The Series B org chart

People

• CRO + VP Sales — Owns quota coverage and segment strategy.
• Pods of AE + SDR + SE — Ratio roughly 1 : 1 : 0.3 by segment.
• RevOps — Owns forecast hygiene and territory design.

Process

• Weekly pipeline review — Stage-gated, MEDDICC or equivalent qualification.
• Monthly forecast call — Commit / best case / pipeline, one number to the board.
• Quarterly territory and quota planning — Capacity model tied to the FP&A plan.

Technology

• CRM — Salesforce or HubSpot as the single system of record.
• Sales engagement + CI — Outreach, Gong, or equivalent.
• CPQ + e-signature — Approved pricing, no rogue discounts.

People

• CPO + CTO pairing — One owns what and why, one owns how and when.
• Cross-functional pods — PM + design + 5–7 engineers per pod.
• Platform team — Carved out once pods start blocking each other.

Process

• Quarterly roadmap and OKR setting — Committed vs. exploratory work is labeled.
• Two-week delivery cadence — Demo, retro, and a published changelog.
• Incident and on-call rotation — Sev definitions, blameless postmortems.

Technology

• Source, CI/CD, IaC — GitHub, Actions, Terraform.
• Observability — Datadog, Sentry, PagerDuty.
• Product analytics — Amplitude or Mixpanel wired to the warehouse.

People

• VP Customer Success — Owns gross and net retention.
• CSM tiers — Named coverage for enterprise, pooled for SMB.
• Support team — Tiered with an escalation path into engineering.

Process

• Structured onboarding — Time-to-first-value target under 30 days.
• Quarterly business reviews — For every account above the enterprise threshold.
• Renewal and churn-risk review — 120 days before every renewal date.

Technology

• CS platform — Vitally, ChurnZero, or Gainsight with health scores.
• Help desk — Zendesk or Intercom with SLA tracking.
• Usage telemetry — Product signals feeding the health score.

People

• CFO + VP Finance — Strategic capital plus operating model ownership.
• Controller and accountants — Close, revenue recognition, audit readiness.
• Business operations analysts — Embedded with GTM and product.

Process

• Five-day monthly close — Board flash within ten business days.
• Rolling 18-month forecast — Re-forecast quarterly against the plan.
• Annual budget and headcount plan — Approved by the board, tracked monthly.

Technology

• ERP / accounting — NetSuite or QuickBooks with a defined chart of accounts.
• Billing and rev rec — Stripe Billing, Chargebee, or Maxio.
• FP&A and BI — Planning tool plus Looker or Metabase on the warehouse.

People

• CHRO + HRBPs — One partner per two executive functions.
• In-house recruiters — Roughly one per 20 open roles per year.
• Manager cohort — Trained, not just promoted.

Process

• Headcount approval gate — Every req tied to the funded plan.
• Structured interview loops — Scorecards, debriefs, calibrated bar-raisers.
• Semi-annual performance and comp cycle — Calibrated across functions.

Technology

• ATS — Greenhouse or Ashby with funnel reporting.
• HRIS and payroll — Rippling, Gusto, or HiBob.
• Performance and comp — Lattice plus Pave or Carta for equity bands.

People

• General Counsel or Head of Legal — Contracts, corporate, employment.
• Head of Security — Reports into the CTO, presents to the board.
• Compliance owner — Often a shared CFO and CTO responsibility.

Process

• Quarterly board meeting cycle — Pre-read five days ahead, minutes filed after.
• SOC 2 Type II control evidence — Continuously monitored, annually audited.
• Access review and incident drill — Quarterly, documented.

Technology

• Compliance automation — Vanta, Drata, or Secureframe.
• Identity and secrets — Okta or JumpCloud plus a vault.
• CLM and data room — Ironclad or DocuSign CLM, Carta for the cap table.