What are typical sales roles at tech product companies?

Core Sales Roles:

1. Sales Development Representative (SDR)

- Responsibilities: Prospecting, qualifying leads, setting appointments

- Skills needed: Research, communication, resilience

- Example: How an SDR's personalized outreach strategy increased qualified meetings by 40%

2. Account Executive (AE)

- Responsibilities: Managing the full sales cycle, closing deals

- Skills needed: Relationship building, negotiation, product knowledge

- Example: An AE's approach to landing a key enterprise client through solution selling

3. Customer Success Manager

- Responsibilities: Onboarding, retention, upselling/cross-selling

- Skills needed: Customer service, product expertise, strategic thinking

- Example: How a CSM increased annual recurring revenue by 25% through strategic account management

4. Sales Engineer

- Responsibilities: Providing technical expertise during the sales process

- Skills needed: Deep product knowledge, presentation skills, problem-solving

- Example: A sales engineer's custom demo that clinched a multi-million dollar deal

5. Sales Operations Manager

- Responsibilities: Optimizing sales processes, managing CRM, sales analytics

- Skills needed: Data analysis, process improvement, CRM expertise

- Example: How a sales ops manager streamlined the sales process, reducing time-to-close by 20%

6. Account Manager

- Responsibilities: Managing and growing existing client relationships

- Skills needed: Relationship building, strategic planning, industry knowledge

- Example: An account manager's strategy for expanding services within key accounts, resulting in 30% YoY growth

7.  Inside Sales Representative

- Responsibilities: Remote selling, often for SMB or mid-market segments

- Skills needed: Phone/video communication, time management, self-motivation

- Example: How an inside sales rep exceeded quota by 150% through effective remote selling techniques

8. Emerging Roles in Tech Sales:

- AI Sales Assistant Manager

- Virtual Reality Demo Specialist

- Ecosystem Sales Manager

Conclusion:

- The importance of aligning sales roles with your tech product and target market

- Encouragement for SMEs to build a scalable sales structure

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