Jason M. Lemkin says hire your first Sales Ops or Revenue Ops person when you have 4-5 sales reps. Without them, sales leaders waste time on operations instead of closing deals, and you lose enablement, training, and process. Do it as soon as you can fund it.
But as soon as you get to even four or five sales reps, usually your head of sales or your CEO, or sometimes your head of marketing or demand gen, are spending way too much time on sales ops, on revenue operations, and you want every minute of that time focused on closing those deals. So get leverage. Get leverage for your sales team, and think about hiring a leader in sales ops or revenue ops as early as rep 4 or 5. Because you're going to hire more. You're going to go from 4 to 5 reps to 7 to 10 to 20 to 30. And you're just waiting, wasting time, having no enablement, no training, no onboarding, no processes. So hire this early. If you have any money at all in the bank.
