Role Category: Sales & Business Development

Overview:
Owns the sales process from qualified opportunity to deal closure. Builds client relationships, delivers solution presentations, and drives revenue growth through consultative selling.

Core Responsibilities:

• Manage full-cycle sales process for assigned leads or territories.
• Conduct discovery meetings to understand client needs and align solutions.
• Present product demonstrations, proposals, and ROI analyses.
• Negotiate pricing, terms, and close contracts to achieve revenue targets.
• Collaborate with SDRs, marketing, and technical teams to support deals.
• Maintain CRM records, forecast sales activity, and meet quota expectations.
• Foster long-term client relationships for upsell, renewal, and referral opportunities. 

Overview:
Drives strategic growth by developing new markets, partnerships, and revenue streams. Focuses on high-value opportunities and long-term relationship development.

Core Responsibilities:

• Identify, evaluate, and secure new business opportunities or strategic partnerships.
• Build and maintain relationships with key decision-makers and influencers.
• Develop tailored proposals, presentations, and value propositions for prospects.
• Negotiate deals, contracts, and partnership agreements.
• Collaborate with leadership to align business development with organizational goals.
• Monitor market trends and competitor activity to inform strategic decisions.

Overview:
Responsible for identifying and nurturing new business opportunities, building partnerships, and expanding market presence, typically focused on top-of-funnel growth.

Core Responsibilities:

• Research and identify new markets, industries, or partnership targets.
• Initiate outreach to prospective partners, clients, or key stakeholders.
• Qualify business opportunities and align with organizational growth goals.
• Support proposal development, presentations, and relationship-building efforts.
• Track and report on business development activities and pipeline status.
• Collaborate with sales, marketing, and product teams to align messaging and solutions.

Overview:
Leads and coaches the SDR team to optimize lead generation, qualification, and hand-off processes to drive pipeline growth.

Core Responsibilities:

• Hire, train, and mentor SDRs to meet activity and conversion targets.
• Develop outbound sales playbooks, scripts, and prospecting strategies.
• Monitor team performance, providing coaching and real-time feedback.
• Collaborate with sales and marketing leadership on pipeline generation goals.
• Analyze SDR metrics (e.g., calls, emails, meetings booked) and implement improvements.
• Support SDR career development and progression into closing roles. 

Overview:
Focuses on outbound and inbound lead generation by qualifying prospects and setting appointments for the sales team. SDRs are critical to building a strong sales pipeline.

Core Responsibilities:

• Conduct outbound prospecting via cold calls, emails, and social media.
• Qualify inbound leads based on defined criteria.
• Engage prospects to understand needs and present relevant solutions.
• Book qualified meetings or demos for Account Executives (AEs) or sales managers.
• Maintain accurate records in the CRM system and track activities.
• Collaborate with marketing to align outreach with campaigns and messaging. 

Overview:
Provides administrative and operational support to the sales team, assisting with prospect research, lead management, and sales process coordination to improve team efficiency.

Core Responsibilities:

• Manage CRM data entry, lead lists, and sales documentation.
• Assist with proposal preparation, presentations, and follow-ups.
• Conduct basic market research and prospect identification.
• Coordinate meetings, demos, and sales activities for team members.
• Track sales pipeline updates and report progress to managers.
• Support customer communications and appointment scheduling.