The 6 Sales Positions in B2B & Tech Sales

SDR... BDR... AE... What do all these sales titles really mean? And how do they come together to form a team?

We break down one of the most varied, complex, and often difficult-to-understand departments: Sales.

Find out what groups typically make up a sales team and how they work together to keep revenue flowing into a business. Learn about various sales roles, including what they do, what they’re responsible for, and how they fit into the overall sales organization structure.

Account Executives are typically responsible for bringing in new business, closing revenue, and in some occasions, prospecting. In non-tech organizations, they may be called a territory manager, business development manager, sales rep, territory rep, or any other myriad of names. This is your classic sales role. Their day-to-day is spent prospecting, negotiating, presenting demos, doing discovery, and working with stakeholders in prospect organizations.

Sales Development Reps (SDR) or Business Development Representatives (BDR) are responsible for booking meetings for the Account Executive team, either through qualifying inbound leads or through outbound sales & prospecting. Their day-to-day is spent proactively trying to find new customers and prospects, reaching out to them via phone/email/LinkedIn, and then introducing them to a more senior rep. These roles are typically entry-level.

Sales Engineers are the technical counterpart of Account Executives. They are product experts and often join presentations to communicate the most in-depth parts of the product or solution. Their skillset is often from a development/engineering background, and they're the experts on the products they sell. Their day-to-day is collaborating with the Account Executives, presenting demos, preparing presentations, and helping set up proof of concepts.

Sales Operations, specifically Revenue Operations (Rev Ops), plays a crucial role in the sales process by looking at the full funnel and ensuring the smooth journey of the customer from post-sale to pre-sale.

Sales Enablement focuses on equipping sales reps with the necessary skills and tools to be productive, including training and support for closing deals remotely.

Learn more about Successful Sales Org Structures: https://bit.ly/4893Azk

Featuring (in order of appearance):
Scott Yorke, Territory Manager - GYN Surgical Division at Hologic   / yorkescott  

Stephanie Brito, Account Executive, Team Lead at Softchoice
  / scrb  

Devon Banks, Account Executive (former BDR, congrats on the promotion!) at HaaS Alert   / devonbanks  

Fabian Ulett, Lead Solution Engineer, Enterprise, Health & Life Sciences at Salesforce   / fabian-u-920  

Colin Tanner, Revenue Operations Manager at League
  / colin-tanner-3b1a9a86  

Kevin O'Hearn, Director of Sales Training & Enablement - McGraw Hill   / ohearnkevin  

Dan Wardle, SaaS Revenue Leader
  / wardledan  

Chapters:
0:00 Intro
0:18 Sales organizations
1:08 Account Executives
2:26 Sales Development Representatives
3:55 Sales Engineers
5:55 Sales Operations
7:28 Sales Enablement
8:29 Sales Management

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