RevOps vs. SalesOps: What’s the Difference?
A Complete Guide for Scaling Revenue Teams
Introduction
In the evolving world of revenue generation, understanding the difference between RevOps (Revenue Operations) and SalesOps (Sales Operations) has never been more important. While the two functions will continue to overlap, they have unique roles in an organization’s growth engine.
As go-to-market models become increasingly complex, especially in B2B ecosystems, knowing whether you should scale with a RevOps or a SalesOps model can determine how quickly and effectively your team can grow revenue.
The number of RevOps roles grew by over 500% from 2018-2023, according to LinkedIn Talent Insights—a clear indicator that companies are investing in operations that unify data, automation, and alignment across teams.
Want to improve your revenue org with AI?
Find out how OneShot.ai automates outbound within your RevOps or SalesOps organization.
What is SalesOps?
The Sales Operations function, called SalesOps, provides a sales team with the tactical support that would best leverage and maximize the effectiveness of sales representative activity. SalesOps is focused on getting the sales representatives to be as efficient and productive as possible - and that is achieved by improving the tools used by sales representatives, improving the process of selling, and providing reporting and analysis that drives actionable insight.
Common SalesOps responsibilities include sales forecasting and performance analytics, CRM administration (ex., Salesforce Administration), sales enablement and training, territory planning, pipeline management, and building incentive compensation models. In short, SalesOps acts as the operations expert inside the sales organization, and its mission is to remove friction to increase the outcomes generated by sellers as they close more deals, and close them faster.
An example of a typical organization may have the VP of Sales at the top of the organizational chart, followed by a Director of SalesOps, with various roles including CRM Manager, Sales Analyst, and Enablement Specialist, all reporting to either or both.
SalesOps Tools:
- Salesforce for CRM and reporting
- Outreach for sequencing and engagement
- OneShot.ai for AI-powered lead generation and personalized outreach
Ready to supercharge your sales setup?
See how OneShot.ai integrates with your stack and boosts pipeline generation
What Is RevOps?
Revenue Operations (RevOps) takes the classic scope of SalesOps to the next level by bringing not only sales, but marketing and customer success under one strategic umbrella. Its goal is to get the entire go-to-market (GTM) function – people, processes, and platforms – in alignment to deliver predictable, scalable revenue growth. Instead of keeping each department as a silo, RevOps facilitates seamless coordination across the entire customer lifecycle from lead acquisition through long-term retention and renewals.
Key responsibilities of RevOps include full-funnel analytics (monitoring metrics from Marketing Qualified Leads through to Customer Lifetime Value), tech stack management across the entire GTM teams, strong data governance, and process optimization. RevOps also owns strategic planning and cross-functional reporting that supports decision-making at every level. This way, it establishes an integrated, collaborative ecosystem wherein marketing, sales, and customer experience (CX) teams function as a unified, aligned revenue engine.
Chief Revenue Officer (CRO)
├── SalesOps
├── MarketingOps
└── CXOps
└── RevOps
Bridge marketing, sales, and CX with AI.
See how OneShot.ai enables true RevOps automation.
RevOps vs. SalesOps: A Side-by-Side Comparison Table
Explore how OneShot.ai supports both structures.
Automate outreach and drive insights with OneShot.ai Integrations.
How AI is Revolutionizing RevOps and SalesOps
Artificial intelligence is reshaping the operations of revenue teams by smoothing the transition from insight to action. Both SalesOps and RevOps are benefiting hugely from AI technologies that automate the menial tasks and deliver increased accuracy in decision-making. OneShot.ai is at the forefront of that revolution, offering robust AI-powered tools that support revenue teams at every stage.
Insight Agent offers actionable, account-level insight into the landscape so that teams can confidently prioritize the right opportunities. Meanwhile, Persona Agent builds hyper-relevant, AI-personalized messages tailored to specific prospects for greater engagement and conversion.
The Scaling Agent gives teams the ability to automate outbound campaigns to thousands of leads with reliable, top-tier outreach at scale.
Manual vs. AI Workflow:
Let AI handle the busywork so your team can focus on growth. Try OneShot.ai free today.
Key Metrics Tracked by SalesOps vs. RevOps
SalesOps and RevOps teams rely on separate, though complementary, KPI to measure success. For SalesOps, prime performance indicators are quota attainment, win rate, and pipeline velocity – proven measures of the efficiency and effectiveness of the sales process. For RevOps, the focus is shifting to more general business metrics like customer acquisition cost (CAC), funnel conversion rates, net revenue retention, and customer lifetime value. With OneShot.ai, tracking these macro metrics is a breeze since the dashboards automatically update and display performance data in real-time.
Want to see your outbound KPIs grow? 👉 Learn how OneShot.ai enables faster and better metrics for the metrics that drive revenue growth.
When Should You Invest in RevOps vs. SalesOps?
Not all companies require Revenue Operations (RevOps) from the get-go. The appropriate operational model is based on the size of your team, the complexity of your sales process, and the maturity of your go-to-market strategy. Knowing these factors helps decide whether SalesOps or RevOps is more suitable for your company.
Choose SalesOps if you are a startup with less than 50 employees, with mostly sales as your sole outbound channel. At this stage, your primary needs include tighter control of your CRM, streamlined processes for sales, and rudimentary performance monitoring – making SalesOps the perfect answer to achieve efficiency and growth.
On the other hand, choose RevOps if your business is growing more than 50 employees and needs visibility throughout the full funnel. RevOps becomes necessary when several departments – Sales, Marketing, and Customer Success – touch the buyer’s journey and need to collaborate to drive revenue results. It creates alignment, data consistency, and governance across the entire revenue engine.
For instance, a Saas company may start with SalesOps to address direct sales outreach and CRM hygiene. But when this company grows into a mid-market company with more elaborate sales and marketing motions, taking a RevOps perspective will be critical for cross-functional alignment and scalable revenue growth.
Not sure where your organisation fits? 👉Get a RevOps audit driven by OneShot.ai insights to determine your operational gaps and growth opportunities.
Real-World Case Study: Using OneShot.ai in a RevOps-Led Organization
As part of its RevOps transformation effort, a mid-sized B2B SaaS company implemented OneShot.ai at the core of this strategy. Earlier on, the transformation began with Sales, Marketing, and Customer Success teams mostly operating in silos. This inevitably gave way to frequent lead leakage, communication gaps, and uncoordinated messaging as the buyers entered their buyer journey. And since the implementation of OneShot.ai, the company has seen immediate and achievable results.
The scale of personalized outreach efforts was exponential, going from just 10 leads to over 500 per week, without sacrificing the personalization and quality. The Sales cycle shrank (32%) and the pipeline velocity accelerated (41%) towards revenue.
"Finally, all revenue teams are aligned on one AI-powered platform with OneShot.ai. “We’ve got a full GTM task force on our fingertips,” said the RevOps Director at a B2B SaaS company.
Want to see how your company can reach the same results? Schedule a call with our RevOps specialists today.
Common Challenges & How to Solve Them with AI Automation
Bonus: All AI agents will work with your existing tech stack, in addition to each other.
Stop the operational chaos with automation. Find use cases for automation across RevOps & Sales.
Future of RevOps and SalesOps: Trends to Watch in 2024 and Beyond
The future of revenue operations will be dictated by automation, the unification of data, and AI-first tooling development. In 2024, several key trends will determine how RevOps teams operate and generate impact. AI-first RevOps frameworks are becoming the default with tools such as OneShot.ai leading the way in go-to-market (GTM) planning and execution.
Traditional boundaries between operational groups — SalesOps, MarketingOps, and CSOps — are rapidly diminishing, resulting in fewer silos and more integrated, results-driven collaboration. Predictive revenue intelligence is also increasing, allowing teams to detect and prevent pipeline gaps ahead of time.
Moreover, real-time personalization at scale is unlocking dynamic messaging capabilities across channels. As per reports by Gartner, Forrester, and McKinsey’s RevOps trend reports, these changes are not only forecasts—They're turning into best practices. Be prepared for the future.
Allow OneShot.ai to be the AI driving the RevOps for your business.
Conclusion: Which is Right for You?
SalesOps provides efficiency to sales productivity. RevOps is future-proof for full funnel efficiency. The right decision for you will depend on your growth stage and operational maturity.
Here’s a simple framework:
- Early-stage GTM team? – Start with SalesOps
- Scaling with multiple teams? – Invest in RevOps
Regardless of current structure, automation and intelligent workflows are critical for sustainable, reliable revenues.
No matter which model you choose, OneShot.ai can help you scale smarter from day one. Start your free trial today.
FAQs
1. What is the difference between RevOps and SalesOps in a B2B SaaS company?
Answer:
In a B2B SaaS company, SalesOps focuses on optimizing sales processes, tools, and performance of the sales team, while RevOps (Revenue Operations) integrates sales, marketing, and customer success to create end-to-end revenue visibility, alignment, and scalable growth. RevOps ensures cross-functional data sharing and removes operational silos, which SalesOps typically does not address.
2. When should a growing business switch from SalesOps to RevOps?
Answer:
A growing business should consider transitioning to RevOps when managing multiple go-to-market teams becomes complex. If sales, marketing, and customer success are working in silos and it’s affecting revenue consistency, RevOps can bring these functions under one strategy, improving efficiency, forecasting, and alignment.
3. How does Revenue Operations help scale revenue teams more effectively than Sales Operations?
Answer:
Revenue Operations helps scale revenue teams by unifying data, aligning incentives, streamlining processes, and automating reporting across the entire customer lifecycle. Unlike SalesOps, which is sales-centric, RevOps drives predictable growth by improving collaboration across GTM teams.
4. What tools are commonly used in RevOps vs. SalesOps strategies?
Answer:
SalesOps teams typically use CRM tools, sales enablement software, and forecasting platforms. In contrast, RevOps integrates tools across CRM, marketing automation, customer success platforms, analytics dashboards, and revenue intelligence tools to create a single source of truth across departments.
5. Can small startups benefit from RevOps, or is SalesOps enough in early stages?
Answer:
In early stages, SalesOps may be sufficient to manage and support the sales team, but startups aiming for rapid scaling should consider implementing a lightweight RevOps model. This ensures early alignment across marketing, sales, and customer success, preventing bottlenecks later.
