# How much should we spend on RevOps?

Nobody publishes a credible "RevOps as a percentage of revenue" figure — not Gartner, not Forrester, not the SaaS benchmarking houses. The defensible benchmark is headcount: RevOps at 5–10% of go-to-market headcount, median 7%, from a January 2026 survey of GTM executives at 150+ B2B software companies.

That percentage-of-revenue number circulating online is always someone's undisclosed arithmetic on top of a headcount figure. The ratio is remarkably stable — 5–11% across seven revenue bands, 6–9% across segments, 7–10% across growth motions — which is what makes it structural rather than incidental.

## Sources

- **Measurement** — [RevOps Investment study — the citable answer](https://www.leanscale.team/knowledge/research/revops-investment-study/)

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Cluster: Revops_org · https://www.leanscale.team/knowledge/answers/how-much-spend-on-revops/