Go-to-market operations, embedded
Campaign to cash,
run by teams,
not headcount.
run by teams,
not headcount.
Growth Ops
Marketing Ops
Revenue Ops
Financial Ops
An architect, an engineer and specialists across every system, live in weeks. Add the next team as your roadmap grows.
Your first team
INSIDE YOUR SLACK
John Attley
Director · your counterpart
Izzy Navin
GTM Architect
Rodolfo Flores da Silva
GTM Engineer
Specialists on call
Attribution
CPQ
Billing
Data
185→50 days
first touch to live customer
Median across our client portfolio, each company’s earlier vs. later time with us · LeanScale cycle-time study
02 — Why Us
A great go-to-market needs all four kinds of ops.
Most teams own one or two.
Most teams own one or two.
Growth OpsCampaigns and outboundServes demand gen and SDRsStaffedNo owner
Marketing OpsScoring, routing, attributionServes marketingStaffedNo owner
Revenue OpsCRM, CPQ, forecast, renewalsServes sales and CSStaffedNo owner
Financial OpsDeal desk, billing, the closeServes financeStaffedNo owner
Targeted
Engaged
Scored
Routed
Qualified
Quoted
Billed
Paid
Renewed
MQL
SQL
Closed won
Renewal
At the handoffs3 of 4 breakPipeline, cash and renewals leak.
Every lead carries its campaign.Nobody knows which campaign worked.
Leads reach the right rep, fast.Leads sit unworked.
The signed deal flows into billing.Someone retypes every deal into billing.
Renewals are worked early.Renewals arrive as surprises.
Illustrative: one deal and a typical team.
03 — Why Us
The median RevOps team adds
zero people in 2026.
zero people in 2026.
Your go-to-market grows anyway.
Your ARRRevOps heads
RevOps benchmark at $50–100M ARR
$0.6–0.8Ma year
What the benchmark counts
Growth
Marketing
Revenue
Financial
Growth, marketing and financial ops sit outside the benchmark, and that’s usually where nobody owns the work.
Fill the gap two ways.
As hires
1–2 reqs
Each ~6 weeks to fill, ~6 months to full speed
As LeanScale teams
One team, $180K a year
Or two practices for $300K, anywhere from campaign to cash · live in weeks
Derived from ICONIQ, via LeanScale research (RevOps investment study, Aug 2026); RevOps only. Spend and gap = heads × $200K loaded (study assumption, blended across levels).
0% growth: ICONIQ 2026. Time to fill: SHRM 2025.
Time to full speed: HBR 2017.
Time to full speed: HBR 2017.
04 — Why Us
We teach go-to-market in public. Then we build it for you.
LeanScale
@LeanScale on YouTube
259long-form videos
Podcast
120+episodes
90outside guests
24CROs
30+founders and CEOs
15+GTM‑ops leaders
Voices on our podcast
Steve Dinner · VP RevOps, Owner.com
Michael Kiernan · CRO, Nextdoor
26Salesforce
8HubSpot
30
Product demos
19
Playbook videos
33
GTM course
Open knowledge hub
leanscale.team/knowledge→
14
Delivery playbooks
Outbound to quote‑to‑cash
7
Field studies
115+
How-to docs
Your admin and analyst learn from the same playbooks we run from.
Derek Mogar, Director · ep. 108
05 — Why Us
Tell us where it hurts.
Meet the team that fixes it.
Meet the team that fixes it.
Yours after this call
Open your plan →
1Where does
it hurt?Pick one
it hurt?Pick one
Marketing Ops
Revenue Ops
Financial Ops
2Your team
Your people
Izzy NavinGTM ArchitectRodolfo FloresGTM EngineerJohn AttleyDirectorFirst four projects
3Live in weeks,
not quartersYour team vs. one hire
not quartersYour team vs. one hire
Team $15K a month. Typical weeks, Series B–C on Salesforce; not a guarantee. Hiring: SHRM 2025 (fill), HBR 2017 (ramp). Pay: Glassdoor US median total pay, Sept 2026, loaded 1.4x (BLS ECEC). People shown are examples.
06 — How It Works
Four practices, one kind of team.
Each one is far more than one req.
Each one is far more than one req.
Growth OpsCampaign to MQL
Marketing OpsMQL to SQL
Revenue OpsSQL to renewal
Financial OpsClosed won to cash
Your team is named before you sign.
Accountable for every LeanScale team
John Attley · Director, your counterpart
Architect · owns the plan
Izzy Navin
“What do we build next?”
+
Engineer · builds it, quick fixes
Rodolfo Flores da Silva
“Can you fix routing today?”
+
On call
Solange Sonaglio
Every team, every practice
Two projects open at a time
A written recap every Friday
07 — How It Works
We blueprint your go-to-market
with you, in the room.
with you, in the room.
Campaign to cash, every practice.
In person when we can.
In person when we can.
Q1 blueprint
Illustrative figures
Your diagnostic
Growth Ops
Marketing Ops
Revenue Ops
Financial Ops
Read-only, under NDA
we bring this in
Who’s Tier 1?
Market Map
Fit weight60%
Can reps carry it?
Territory Builder
AE 188%
AE 264%
AE 3131%
AE 472%
AE 541%
Where do handoffs break?
Lifecycle Design
Campaign
MQL
SQL
Closed won
Invoice
Your leaders
DirectorJohn Attley
ArchitectIzzy Navin
1Read your systems
In the room
2Whiteboard
3Prototype on your data
4Blueprint
5Build
Again every quarter
08 — How It Works
A week inside your channel.
An example week
Monday
M
Growth Ops
MayaDemand gen
Can the webinar invite go out tomorrow at 9?
D
Financial Ops
Usually same day
DanaFinance
Can invoices pull the PO number from the deal?
RodolfoEngineer
Both done. Invite scheduled; the PO is on every new invoice.
Wednesday
Y
Marketing Ops
Your call
YouVP RevOps
Routing rule approved. Partner leads go to Tom’s team.
Friday
IzzyArchitect
Friday recap: 9 asks shipped. Next, the new quote template.
Your new manager’s first day
Your new RevOps Manager joined the channel
Nothing to rebuild
09 — How It Works
Your people keep their lanes.
We make the team bigger.
We make the team bigger.
You set the plan.
Your people
Docs, runbooks, history
AYour adminCRM users and access
MYour marketing ops managerCampaigns and the MAP
FYour finance partnerBilling and the close
Your new managerLeads Revenue Ops
+
LeanScale team
Builds and integrationsCampaign to cash
The asks you hand usYou choose which
Specialists when neededAttribution, CPQ, billing
A Director, your counterpartAccountable for every team
#
gtm-ops-leanscale
AMF
One channel. One backlog.
One channel. One backlog.
Docs, runbooks, playbooks go to your people
You own everything we build
90 days’ notice
If you step us down
10 — How It Works
Hand us the data and systems asks.
Your people get the roadmap work back.
Your people get the roadmap work back.
MonTueWedThuFri
Routing rule
Forecast
Invoice sync
Exec sync
Campaign plan
Dedupe before launch
Territories
Webinar list
Comp plan
UTM cleanup
Board prep
Quote template
Planning
Dashboard
Pricing
User access
Roadmap
44%22%Data & reporting+22%Systems & toolsof a RevOps team’s weekICONIQ Growth · 2026 survey
#gtm-ops-leanscale
Routing rule changeShipped
Invoice sync fixShipped
Dedupe before launchIn the plan
+ 5 more this week
Logged and tracked in your channel.
Today, asks land in
your team’s DMs.
your team’s DMs.
An example week. RevOps time split: ICONIQ Growth, Building the Modern GTM Org (2026): data & reporting 22%, systems & tools 22%.
11 — How It Works
Their dashboard showed a good year.
Read together, their systems said otherwise.
Read together, their systems said otherwise.
Their stack, campaign to cash
CampaignsGrowth and Marketing Ops
CRMRevenue Ops
Billing and ERPFinancial Ops
WarehouseUsage and every record
One context layerStood up with a partner tool
A real LeanScale diagnostic
$7.84M
partner revenue, booked as direct wins.
22/ 100
Data integrity
Company details changed; every finding unchanged.
Then, at every quarterly blueprint session: every number, campaign to cash, traced to the records behind it.
12 — Proof
Ops leaders
bring us with them.
bring us with them.
60+companies
since 2021 72project types,
campaign to cash
since 2021 72project types,
campaign to cash
Worked with us“I brought LeanScale to Chainguard after working with them at Human.”
Jason Weinreb · Director of Sales Operations, Chainguard
Brought us in
“This is the most competent team I’ve ever worked with.”
Thomas Miller · CRO, Human
13 — Proof
What one project turned into.
The project
What happened next
60 days
to Salesforce30 days
Growth model, operating plan
3x ARR
Sales team tripled
60 days
to Salesforce10 years
of data moved
Stayed on
as their Revenue Ops team
6 weeks
DealHub CPQ, live
60%
faster quotes, 100% adoption
4+ years
then Marketing Ops and contracts
“LeanScale provided the playbook and technical expertise to get us up and running in 60 days.”
Donal Tobin · CEO, Integrate.io
Case studies at leanscale.team/case-studies
14 — Your Options
Three bets you make on every req.
1Systems
A hire brings the tools they’ve used before.
We work across your stack, campaign to cash.
2Playbook
Their last job
PLGSeries D
You
Sales-ledSeries B
Each brings one playbook, untested at your stage.
Patterns from 60+ companies.
3Talent pool
239
137 RevOps102 other GTM opsyour req
open GTM ops roles this week. Yours is one of them.
Our people are already here.
Examples: stack and company profiles. Roles: open GTM ops roles (137 of them RevOps) on the LeanScale GTM ops job board, 6 Oct 2026. Companies: won engagements since 2021.
15 — Your Options
Add a team when the roadmap needs one.
Step it down when the work ships.
Step it down when the work ships.
Your org
YouOwn the roadmap
Ops analyst
CRM admin
RevOps ManagerYour next req, still openLeads Revenue Ops
Q3
+Your next team
+Your next team
+Your next team
Revenue OpsQ1
CPQForecasting
Reports to youNow your manager’s bench
Marketing OpsQ2
RoutingAttribution
Reports to youShipped. Stepped down.
Financial OpsQ3
BillingMonth-end close
Reports to you
Growth OpsQ4
CampaignsOutbound
Reports to you
The next team is picked with you at your quarterly blueprint review.
Illustrative, not a plan. List prices: $15K a month for the first team, +$10K a month for each added practice. This example year: $330K.
16 — Your Options
Teams don’t stay the size they start.
One of the best-known AI labs
Our engineer
Now their architect
18 months
Revenue Ops team
CPQ in reps’ hands
Forecasting
Quote-to-cash billing
+
Marketing Ops team
Second team
Aug 2024
Feb 2026
Today
Feb 2024
Ad hoc marketing ops
Then
On-demand support
Apr 2026 · came back
A dedicated team
+
Jun 2026
That team grew
Real companies, real teams. Add yours without a new req or a new partner.
17 — Your Options
Four ways to grow your GTM ops.
Each one is right for someone.
Each one is right for someone.
Yes
Varies
No
Your next hire
An SI or partner
Another agency
LeanScale
Best when
One owner, no rush.
A fixed-scope rollout.
One specialty.
Campaign to cash, now.
“We decided to move to offshore contractors… and quickly felt the pain of losing the holistic approach… that LeanScale takes.”
Nick LibonatiHead of Revenue
18 — Next Steps
One team is $15K a month.
About the cost of one manager.
About the cost of one manager.
- No annual contract
- 90 days’ notice
- Billed quarterly
Per year
Your LeanScale team
$180K
Architect, engineer, specialists
Architect weekly, Director quarterly
Two projects open at a time
Friday recap
RevOps Manager
Same money. One person.
$179K
Director
$262K
Your next req can fund a team today. Alongside the people you have.
Grow by team:
Growth Ops
Marketing Ops
Revenue Ops
Financial Ops
Each added, +$10K a month. All four, $45K.
One team: $15K a month x 12; each added practice +$10K a month. Hires: Glassdoor US median total pay by title, loaded 1.4x per BLS ECEC.
Next Steps
Start with a blueprint session.
For your whole go-to-market,
campaign to cash.
campaign to cash.
1Before
We read your systems
- CRM, marketing, billing
- Read-only access
- Under NDA
2In the room
We whiteboard it with you
Your
leaders
leaders
Our Directorand architect
3You leave with
- Your blueprint
- Prototypes on your data
- Your first team, named
leanscale.team · trust.leanscale.team · By referral only
People shown are examples from our teams today.
20 — Appendix
Five jobs. One chair.
still no reply to Tuesday’s inbound lead?
Thu · 9:14 AM
MON
8
Forecast review (again)
Whose number is right?
Head of Sales
quotes_final_v7.xlsx
Every quote lives here
CRM
Invoice
Retyped from the CRM
CEO
Board deck v12
11:48 PM · rebuilt by hand
5
The one person you’re hiring.
Manager, Director or VP
21 — Appendix
Your job post, split with your hire.
JOBS
Example posting · a composite
Your company
Head of Revenue Operations
Salesforce and HubSpot adminEngineer
Lead routing and scoringArchitect
CPQ and deal approvalsSpecialist
The forecast processArchitect
Board pipeline reportingArchitect
Clean CRM dataEngineer
Attribution across channelsSpecialist
Integrations and billingSpecialist
A seat at your leadership tableYour hire
Engineer
Lead routing and scoringArchitect
CPQ and deal approvalsSpecialist
The forecast processArchitect
Board pipeline reportingArchitect
Clean CRM dataEngineer
Attribution across channelsSpecialist
Integrations and billingSpecialist
A seat at your leadership tableYour hire
22 — Appendix
We’re not against your hire.
We’ll help you find them.
We’ll help you find them.
Your teamTheir bench
YouPriorities with our architect, weeklyQuarterly review with our Director
John AttleyOur Director
Your hireRole openDay one, in a running systemSets the priorities
Rodolfo Flores da SilvaEngineer, builds it
Izzy NavinArchitect, runs the day to dayArchitect, pairs with themArchitect, backs them up
Solange SonaglioSpecialists, on call
Your role, featured
On our GTM ops job board
The plan
Leave on 90 days’ notice
You own everything we build
23 — Appendix
Whoever you hire will be great at two of these.
You need all ten.
You need all ten.
Growth Ops
Demand generation
Campaign operations
Marketing Ops
Marketing automation
Lead routing
Revenue Ops
CRM admin
Forecasting
Integrations
Reporting
Financial Ops
Deal desk & contracts
Billing & revenue
2they’re
great at
great at
8still land on
their desk
their desk
Your hire’s background
24 — Appendix
Every reason to hire one personbring in an SIuse an agency, answered.
Instead of a team
Ask which one is closest, then click it.
01
“I want someone who wakes up every day thinking about us.”
Our answer
I want someone who wakes up every day thinking about us.
Named people in your channel every day, an architect who owns your plan, and a written recap every Friday.
Proof
With us since 2022: their CPQ, then a Marketing Ops team, then a contract-management rollout.
02
“It’s cheaper. I have budget for one salary.”
Our answer
It’s cheaper. I have budget for one salary.
About the cost of one manager. A whole team.
And it starts in weeks, not two quarters from now.
A year, fully loaded
Our team$180K
RevOps Manager~$179K Director~$262K
RevOps Manager~$179K Director~$262K
Glassdoor US median total pay by title, Sept 2026; loaded 1.4x per BLS ECEC
03
“The knowledge should stay in-house.”
Our answer
The knowledge should stay in-house.
It does: everything is written into your systems and your hub. When one hire leaves, what they knew leaves too.
In writing
You own everything we build. It’s written down, so it outlasts any one person, yours or ours.
04
“I want control.”
Our answer
I want control.
You set the priorities, we work under your hire once they start, and you can leave on 90 days’ notice.
Proof
After their migration, they kept us on as their Revenue Ops team.
05
“We’ll hire one person and give them good tools.”
Our answer
We’ll hire one person and give them good tools.
Tools still need someone to design the system. One person brings one skill set; a team brings the design and the build.
Client review
They combine strategic RevOps thinking with hands-on executionNicholas B., Manager, RevOps
06
“We’re going to hire for this anyway.”
Our answer
We’re going to hire for this anyway.
Good. We’ll help you find them, and cover the work until they start.
Our job boardWe run a GTM ops job board and feature your role to the operators who read it.
Their first dayThey walk into a running system, written into your systems and your hub.
From then onWe work under them, with our engineer and specialists as their bench.
01
“Our Salesforce partner is doing the implementation.”
Our answer
Our Salesforce partner is doing the implementation.
The usual partner model is a build to a scope and a handover at go-live. We build it, then stay to run it.
Built, then stayed
Pipedrive to Salesforce in 60 days, with 10 years of data. Then they kept us on as their Revenue Ops team.
02
“We need it live by a date.”
Our answer
We need it live by a date.
Our Standard projects have a fixed price and a fixed date, measured before we quote and planned back from yours.
Standard projects
A 5-day read-only scan sets the scope. Half at signing, half when you accept go-live, and 30 days of hypercare after.
03
“An SI has more people for a big rollout.”
Our answer
An SI has more people for a big rollout.
For a large enterprise rollout, an SI can be the right call. If you need it run as you grow, one team that stays fits better.
An SI fits whenIt’s a large, fixed-scope rollout, built to a plan and handed over.
We fit whenYou need it designed, built and then run, by one team that stays.
ProofHubSpot to Salesforce in 60 days, plus their growth model and operating plan in 30 days.
HubSpot to Salesforce in 60 days, plus their growth model and operating plan in 30 days.01
“Another agency quoted less, for admin hours.”
Our answer
Another agency quoted less, for admin hours.
You buy a team, not hours. One team covers the daily asks and the design work, and asks are never metered.
What one team runs
Two projects open at a time, plus your team’s asks in one channel, for $15K a month.
02
“We have a consultant we’ve used for years.”
Our answer
We have a consultant we’ve used for years.
Keep them. We work alongside in our own lane, and cover the rest of the span.
Side by side
Your asks in one channel and a written recap every Friday, so everyone, your consultant included, sees what shipped.
03
“Offshore admin is cheaper.”
Our answer
Offshore admin is cheaper.
For a narrow, well-defined task, it can be. Running the whole system takes a team that sees all of it.
They came back
We decided to move to offshore contractors for Salesforce admin work and quickly felt the pain of losing the holistic approach to RevOps…Head of Revenue, Jampack
04
“We got burned by an agency before.”
Our answer
We got burned by an agency before.
The people you meet are the people who build it, named before you sign. And you can leave on 90 days’ notice.
An example team
Izzy NavinGTM Architect
Rodolfo Flores da SilvaGTM Engineer
Loaded cost: Glassdoor US median total pay by title, Sept 2026; loaded 1.4x per BLS ECEC. Time to fill: SHRM 2025. To full speed: HBR 2017. Our team: $15K a month.
Fixed price and fixed date apply to our Standard projects. Integrate.io and Chainguard are past clients.
Jampack quote from our published case study. One team: $15K a month, two projects open at a time. Example team: current LeanScale staff.
25 — Appendix
Their dashboards looked fine.
A real LeanScale diagnostic. Company details
changed; every finding unchanged.
changed; every finding unchanged.
The funnel, as their dashboard drew it ✓ On track
The same records, redrawn to one scale
LeadsCreated
2,226
MQLsMarketing qualified
123
SQLsSales qualified
686
5.6× the MQLs
SALs$3.97M pipeline
145
Won$21.6M new ARR
572
$7.84M
Partner channelInside Won
333
36% of new-won ARR.
Zero leads tracked.
As reported
$21.6M
New-won ARR across 572 wins. On the dashboard, a good year.
Data integrity
/ 100
12,011 of 15,747 revenue events can’t be traced to a source.
What it costThe AEs had stopped working in Salesforce because the data underneath it broke.
Bar lengths are record counts on one scale; the Leads bar is cut to fit.
26 — Appendix
134 days came out of the funnel.
Published study
Median days from first touch to live customer, across our client portfolio.
Earlier
184.7 days
−64 days
top of funnel
−38 days
sales cycle
−32 days
after the signature
Later
50.3 days
−134 days
Only 38 of the 134 days came out of the sales cycle.
The other 64 and 32 came out before the deal and after the signature.
LeanScale cycle-time study, 2026. Median days per handoff across our client portfolio, each company's later history measured against its own earlier baseline; the full funnel is a sum of stage medians. Companies without enough stage history are excluded. leanscale-cycle-time.netlify.app
27 — Appendix
Anything in your go-to-market is on the table.
The projects we run most and
their typical weeks to go live.
their typical weeks to go live.
Campaign
MQL
SQL
Closed won
Cash
Growth Ops
Outbound campaigns1–2 wks
Email nurture1 wk
Events and webinars2–4 wks
ABM audiences2–4 wks
Clay setup4–8 wks
Marketing Ops
UTM tracking1–2 wks
Lead scoring3–5 wks
Attribution3–6 wks
Lead routing4–6 wks
Marketo to HubSpot8–16 wks
Revenue Ops
Territory design2–4 wks
Data cleanup2–5 wks
Forecasting3–5 wks
CPQ and quoting4–8 wks
CRM migration8–14 wks
Financial Ops
Billing setup1–3 wks
CRM to ERP sync1–3 wks
Revenue recognition2–3 wks
Commissions3–8 wks
ERP migration3–8 wks
Two projects open at a time, swapped when priorities move. If it’s not on the list, it goes under Other.