Analyzing 1,000 companies making $25M – $10B across our data set, here are the roles in charge of revenue operations, responsible for delivering core results on a monthly basis, aligned with MBRs and following QBRs.
Revenue Operations Manager (and its alternative definitions) appears to be the key role in this subset at 45%, with designated CROs hired and appointed at 15% of all companies
Since sales is the largest spend across all Revenue Ops divisions, Sales Operations Managers take 30% of the core goals (sitting at or right under the VP of Sales).
The overarching decisions on spend and budget are still primarily led by boards, CEOs, and CFOs, with varying autonomy and agency toward CROs and revenue ops roles.
Similarly to the CMO conundrum, core ownership is limited – but highly experienced executives are finding their way in late 2025 to unlock budgets and champion key initiatives in the new year.
