Scope — what each role covers
Sales Ops: sales processes, CRM for reps, sales reporting, sales tools, sales forecasting.
RevOps: the entire revenue cycle — from first marketing touch through sales to CS and renewals. Single Source of Truth for the entire revenue organization.
The number owner — the key difference
Sales Ops "serves" sales reps. RevOps owns the revenue number and has the authority to impose processes on marketing, sales and CS. This is a fundamental organizational difference.
When is Sales Ops enough?
Sales Ops is sufficient when: you have fewer than 5 reps, marketing and sales work well together, pipeline is simple and well-managed, forecasting is accurate.
When do you need RevOps?
RevOps is needed when: marketing and sales look at different data, you can't connect campaigns to closed deals, forecasting is unreliable, growth has stalled.
Check if you need RevOps or Sales Ops — free Maturity Assessment