation. By delegating specialized or temporary tasks to external professionals, your full-time RevOps team members can focus on strategic initiatives and core responsibilities, which increases productivity.
Ensuring consistency with on-demand talent
Integrating freelancers into your RevOps workflows requires strategic planning to maintain consistency and alignment with your overall RevOps goals. Here are some actionable tips to effectively incorporate on-demand talent while ensuring your team remains cohesive and focused:
1. Define clear objectives and expectations
Clearly outline the objectives for each freelancer or agency, so they understand how their work contributes to the broader RevOps strategy. Also, communicate deadlines, quality standards, and deliverables upfront to prevent misunderstandings and ensure consistent performance.
2. Standardize processes and documentation
Develop comprehensive Standard Operating Procedures (SOPs) for common tasks and workflows to provide a consistent framework for both full-time and on-demand team members. Also, document all your processes, guidelines, and project details and make them accessible to facilitate smooth onboarding and reduce the learning curve for external talent.
3. Use collaborative tools
Use tools like Asana, Trello, or Monday.com to manage tasks, track progress, and facilitate communication and quick issue resolution between full-time and freelance team members.
4. Create strong communication channels
Schedule consistent meetings or check-ins with the team to discuss progress, address challenges, and ensure alignment with RevOps goals. Also, offer constructive feedback regularly to guide freelancers and ensure their work aligns with your expectations and standards.
5. Monitor performance and track metrics
Define specific Key Performance Indicators (KPIs) to measure the performance and impact of freelancers on your RevOps objectives. Also, conduct periodic reviews to assess the quality of work, adherence to deadlines, and overall contribution to RevOps goals, and make adjustments as needed.
6. Provide access to necessary resources
Ensure your freelancers have access to the necessary tools, software, and information required to perform their tasks efficiently. If needed, provide brief training sessions or resources to familiarize freelancers with your RevOps systems and processes so they can hit the ground running.
7. Establish clear reporting structures
Assign specific team members as points of contact for freelancers to streamline communication and accountability. This ensures that freelancers understand who to report to and how their work fits into the larger RevOps framework.
Read: How to Hire & Manage Freelancers, According to Experts
Scaling without full-time hires
If you doubt that you can scale your marketing operations with freelancers, you need to know the story of Changing The Narrative, an arts management consultancy. At the time, Aubrey Bergauer, the company’s founder, was transitioning to offer online courses to their audience, and she had a crucial launch coming up. However, she was struggling a lot with the landing pages, email content, social media, and the sales funnel.
She needed to bring someone on board to handle these moving parts, but she didn’t want to spend two months hiring someone via the traditional hiring process. After doing a little digging, Aubrey found MarketerHire and reached out to us.
After defining her project needs and attending the initial consultation, we matched her with Jami, an email marketer with a background in theater. On the interview, Aubrey said, “[Jami] gave me every right answer I wanted—literally every right answer. I was way more impressed than I thought I would be.”
Aubrey hired Jami, and they started working on the launch plan. However, as the launch approached, Aubrey’s team faced problems with analytics and platform integrations. So she reached out to us again and we matched her with Alec, a Marketing Analyst, who got to work solving the technical challenges Aubrey’s team faced.
Launch day arrived, and Aubrey surpassed her revenue target by 28%, partly due to the help of both freelancers. “Jami and Alec integrated into the team very quickly," she said. "Jami took our email copy to a place where it wasn't so sterile, while Alec helped us track referral sources, helping drive a very successful launch."
Read: How Changing the Narrative Exceeded Revenue Goals by 28% with MarketerHire
Adapting RevOps Team Structure to Business Context
Revenue Operations is not a one-size-fits-all function; its team structure must evolve to align with the unique circumstances and goals of each business. This section explores how to tailor your RevOps structure based on company size, industry demands, and budget considerations.
1, Company size and growth stage
The structure of your RevOps team should reflect your company's size and its current stage of growth. In early-stage companies, the RevOps team typically has a minimal structure with broad roles where team members wear multiple hats. This flexibility allows the organization to maintain agility and respond quickly to changing needs without the overhead of specialized positions.
But as your company scales, the complexity of revenue operations increases, necessitating the introduction of specialists. Bringing in experts such as Marketing Analysts, Systems Administrators, and dedicated RevOps Managers leads to increased efficiency, streamlined processed, and improved data accuracy.
2. Industry demands
Different industries have distinct requirements that influence the optimal RevOps structure. For instance, if you’re a tech company, you likely prioritize automation and data-driven decision-making, which requires you to integrate advanced tools and develop scalable systems. Therefore, roles like Systems Administrator and Marketing Analyst are critical to managing complex tech stacks and harnessing data for strategic insights.
Conversely, if you’re in a service-oriented industry, you may be more concerned with customer success functions and relationship management, necessitating a RevOps structure that aligns closely with customer-facing teams. In this case, roles like Customer Success Analyst and RevOps Manager, which improve customer experience and retention, become paramount.
By tailoring your RevOps team to meet specific industry demands, you can better address your unique challenges and capitalize on your strengths.
3. Budget considerations
Optimizing RevOps on a lean budget requires strategic allocation of resources and a focus on essential roles that deliver the highest impact. Start by prioritizing hires that address the most critical gaps in your revenue operations, such as a RevOps Manager to ensure alignment and a Data Analyst to improve decision-making. Using technology to automate routine tasks can also help reduce the need for additional staff, allowing your team to focus on strategic initiatives.
Also, implementing a hybrid model, where core roles are filled by full-time employees and specialized functions are outsourced, can provide the necessary expertise without overextending your budget.
Why MarketerHire is the Best Place to hire RevOps Specialists to Streamline Revenue

Building a strong Revenue Operations team starts with identifying and prioritizing key roles that align with your business’s growth stage and specific needs. Whether you require a RevOps Manager, Marketing Analyst, Systems Administrator, or their equivalent titles like Growth Marketer, Marketing Analyst, or Programmatic Marketer, having the right talent is crucial for driving sustainable revenue growth.
Before expanding your team, audit your current structure to identify any gaps. Assess whether your roles are clearly defined and aligned with your goals, and ensure that your tech stack is integrated and optimized for maximum efficiency. This evaluation will help you determine which areas need reinforcement and which roles should be prioritized for hiring.
When you’re ready to hire, and you want a cost-effective and time-saving way to do so, MarketerHire is your best bet. Whether you need a Marketing Analyst to provide actionable insights or a fractional Growth Marketer to enhance cross-departmental collaboration, MarketerHire connects you with pre-vetted professionals from companies like Coca-Cola and Uber.
Once you tell us your hiring needs, we use a combination of AI and human expertise to match you with the right professional in as little as 48 hours. You get a no-risk, two-week trial to test compatibility, and there’s a great chance it’ll all work out. But if the initial match isn’t right for your needs, we offer a free rematch to help you get the right person.
With MarketerHire, you can efficiently fill critical RevOps roles with skilled professionals who drive alignment, optimize processes, and support your business goals. Schedule a call with us today to get started.