Andrew Kurau · Material Impact Group
RevOps team charter and first-hire brief
Define the work and authority before choosing an org chart or title. This is a planning template, not a staffing-ratio benchmark.
Entries stay in this tab and are not saved or submitted. Print or save as PDF before closing. The text template can be copied into your own document.
Illustrative example: a small B2B company with shared CRM workflows and inconsistent cross-functional handoffs.
Business outcome and sponsor
Which outcome does the team support, and who can resolve cross-functional priorities?
See the filled example
Improve qualified-account handoffs and forecast reliability. CRO sponsors the charter and resolves priority conflicts.
Owned decisions and deliverables
What does RevOps own? Identify the accountable role for each recurring decision.
See the filled example
RevOps leader owns routing policy and forecast process; Sales leader owns follow-up and opportunity evidence; CRO owns forecast commitment.
Boundaries and interfaces
Which decisions remain in Marketing, Sales, CS, Product, Engineering, or Finance?
See the filled example
Product owns roadmap. Engineering owns instrumentation and reliability. Finance owns financial definitions and actuals. Functional leaders own customer execution.
Workload and capability gap
What recurring work consumes time? What can stop? What capability is truly missing?
See the filled example
Log run, repair, improve, and build work for four to six weeks. Remove duplicate reports. Hire systems depth if critical integration work still blocks the roadmap.
First hire and success evidence
What will this role deliver, with which skills and decision rights?
See the filled example
Example systems specialist: stabilize critical routing integration, document recovery, and reduce recurring failures. Evaluate implementation and stakeholder skills, not tool certifications alone.
Capacity and review
What is protected roadmap capacity? What gets deferred when urgent work enters?
See the filled example
Publish the priority list and support load. Sponsor reviews tradeoffs monthly. Measure reliability, adoption, and the customer or business outcome separately.
Before you act
- Do not confuse a revenue organization with the RevOps team inside it.
- Every shared decision has one accountable owner.
- A specialist has a business owner and implementation capacity.
- The charter states what RevOps will not own.
Companion to RevOps team charter and first-hire brief. Prepared September 17, 2026. Examples are illustrative.