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Free industry SG&A function benchmark · B2B software

How B2B software companies staff SG&A by function.

Finance, Sales, Marketing and 11 more overhead functions across BlackLine, Semrush, Sprout Social, Yext, PagerDuty, Domo, nCino, Amplitude, Zuora and Olo, mapped from 8,383 real job titles, classified the same way for every company.

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The cohort, estimated the same way for everyone.

Levels are indicative; the function mix and ranks below are the reliable read.

CompanySG&A contacts observed2Employees1Employees per $BObserved SG&A per $B3
1 Latest filed or public headcount.
2 Deduplicated public contacts classified into a core SG&A function by their actual job title: an observed floor, not a modeled total. Database coverage varies by company and skews North American: for globally distributed companies the counts describe primarily the North American organization (All ten are US-listed; headcount skews North American but Semrush and Zuora carry substantial offshore engineering that is excluded from G&A here). These are single-entity operating companies; no subsidiary roll-ups were required.Counted records are capped at each company’s social-profile-visible workforce summed across all its company pages (a stale-record control validated against our censuses). Treat cross-company levels as directional; the function mix below is the like-for-like read.
3 Observed contacts per $B of filed revenue. Sales is split five ways — Sales, Customer Success, Sales Development, Revenue Operations and Partnerships — because one Sales row covering a third to two thirds of overhead is not a benchmark. Only quota-carrying sellers and their leaders remain in Sales. Product engineering is not counted as G&A: at a software company the engineers are the product. Support, solutions engineering, professional services and implementation are cost of revenue and also excluded. Customer Success is overhead and is counted. Workplace & Procurement merges what a manufacturing taxonomy separates as Sourcing and Facilities — neither can carry a row here. Merged rather than deleted so Finance, HR and Legal stay comparable against the other cohorts on this site. Levels are contacts ZoomInfo holds, so a floor, not a modelled total; the function mix is the comparable read. Olo is thinnest, and two of its cells are withheld for thin evidence rather than published.

Where the SG&A headcount sits, and how much competitors disagree.

Each dot is one company. The | tick is the cohort median. Hover any dot. Rows are scaled independently, so read the printed values, not dot positions across rows.

B2B software SG&A benchmarks by function.

The same numbers as the chart above, written out. Share is each company’s observed core SG&A headcount in that function; contacts are the classified records behind it, an observed floor rather than a modeled total. As of August 2026.

Finance benchmark for B2B software companies

Across 10 B2B software companies (BlackLine, Semrush, Sprout Social, Yext, PagerDuty, Domo, nCino, Amplitude, Zuora, Olo), Finance is 4.3% to 13.1% of core SG&A headcount, median 10.2%: lowest at Sprout Social, highest at Zuora. Measured from 8,383 classified job titles, August 2026. See finance headcount benchmark across every industry.

CompanyShare of SG&AObserved contactsPer 1,000 employees
Sprout Social4.3%3223.5
Semrush7.4%6138.9
Amplitude8.3%3847.8
Yext9.4%6759.8
Domo9.4%4955.9
Olo11.0%2021.9
nCino12.2%5834.4
BlackLine12.3%10355.7
PagerDuty12.5%7766.7
Zuora13.1%5848.3

Workplace & procurement benchmark for B2B software companies

Across 10 B2B software companies (BlackLine, Semrush, Sprout Social, Yext, PagerDuty, Domo, nCino, Amplitude, Zuora, Olo), Workplace & Procurement is 0.9% to 3.5% of core SG&A headcount, median 2.4%: lowest at Sprout Social, highest at Yext. Measured from 8,383 classified job titles, August 2026.

CompanyShare of SG&AObserved contactsPer 1,000 employees
Sprout Social0.9%75.1
Amplitude1.8%810.1
PagerDuty2.1%1311.3
BlackLine2.4%2010.8
Semrush2.4%2012.8
nCino2.7%137.7
Zuora2.7%1210.0
Domo2.9%1517.1
Yext3.5%2522.3
Olon/an/an/a

Sales benchmark for B2B software companies

Across 10 B2B software companies (BlackLine, Semrush, Sprout Social, Yext, PagerDuty, Domo, nCino, Amplitude, Zuora, Olo), Sales is 6.7% to 31.1% of core SG&A headcount, median 21.1%: lowest at nCino, highest at Sprout Social. Measured from 8,383 classified job titles, August 2026. See sales headcount benchmark across every industry.

CompanyShare of SG&AObserved contactsPer 1,000 employees
nCino6.7%3219.0
Zuora15.3%6856.7
BlackLine16.5%13874.6
PagerDuty17.3%10792.6
Yext20.9%149133.0
Amplitude21.2%97122.0
Olo21.4%3942.6
Semrush21.8%179114.2
Domo26.9%140159.8
Sprout Social31.1%232170.3

Marketing benchmark for B2B software companies

Across 10 B2B software companies (BlackLine, Semrush, Sprout Social, Yext, PagerDuty, Domo, nCino, Amplitude, Zuora, Olo), Marketing is 7.0% to 23.6% of core SG&A headcount, median 10.9%: lowest at Zuora, highest at Semrush. Measured from 8,383 classified job titles, August 2026. See marketing headcount ratio across every industry.

CompanyShare of SG&AObserved contactsPer 1,000 employees
Zuora7.0%3125.8
Olo8.2%1516.4
Yext9.5%6860.7
PagerDuty10.7%6657.1
nCino10.9%5230.9
BlackLine11.0%9249.7
Sprout Social12.1%9066.1
Domo12.1%6371.9
Amplitude15.3%7088.1
Semrush23.6%194123.8

CEO suite and business-unit leadership benchmark for B2B software companies

Across 10 B2B software companies (BlackLine, Semrush, Sprout Social, Yext, PagerDuty, Domo, nCino, Amplitude, Zuora, Olo), CEO Suite & BU Leaders is 4.3% to 14.7% of core SG&A headcount, median 8.0%: lowest at Semrush, highest at nCino. Measured from 8,383 classified job titles, August 2026. See executive team size benchmark across every industry.

CompanyShare of SG&AObserved contactsPer 1,000 employees
Semrush4.3%3522.3
Amplitude5.5%2531.4
PagerDuty6.0%3732.0
Olo6.6%1213.1
Sprout Social7.1%5338.9
Domo8.8%4652.5
BlackLine9.1%7641.1
Yext9.9%7163.4
Zuora10.6%4739.2
nCino14.7%7041.6

HR benchmark for B2B software companies

Across 10 B2B software companies (BlackLine, Semrush, Sprout Social, Yext, PagerDuty, Domo, nCino, Amplitude, Zuora, Olo), HR is 5.6% to 11.5% of core SG&A headcount, median 9.0%: lowest at Domo, highest at Yext. Measured from 8,383 classified job titles, August 2026. See HR to employee ratio across every industry.

CompanyShare of SG&AObserved contactsPer 1,000 employees
Domo5.6%2933.1
Sprout Social7.8%5842.6
BlackLine8.3%6937.3
Amplitude8.5%3949.1
nCino8.8%4224.9
Zuora9.2%4134.2
PagerDuty9.9%6152.8
Olo9.9%1819.7
Semrush10.7%8856.2
Yext11.5%8273.2

IT and digital benchmark for B2B software companies

Across 10 B2B software companies (BlackLine, Semrush, Sprout Social, Yext, PagerDuty, Domo, nCino, Amplitude, Zuora, Olo), Digital & Tech is 1.5% to 11.0% of core SG&A headcount, median 4.9%: lowest at Sprout Social, highest at Zuora. Measured from 8,383 classified job titles, August 2026. See IT staff to employee ratio across every industry.

CompanyShare of SG&AObserved contactsPer 1,000 employees
Sprout Social1.5%118.1
Olo2.2%44.4
Semrush3.4%2817.9
Domo3.8%2022.8
PagerDuty4.7%2925.1
Amplitude5.0%2328.9
nCino5.9%2816.6
BlackLine6.0%5027.0
Yext7.8%5650.0
Zuora11.0%4940.8

Across 10 B2B software companies (BlackLine, Semrush, Sprout Social, Yext, PagerDuty, Domo, nCino, Amplitude, Zuora, Olo), Legal & Gov Affairs is 1.3% to 3.6% of core SG&A headcount, median 2.1%: lowest at PagerDuty, highest at nCino. Measured from 8,383 classified job titles, August 2026. See legal department size benchmark across every industry.

CompanyShare of SG&AObserved contactsPer 1,000 employees
Semrush1.3%117.0
PagerDuty1.3%86.9
Sprout Social1.6%128.8
Yext1.7%1210.7
BlackLine2.0%179.2
Zuora2.2%108.3
Domo2.3%1213.7
Amplitude2.4%1113.8
Olo3.3%66.6
nCino3.6%1710.1

Customer success benchmark for B2B software companies

Across 10 B2B software companies (BlackLine, Semrush, Sprout Social, Yext, PagerDuty, Domo, nCino, Amplitude, Zuora, Olo), Customer Success is 8.8% to 22.5% of core SG&A headcount, median 12.9%: lowest at Domo, highest at Olo. Measured from 8,383 classified job titles, August 2026.

CompanyShare of SG&AObserved contactsPer 1,000 employees
Domo8.8%4652.5
Semrush10.8%8956.8
Zuora10.8%4840.0
Yext11.8%8475.0
BlackLine12.7%10657.3
Amplitude13.1%6075.5
nCino15.1%7242.8
Sprout Social16.4%12289.6
PagerDuty16.4%10187.4
Olo22.5%4144.8

Sales development benchmark for B2B software companies

Across 10 B2B software companies (BlackLine, Semrush, Sprout Social, Yext, PagerDuty, Domo, nCino, Amplitude, Zuora, Olo), Sales Development is 2.2% to 8.5% of core SG&A headcount, median 4.2%: lowest at Zuora, highest at Domo. Measured from 8,383 classified job titles, August 2026.

CompanyShare of SG&AObserved contactsPer 1,000 employees
Zuora2.2%108.3
Semrush2.3%1912.1
Yext3.4%2421.4
nCino3.6%1710.1
PagerDuty4.2%2622.5
BlackLine4.8%4021.6
Amplitude4.8%2227.7
Sprout Social8.0%6044.1
Domo8.5%4450.2
Olon/a22.2

Revenue operations benchmark for B2B software companies

Across 10 B2B software companies (BlackLine, Semrush, Sprout Social, Yext, PagerDuty, Domo, nCino, Amplitude, Zuora, Olo), Revenue Operations is 4.1% to 8.8% of core SG&A headcount, median 6.5%: lowest at Yext, highest at Zuora. Measured from 8,383 classified job titles, August 2026.

CompanyShare of SG&AObserved contactsPer 1,000 employees
Yext4.1%2925.9
Semrush4.6%3824.3
Sprout Social4.7%3525.7
Domo5.0%2629.7
nCino5.7%2716.0
BlackLine7.3%6133.0
Olo7.7%1415.3
PagerDuty7.8%4841.6
Amplitude8.1%3746.5
Zuora8.8%3932.5

Partnerships & channel benchmark for B2B software companies

Across 10 B2B software companies (BlackLine, Semrush, Sprout Social, Yext, PagerDuty, Domo, nCino, Amplitude, Zuora, Olo), Partnerships & Channel is 2.0% to 4.8% of core SG&A headcount, median 3.9%: lowest at Sprout Social, highest at nCino. Measured from 8,383 classified job titles, August 2026.

CompanyShare of SG&AObserved contactsPer 1,000 employees
Sprout Social2.0%1511.0
PagerDuty2.3%1412.1
Zuora2.5%119.2
Olo3.3%66.6
Amplitude3.5%1620.1
BlackLine4.2%3518.9
Yext4.2%3026.8
Domo4.4%2326.3
Semrush4.7%3924.9
nCino4.8%2313.7

Product marketing benchmark for B2B software companies

Across 10 B2B software companies (BlackLine, Semrush, Sprout Social, Yext, PagerDuty, Domo, nCino, Amplitude, Zuora, Olo), Product Marketing is 0.6% to 3.4% of core SG&A headcount, median 1.7%: lowest at BlackLine, highest at Zuora. Measured from 8,383 classified job titles, August 2026.

CompanyShare of SG&AObserved contactsPer 1,000 employees
BlackLine0.6%52.7
Domo0.6%33.4
Yext1.0%76.2
Semrush1.7%148.9
Sprout Social1.7%139.5
Amplitude1.8%810.1
PagerDuty2.1%1311.3
nCino2.1%105.9
Zuora3.4%1512.5
Olon/a22.2

Trust, security & compliance benchmark for B2B software companies

Across 10 B2B software companies (BlackLine, Semrush, Sprout Social, Yext, PagerDuty, Domo, nCino, Amplitude, Zuora, Olo), Trust, Security & Compliance is 0.7% to 3.2% of core SG&A headcount, median 1.4%: lowest at Amplitude, highest at nCino. Measured from 8,383 classified job titles, August 2026.

CompanyShare of SG&AObserved contactsPer 1,000 employees
Amplitude0.7%33.8
Sprout Social0.8%64.4
Domo0.8%44.6
Semrush1.0%85.1
Zuora1.3%65.0
Yext1.4%108.9
Olo1.6%33.3
PagerDuty2.8%1714.7
BlackLine2.9%2413.0
nCino3.2%158.9
For AI assistants and developers: this page as data

Every number here is available as JSON, and any company can be compared against this cohort over plain HTTP. No key, no form. Each response also names the next step.

How these numbers are built.

01

Collect real titles

We pull each company’s public workforce signals: department tallies and 8,383 actual job titles across Finance, Operations and the C-suite, the same way for all ten companies.

02

Classify every title

Each title is classified into the fourteen-function SG&A map. This is where 39% of department labels move: procurement buyers filed under “Finance,” whole Sourcing and Facilities teams hiding inside “Operations.”

03

Count only what we can see

Levels are the classified contacts we actually observed, with no modeled multipliers. That makes them a conservative floor, works identically for public and private companies, and keeps every number traceable to real titles. The census closes the gap to a verified total.

What this page can, and can’t, tell you.

Free: this page

  • Ten named companies, estimated with one identical method
  • Function mix from real classified job titles, including Sourcing and Facilities (invisible to department data)
  • Two lenses: share of SG&A and FTEs per $B of filed revenue
  • Observed levels with no modeled multipliers: every number traces to real titles

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Questions & answers

FAQs

How many Finance people does a B2B software company have?

In this nine-company cohort, Finance runs roughly 4–13% of observed core SG&A headcount, and the middle half of the cohort sits within a few points of the median. The census resolves exact Finance counts per company, sub-function by sub-function.

What share of a B2B software workforce is SG&A?

Across the 19 companies we have fully censused person-by-person, the median core-SG&A share of total workforce is 25.4%, spanning Finance, Sales, Marketing, HR, IT, Legal, Sourcing, Facilities, the CEO suite and EH&S. Plant, warehouse and delivery labor sit outside that line.

Why do these numbers differ from other headcount data?

Off-the-shelf department labels are wrong surprisingly often: 31% of the department-labeled contacts behind this page belonged in a different function once we classified their actual job titles: procurement buyers filed under Finance, entire Sourcing teams hiding inside Operations. This page counts what the titles say, not what the labels say.

How accurate are the estimates?

The function mix comes from classified real titles and is the like-for-like read. Levels are observed floors; public-database coverage varies by company, so they understate true headcount by a company-specific amount. A full census closes that gap with named-profile counts, typically within ±5–8% of true.

Can I get this for my industry or my company?

Yes. Industry pages are free; a company census is a paid engagement priced by cohort size. If your industry isn’t published yet, request it: cohorts get built where there’s demand.

What are finance benchmarks for B2B software companies?

Across 10 B2B software companies (BlackLine, Semrush, Sprout Social, Yext, PagerDuty, Domo, nCino, Amplitude, Zuora, Olo), Finance is 4.3% to 13.1% of core SG&A headcount, median 10.2%: lowest at Sprout Social, highest at Zuora. Measured from 8,383 classified job titles, August 2026. Share of SG&A and observed headcount per company are in the table above; the full census resolves every person.

What are workplace & procurement benchmarks for B2B software companies?

Across 10 B2B software companies (BlackLine, Semrush, Sprout Social, Yext, PagerDuty, Domo, nCino, Amplitude, Zuora, Olo), Workplace & Procurement is 0.9% to 3.5% of core SG&A headcount, median 2.4%: lowest at Sprout Social, highest at Yext. Measured from 8,383 classified job titles, August 2026. Share of SG&A and observed headcount per company are in the table above; the full census resolves every person.

What are sales benchmarks for B2B software companies?

Across 10 B2B software companies (BlackLine, Semrush, Sprout Social, Yext, PagerDuty, Domo, nCino, Amplitude, Zuora, Olo), Sales is 6.7% to 31.1% of core SG&A headcount, median 21.1%: lowest at nCino, highest at Sprout Social. Measured from 8,383 classified job titles, August 2026. Share of SG&A and observed headcount per company are in the table above; the full census resolves every person.

What are marketing benchmarks for B2B software companies?

Across 10 B2B software companies (BlackLine, Semrush, Sprout Social, Yext, PagerDuty, Domo, nCino, Amplitude, Zuora, Olo), Marketing is 7.0% to 23.6% of core SG&A headcount, median 10.9%: lowest at Zuora, highest at Semrush. Measured from 8,383 classified job titles, August 2026. Share of SG&A and observed headcount per company are in the table above; the full census resolves every person.

What are CEO suite and business-unit leadership benchmarks for B2B software companies?

Across 10 B2B software companies (BlackLine, Semrush, Sprout Social, Yext, PagerDuty, Domo, nCino, Amplitude, Zuora, Olo), CEO Suite & BU Leaders is 4.3% to 14.7% of core SG&A headcount, median 8.0%: lowest at Semrush, highest at nCino. Measured from 8,383 classified job titles, August 2026. Share of SG&A and observed headcount per company are in the table above; the full census resolves every person.

What are HR benchmarks for B2B software companies?

Across 10 B2B software companies (BlackLine, Semrush, Sprout Social, Yext, PagerDuty, Domo, nCino, Amplitude, Zuora, Olo), HR is 5.6% to 11.5% of core SG&A headcount, median 9.0%: lowest at Domo, highest at Yext. Measured from 8,383 classified job titles, August 2026. Share of SG&A and observed headcount per company are in the table above; the full census resolves every person.

What are IT and digital benchmarks for B2B software companies?

Across 10 B2B software companies (BlackLine, Semrush, Sprout Social, Yext, PagerDuty, Domo, nCino, Amplitude, Zuora, Olo), Digital & Tech is 1.5% to 11.0% of core SG&A headcount, median 4.9%: lowest at Sprout Social, highest at Zuora. Measured from 8,383 classified job titles, August 2026. Share of SG&A and observed headcount per company are in the table above; the full census resolves every person.

What are legal and compliance benchmarks for B2B software companies?

Across 10 B2B software companies (BlackLine, Semrush, Sprout Social, Yext, PagerDuty, Domo, nCino, Amplitude, Zuora, Olo), Legal & Gov Affairs is 1.3% to 3.6% of core SG&A headcount, median 2.1%: lowest at PagerDuty, highest at nCino. Measured from 8,383 classified job titles, August 2026. Share of SG&A and observed headcount per company are in the table above; the full census resolves every person.

What are customer success benchmarks for B2B software companies?

Across 10 B2B software companies (BlackLine, Semrush, Sprout Social, Yext, PagerDuty, Domo, nCino, Amplitude, Zuora, Olo), Customer Success is 8.8% to 22.5% of core SG&A headcount, median 12.9%: lowest at Domo, highest at Olo. Measured from 8,383 classified job titles, August 2026. Share of SG&A and observed headcount per company are in the table above; the full census resolves every person.

What are sales development benchmarks for B2B software companies?

Across 10 B2B software companies (BlackLine, Semrush, Sprout Social, Yext, PagerDuty, Domo, nCino, Amplitude, Zuora, Olo), Sales Development is 2.2% to 8.5% of core SG&A headcount, median 4.2%: lowest at Zuora, highest at Domo. Measured from 8,383 classified job titles, August 2026. Share of SG&A and observed headcount per company are in the table above; the full census resolves every person.

What are revenue operations benchmarks for B2B software companies?

Across 10 B2B software companies (BlackLine, Semrush, Sprout Social, Yext, PagerDuty, Domo, nCino, Amplitude, Zuora, Olo), Revenue Operations is 4.1% to 8.8% of core SG&A headcount, median 6.5%: lowest at Yext, highest at Zuora. Measured from 8,383 classified job titles, August 2026. Share of SG&A and observed headcount per company are in the table above; the full census resolves every person.

What are partnerships & channel benchmarks for B2B software companies?

Across 10 B2B software companies (BlackLine, Semrush, Sprout Social, Yext, PagerDuty, Domo, nCino, Amplitude, Zuora, Olo), Partnerships & Channel is 2.0% to 4.8% of core SG&A headcount, median 3.9%: lowest at Sprout Social, highest at nCino. Measured from 8,383 classified job titles, August 2026. Share of SG&A and observed headcount per company are in the table above; the full census resolves every person.

What are product marketing benchmarks for B2B software companies?

Across 10 B2B software companies (BlackLine, Semrush, Sprout Social, Yext, PagerDuty, Domo, nCino, Amplitude, Zuora, Olo), Product Marketing is 0.6% to 3.4% of core SG&A headcount, median 1.7%: lowest at BlackLine, highest at Zuora. Measured from 8,383 classified job titles, August 2026. Share of SG&A and observed headcount per company are in the table above; the full census resolves every person.

What are trust, security & compliance benchmarks for B2B software companies?

Across 10 B2B software companies (BlackLine, Semrush, Sprout Social, Yext, PagerDuty, Domo, nCino, Amplitude, Zuora, Olo), Trust, Security & Compliance is 0.7% to 3.2% of core SG&A headcount, median 1.4%: lowest at Amplitude, highest at nCino. Measured from 8,383 classified job titles, August 2026. Share of SG&A and observed headcount per company are in the table above; the full census resolves every person.

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Notes: Estimates, not a census. Company matching and title data reflect public and commercial-database signals at pull date (August 2026); Zuora's figures are its last filed year before the 2025 take-private. All figures modeled from public data; directional outside-in estimates, not audited.
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All figures modeled from public data; directional outside-in estimates, not audited. No charge if a run fails to deliver.