Target 1:2 Ratios for Early-Stage BDRs and Solution Engineers
Yamini Rangan · 5 Myths That Stop SaaS Companies From Moving Upmarket Dropbox's CCO Yamini Rangan (now CEO HubSpot) · Aug 13, 2019 · at 17:57
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Yamini Rangan outlines sales support staffing ratios for early-stage ($1M–$20M ARR) versus mature ($100M+ ARR) SaaS companies.
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“In terms of prospecting help, which is the business development rep, they provide the right leads, the right kinds of quality leads into the pipeline, and so the ratio early on is one is to two, and then you can actually make it one is to four. And then in terms of solution engineers and solution architects, these are the technical resources that really are driving the sales cycle. Early on, invest more in them, one is to two ratio, and then as you continue to grow and expand, then make it one is to four or one is to six.”
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