“Ultimate Guide to Business Titles in Sales”
- Jens P Edgren
- Aug 22, 2025
- 3 min read
Business Titles in Sales: Understanding Roles from SDR to CRO for MEDDPICC Success
Welcome to MEDDPICC.se! Whether you're a sales leader, an SDR, or a CRO, knowing your business title—and what it implies—is key to mastering MEDDPICC’s qualification framework. This guide unpacks business titles in sales, their responsibilities, and how they align with effective deal qualification and execution.
What Are Business Titles in Sales, and Why Do They Matter?
Sales job titles do more than describe roles; they signal responsibilities, seniority, and strategy. For instance, an Account Executive closes deals, while a Chief Revenue Officer (CRO) drives growth across teams—critical distinctions in crafting a MEDDPICC-aligned go-to-market strategy. Merely using polished, modern titles such as “Revenue Strategist” can also reduce outreach fatigue and boost response rates.
Sales Job Titles by Level
1. Entry-Level & Lead Generation Roles
Sales Development Representative (SDR) – Focuses on outbound prospecting and lead qualification.
Business Development Representative (BDR) – Handles inbound leads and demos.
Other variations: Growth Development Rep, Lead Gen Specialist, Pipeline Strategist.
2. Mid-Level / Closing Positions
Account Executive (AE) / Sales Executive – Converts qualified leads into customers.
Inside Sales Rep (remote), Outside Sales Rep, Territory Manager, Full-Cycle Rep, Channel Sales Rep, Regional Sales Rep
3. Strategic & Senior Roles
Senior Account Executive, Enterprise AE, Strategic Account Manager, Global Account Director, Client Partner, Sales Director (Enterprise).
4. Sales Leadership
Titles span from Sales Manager, Head of Sales, Director of Sales, to Vice President of Sales, Chief Revenue Officer (CRO)—each overseeing broader teams and revenue strategy.
CRO specifically integrates sales, marketing, and customer success revenue efforts.
5. Support, Technical & Post-Sales Roles
Sales Operations, RevOps Analyst, Sales Enablement, CRM Administrator, Deal Desk Manager—key to optimizing sales wrokflow.
Solutions Engineer, PreSales Consultant, Technical Account Manager, Demo Specialist—bridge technical depth and sales.
Customer Success Manager, Renewal Manager, Upsell Specialist—focus on retention and growth.
Executive-Level Titles Beyond Sales
Chief Commercial Officer (CCO) – Manages integrated commercial operations like product, sales, marketing, and customer service.
Chief Business Officer (CBO) – Often doubles as Chief Commercial Officer, leading deal-making and strategic business development.
Chief Revenue Officer (CRO) – Central executive for revenue generation strategy across departments.
MEDDPICC Alignment—Role by Role
Sales Title | MEDDPICC Relevance |
SDR/BDR | Initiate contact; qualify Metrics, Decision Criteria, Champion. |
Account Executive | Own deal through Paper Process, Pain, shape Champion role. |
Solutions Engineer | Clarifies technical Pain, aligns with Decision Process. |
Sales Operations / Enablement | Ensure accurate Metrics, track MEDDPICC stages. |
Sales Manager / Director | Oversee MEDDPICC adoption, coach team strategy alignment. |
CRO / CCO / CBO | Drive organization-wide MEDDPICC and revenue-centric strategy. |
Top Tips for Sales Leaders
Select titles strategically—they influence candidate perception and alignment with sales methodology.
Align roles to MEDDPICC stages so everyone understands their contribution.
Ensure continuity between roles—especially across pre-sales, closing, and post-sales phases.
Adapt titles to reduce anti-sales bias—modern names like Revenue Strategist can help.
Understanding the spectrum of business titles in sales—from SDRs to CROs—is essential for applying MEDDPICC effectively. The right title structure enhances clarity, drives role alignment, and ensures sales strategy success at every stage.
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