RevenueOps KPI tree (what must be owned)
Most RevenueOps JDs fail because they list “responsibilities” without specifying the KPI tree.
If you cannot name the KPIs and their upstream inputs, you cannot define ownership.
The minimum KPI tree (mid-market SaaS default)
Revenue layer
- Bookings / ARR / MRR
- Win rate
- Sales cycle length
Pipeline layer
- Pipeline created
- Pipeline coverage
- Pipeline velocity
Conversion layer
- Lead → SQL
- SQL → Opportunity
- Opportunity → Closed won
Quality layer
- Stage conversion integrity (definitions + enforcement)
- Duplicate / routing / attribution hygiene
The instrumentation implication
If the tools cannot measure the inputs, the KPI tree is fiction.
That is why the audit sprint always includes:
Instrumentation checklist
KPI tree
Ownership + interface map