Sales Roles & Teams

Describes who does what in a sales organization.

SDR

Entry-level sales role focused on prospecting, qualifying leads, and booking meetings for closers.

AE

Owns opportunities and is responsible for running demos, negotiating, and closing deals.

Account Manager

Manages existing customers after the sale; focuses on retention, renewals, and upsells.

Customer Success

Ensures customers get value from the product to reduce churn and increase renewals.

Sales Enablement

Provides training, tools, and processes to help sales teams perform better.

Champion

Internal contact at a prospect company who advocates for your product and helps influence the deal.

Decision Maker

Final authority to approve a purchase.

Influencer

Impacts the buying decision but does not sign the contract.

Gatekeeper

Controls access to the decision maker.

Point of Contact

The primary individual you communicate with at an account.

C-Level

Executive leadership