[GTM glossary](/glossary.md) RACI chart

RevOps & Pipeline

# RACI chart

Also known as: RACI matrix

In short

A RACI chart is a responsibility matrix that maps tasks or decisions to people or roles using four labels: Responsible, Accountable, Consulted, and Informed. The name is built from those four initials.

In GTM teams it clears up ownership between sales, marketing, and RevOps on shared work such as lead handoffs, territory changes, or launches. Its goal is one clear owner per decision and fewer dropped tasks.

## What each RACI letter means

* **Responsible:** Does the work. There can be several people.
* **Accountable:** Owns the outcome and approves it. Only one person per task.
* **Consulted:** Gives input before the decision, in two-way communication.
* **Informed:** Is told the result afterward, in one-way communication.

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## How to build a RACI chart

### 1. List tasks in rows

Break a process into specific tasks, such as "define lead scoring thresholds" or "update routing rules."

### 2. List roles in columns

Use roles like SDR manager, marketing ops, and RevOps rather than individual names, so the chart survives turnover.

### 3. Assign one letter per cell

Each task needs exactly one A and at least one R. If every cell is filled with C and I, the chart has become noise.

### 4. Review with the people named

Walk through it together and resolve disagreements before publishing.

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## A GTM example

Take a lead handoff process. Marketing ops is Responsible for scoring and routing rules, the head of demand generation is Accountable, SDR leadership is Consulted on thresholds, and account executives are Informed of changes. Writing this down ends the usual argument over who changes a rule.

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## Common RACI mistakes

* **Two Accountables:** Shared accountability means nobody is accountable.
* **Too many Consulted:** Every added consultant slows the decision.
* **Never revisited:** Update it when roles or the process change.
* **Charting everything:** Use it for cross-team, high-friction work, not every small task.

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## RACI chart FAQs

**What is a RACI chart?**

A RACI chart is a table that assigns each task or decision to roles as Responsible, Accountable, Consulted, or Informed. It makes ownership explicit so teams know who does the work, who approves it, and who needs updates.

**What does RACI stand for?**

RACI stands for Responsible, Accountable, Consulted, and Informed. Responsible people do the work, the Accountable person owns the outcome, Consulted people give input first, and Informed people are updated afterward.

**What is the difference between Responsible and Accountable in a RACI chart?**

Responsible means doing the task; several people can share it. Accountable means owning the result and having final approval; only one person should hold it per task. The same person can be both on small tasks.

**How do sales and marketing teams use a RACI chart?**

They use it to define ownership of shared processes such as lead handoff, scoring changes, campaign launches, and territory updates. Writing roles down reduces overlap, missed steps, and arguments about who decides.

Share term

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## More related phrases

* [Lead-to-revenue management](/glossary/lead-to-revenue-management.md)
* [Sales and marketing analytics](/glossary/sales-and-marketing-analytics.md)
* [Sales-marketing alignment](/glossary/sales-marketing-alignment.md)

## Similar phrases

* [Revenue operations (RevOps)](/glossary/revenue-operations.md)  
Revenue operations (RevOps) aligns sales, marketing, and customer success around shared process, data, and systems so the whole revenue funnel is managed as one connected motion.
* [Sales operations](/glossary/sales-operations.md)  
Sales operations is the function that supports a sales team through process design, data, tools, forecasting, and planning, so reps can spend more of their time selling.
* [Sales process](/glossary/sales-process.md)  
A sales process is the repeatable set of stages and actions a team follows to turn a prospect into a customer, with clear exit criteria for each stage.
* [Lead routing](/glossary/lead-routing.md)  
Lead routing is the rules-based process of sending each new lead to the right rep or team by territory, account owner, or company size.
* [Directly responsible individual (DRI)](/glossary/directly-responsible-individual.md)  
A directly responsible individual (DRI) is the single named person who owns the outcome of a project or decision, so GTM work has one clear point of accountability.