The rise of GTM Engineers

Back in 2018, I found the typical sales-to-sales ops ratio to be around 25:1

Two recent pieces of research from Andreessen Horowitz and PeerSignal.org suggest 10:1 is the new norm.

This reflects, first, how the scope of sales ops has expanded with the rise of the revenue ops function.

Now, there’s a new trend: GTM Engineers, responsible not only for the instrumentation of the revenue stack but also for building the data infrastructure—data assembly, segmentation, signal gathering, and activation—to support all revenue motions.

I want to give credit to Guillaume "𝑮" Cabane for putting this trend on my radar.

In any event, I find A16Z’s ratios fascinating, underscoring just how central—and complex—data has become in sales.