Sales Roles & Team Structure

Owns the full sales cycle for qualified opportunities, driving revenue through discovery, demos, negotiation, and closing deals in B2B sales.

Owns post‑sale relationships, driving renewals, satisfaction, and expansion revenue within existing customer accounts.

Focuses exclusively on outbound prospecting to net new accounts, generating initial meetings for SDRs/AEs in B2B SaaS.

The executive responsible for all revenue-generating functions. Typically owns strategy, execution, and results across the full customer lifecycle.

Owns post‑sale value, adoption, and long‑term retention, working to make sure customers achieve outcomes so they renew and expand over time.

The cross-department function that standardizes data, processes, and systems across sales, marketing, and customer success to eliminate silos, improve GTM efficiency, and enable data-driven revenue decisions.

Qualifies inbound leads and prospects outbound to generate SQLs, handing them off to Account Executives for closing in B2B SaaS.

A technical pre‑sales expert who partners with Account Executives to design, demo, and validate solutions that meet a prospect’s technical and business requirements.

A manager overseeing day-to-day performance and development of sales reps.

The function that builds and maintains the systems, processes, tools, and insights that enable sales teams to execute efficiently and hit revenue targets consistently.

The senior leader responsible for building, managing, and scaling the sales organization to hit revenue targets. Typically focused on new business and commercial execution across segments and territories.