It is going flat while the work grows. Median expected RevOps headcount change for 2026 is 0%, while sales and post-sales headcount grow 10–20%. RevOps is being asked to absorb roughly a fifth more selling capacity with the same team, on a bet that AI and outside help close the gap.
That is not a benchmark — it is an arbitrage, and it is the most consequential number in the study. It also explains why the measured AI adoption inside GTM skews toward systems construction: the constraint is build capacity, and the fastest-converting AI use case is building the revenue system itself.
Every claim above comes from work LeanScale published. These are the sources.