Table Table 4 Revenue operations & AI 4 September 2026

Cross-Functional RACI Governance Matrix

Capacity Lifecycle Activity	Chief Revenue Officer	VP Revenue Operations	Chief Financial Officer	Talent Acquisition	Sales Enablement
Top-Line ARR Target Alignment	Responsible	Consulted	Accountable	Informed	Informed
Bottom-Up Capacity Model Build	Consulted	Accountable	Responsible	Informed	Informed
Territory & Quota Allocation	Accountable	Responsible	Consulted	Informed	Consulted
Recruiting Pacing & Headcount SLA	Informed	Consulted	Informed	Accountable	Informed
Onboarding Ramp & Certification	Informed	Informed	Informed	Informed	Accountable
Monthly Capacity vs Plan Scrub	Responsible	Accountable	Consulted	Consulted	Consulted
Attrition & Backfill Authorization	Accountable	Responsible	Consulted	Responsible	Informed

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Reference & Evidence

Source: Table from this essay. Sources and interpretation are given in the article.

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What is sales capacity planning?

Sales capacity planning models bottom-up commercial productivity. Align rep ramp time, attrition, selling hours, and quota capacity to realistic revenue.

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Isoglu, S. (2026). Cross-Functional RACI Governance Matrix [Table]. isoglu.com. https://isoglu.com/insights/exhibits/isoglu-2026-what-is-sales-capacity-planning-fig06/

BibTeX

@misc{isoglu-2026-what-is-sales-capacity-planning-fig06,
  author = {Isoglu, Sinan},
  title = {{Cross-Functional RACI Governance Matrix}},
  year = {2026},
  howpublished = {Table 4, isoglu.com},
  url = {https://isoglu.com/insights/exhibits/isoglu-2026-what-is-sales-capacity-planning-fig06/},
  note = {From the essay {What is sales capacity planning?}}
}

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