Entry-Level Roles

When you’re first starting out in the industry, you most likely will start in roles such as Business Development Representative (BDR) or Sales Development Representative (SDR). These roles typically focus on prospecting and booking appointments for Account Executives.

Advancement

Once you have your foot in the door, there are many ways to advance.

• Account Executive (AE) - This is the most common role for SDRs/BDRs to take on next, and it involves handling the customer all the way to the end of the sale.

• Account Manager - This role typically focuses on managing relationships with existing customers and selling them additional products and services. This role is also similar to a Customer Success Manager, which also manages customer relationships but spends less time on selling.

• Sales Management & Leadership - Sales managers can lead a team of SDRs/BDRs, Account Executives or Account Managers, and provide a great stepping stone to senior leadership opportunities. Many senior executives began their careers in sales.

Specialization

Another way to progress in your career is to become a specialist in one of the following areas:

• Mid-Market or Enterprise - Sales reps who focus on mid-market (medium-sized companies) and enterprise customers (very large companies) typically earn more money than reps who sell to small businesses.

• Sales Engineering - This is a specialist role that helps Account Executives increase the chances of securing new customers by providing an extra level of technical or product knowledge during the sales process. Sales engineers typically earn more than the average sales rep, though compensation varies by company and role.

• Revenue Operations - This role specializes in ensuring that the company as a whole leverages software to attract, sell and serve customers more efficiently. Sales is not a pre-requisite for revenue operations, but it can provide a helpful frame of reference before transitioning into this career path.

• Customer Success - Customer Success is similar to an account management role, but spends more time empowering customers to reach their objectives.

Job Title

Base Salary

On-Target Earnings (OTE)

SDR / BDR

$45,000 - $65,000

$60,000 - $85,000

Account Executive

$60,000 - $100,000

$120,000 - $200,000

Enterprise Account Executive

$100,000 - $150,000

$200,000 - $350,000+

Sales Manager

$90,000 - $140,000

$150,000 - $250,000+

Sales Director / VP of Sales

$150,000 - $250,000

$300,000 - $500,000+

Chief Revenue Officer (CRO)

$200,000 - $400,000

$400,000 - $1,500,000+