– SDR (engage, qualify, set appt)
– Inbound sales (fielding incoming sales opps remotely – can focus on all or part of sales process given sale size, complexity and team roles)
– outbound sales (initiates sales opps via outreach, typically remotely – can also focus on all or part of sales process)
– field sales (focus on developing and closing sales opps in client or third party locations)
– sales execs (demonstration through closing of sales)
– sales engineers (focus on tailoring solutions for clients in the middle and bottom of the deal funnel)
– onboarding reps (focus on the client onboarding process)
– account managers (focus on ongoing management and expansion of client accounts)
Managing roles:
– team leads (player-coach, contributing team members who also provide management, leadership and training for younger reps)
– managers (manage full or specialized teams)
– leadership (focus on strategy, programs, team leadership and executive reporting)
– non-sales executives (executives with non-sales pedigrees or holding non-sales offices that manage sales roles)
At the strategy level, this can detail the current roles and responsibilities, the tuned roles and resp, and the next phase of scaling. Details of the roles should live in the staffing playbook and cascade into the JDs, etc
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