RevOps RACI template
Most RevOps teams inherit ownership by accident: whoever built the lead routing rule owns it forever, and nobody owns the fields that three teams edit. The result shows up as broken reports, arguments over whose number is right, and changes made in production without anyone signing off. A RACI with exactly one accountable owner per activity fixes that, but only if it is specific enough to settle a real dispute and is enforced through system permissions.
- Category:
- Enablement & Process
- Formats:
- PDF + CSV + web view
- Sections:
- 5
- Updated:
What you get
- A RACI matrix covering 14 common RevOps activities across sales ops, marketing ops, CS ops, systems, and finance
- Definitions of R, A, C, and I written for RevOps, not project management
- A validation checklist that catches the common RACI mistakes
- A change request log so ownership is tested on real requests
Who it's for
- RevOps leaders formalizing ownership after a reorg or merger of ops teams
- Sales, marketing, and CS ops managers tired of ownership disputes
- Finance partners who share responsibility for comp and bookings
What's inside
- 1
RACI definitions for RevOps
Guidance notes
- 2
RevOps RACI matrix
6 columns, 14 worked example rows
- 3
RACI validation
9-point checklist
- 4
Change request log
7 columns, 3 worked example rows
- 5
Ownership record
5 fields to complete
Preview of section 1
RACI definitions for RevOps
Responsible (R): does the work. There can be more than one. Accountable (A): makes the final decision, signs off before a change goes live, and answers for the outcome. Exactly one per activity. Consulted (C): must give input before the change goes live; the change waits for them. Informed (I): told after the decision or change, typically through a changelog or release note.
The preview shows part of section 1. The full template has all 5 sections (4 not previewed here), with blank rows ready to fill in. Download the full template
How to use it
- 1
List activities at the level where disputes happen
'CRM administration' is too broad to settle anything. 'Creating a new opportunity field' or 'changing lead routing rules' is the right level. Start from the last ten requests that caused confusion.
- 2
Assign exactly one A per row
The accountable owner makes the final call and answers for the outcome. Two As means nobody decides. If leaders cannot agree on the A, escalate that row to the CRO or COO rather than splitting it.
- 3
Keep C short
Consulted means the change waits for their input. Every C slows the work. Move people to I unless their input would change the decision.
- 4
Enforce it in system permissions
If marketing ops is accountable for lead routing, only marketing ops (and systems admins acting on their request) should have edit rights to routing rules. A RACI that the permissions contradict will be ignored.
- 5
Test it against real requests for a quarter
Log incoming change requests and check whether the RACI told everyone who decides. Fix the rows that did not.
Frequently asked questions
What is a RevOps RACI?
A matrix listing revenue operations activities (routing, fields, stages, quotas, commissions, reporting definitions) and, for each one, which function is Responsible, Accountable, Consulted, and Informed. Its job is to make clear who decides before a dispute starts.
Can a task have two accountable owners?
No. Two accountable owners means no one can make the final call. Split the activity into two rows if needed, or escalate to a leader who can assign a single owner.
Who should own the CRM in a RevOps team?
Usually the systems or CRM admin team is Responsible for building changes and Accountable for integrations and data quality rules, while the business team whose process is affected is Accountable for whether a change should happen. Write it down per activity rather than assigning the whole CRM to one team.
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