5 years ago, Docker had an emerging GTM Ops & Systems team.
The evolution of this team between 2019-2024 tells a real story of strategic growth and adaptation. We dig into the history of the GTM Operations & Systems team and the sequencing of hires that got them to where they are today.
2019-2020: Laying the Foundation
In 2019, Docker's Revenue Operations and Systems team was small but well-rounded.
- 1 Rev Ops Leader
- 1 Rev Ops Manager
- 1 Systems Manager
- 1 Systems IC
While the function was nascent overall and had limited specialization, it's what you'd expect at this scale given they were a company of ~500 people.
The presence of both RevOps and Systems roles indicates an early understanding of the need for both operational and strategic enablement of Go-to-Market and the core systems infrastructure to power it.
But as the pandemic hit, 2020 saw significant contraction across the organization and this business unit specifically - in 2020, we didn't identify a single member of the Revenue Operations or GTM Systems team.
2021-2023: Recovery and Strategic Growth
Jumpstarting in 2021, we observe a clear trend of recovery and strategic team building, with a deliberate shift towards a more mature Rev Ops function:
2021: The Rebuild Begins (Total Headcount ~300)
- 1 Rev Ops Manager
- 1 Rev Ops IC
2022: Expanding Capabilities (Total Headcount Back to ~500)
- 1 Rev Ops Leader
- 2 Rev Ops Managers
- 1 Rev Ops IC
- 3 Systems ICs
Business Analyst; Administrator; Developer / QA
The reintroduction of a Rev Ops Leader alongside the expansion of the Systems team marks a clear move towards a more comprehensive Rev Ops structure, plus the rapid addition of Systems ICs in Q1'22 indicates a growing emphasis on data and technology in supporting Revenue Operations and GTM Strategy.
2023: Accelerating Growth and Specialization
- VP of Revenue Operations & Data
- 5 Rev Ops Managers
Marketing Ops Manager; CX Ops Manager; Sr. Manager, Enablement, Manager of Enablement; Renewals Manager
- 2 Rev Ops ICs
- 1 Manager of Business Systems
- 1 Salesforce Administrator
This structure represents a mature RevOps function, particularly given the jump to 5 Rev Ops Managers, each covering a fairly specialized domain across pre-sale and post-sale processes.
While the evolution from 2021 to 2023 shows Docker's awareness of Rev Ops' value, this was a company that grew ~50% in headcount from 2023 to 2024, so this expansion needed to serve as the foundation for large scale change in 2024.
2024: The Rev Ops Revolution
The most dramatic changes have been occurring throughout 2024. While the growth of the business likely propelled the moves to come, the rapid expansion of this team does seem to coincide nicely with the hiring of a new Chief Revenue Officer in January, 2024.
Check out how the team looks today, up from 10 people last year to a group of 23+ and growing.
