RevOps Lab #107 How CROs Think (+ What It Means for RevOps) - with Jeremey Donovan, Managing Director at Insight Partners
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Feb 9, 2026 Jeremey Donovan, Managing Director at a B2B SaaS-focused venture firm who led Insight Partners’ CRO survey. He discusses how top revenue teams structure ownership around new logo and expansion. He reveals surprising growth in outbound SDRs and why similar deal-size experience matters for hires. He also covers RevOps’ role in AI shifting to deal risk and post-sale use cases.
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Top CROs Narrow Their Scope To Commercial Motions
- Top CROs focus CRO scope on new logo acquisition and expansion rather than owning marketing or CS.
- Jeremey Donovan shows top performers statistically keep marketing (~17%) and CS (~30%) off the CRO to maximize commercial focus.
Keep Sales Ops Reporting Under Sales Leadership
- Sales ops is more effective when it reports into sales leadership rather than a centralized function.
- Jeremey Donovan found ~90% of top performers keep sales ops under the Sales Leader versus ~78% for average companies.
Outbound SDRs Expanded At High Growth Companies
- Contrary to expectations, high-growth companies expanded outbound SDR teams in 2025.
- Jeremey Donovan links success to conditions: well-known brand or ICPs who answer the phone and sometimes very short sales velocity.
