Understanding Sales Titles in a Company: Roles, Responsibilities, and Career Paths
- Jens P Edgren
- Aug 21
- 3 min read
Updated: Aug 22
When navigating a company’s sales department, understanding sales titles in a company is essential. These titles not only reflect hierarchy but also define responsibilities, career progression, and the skills required to succeed. Whether you're a job seeker, manager, or entrepreneur, knowing these roles can help you optimize your sales team or plan your career path effectively.
Common Sales Titles in a Company
Sales departments typically have structured roles that range from entry-level to executive positions. Here’s a breakdown of common sales titles:
1. Sales Development Representative (SDR)
SDRs are usually entry-level sales professionals who focus on outbound prospecting, lead qualification, and setting appointments for more senior salespeople. They are the first point of contact in the sales process.
Key Responsibilities:
Researching and identifying potential leads
Cold calling and emailing prospects
Scheduling meetings for Account Executives
2. Account Executive (AE)
Account Executives manage client accounts and are responsible for closing deals. They work closely with SDRs who provide them with qualified leads.
Key Responsibilities:
Conducting sales presentations and demos
Negotiating contracts
Maintaining client relationships
3. Sales Manager
Sales Managers oversee a team of SDRs and Account Executives. They track performance, set quotas, and develop strategies to meet company sales goals.
Key Responsibilities:
Coaching and mentoring sales teams
Monitoring KPIs and sales metrics
Developing sales strategies
4. Regional Sales Manager / Territory Manager
These roles manage sales operations within a specific geographic region or territory. They combine strategy with hands-on sales leadership.
Key Responsibilities:
Managing regional sales targets
Building relationships with key clients
Coordinating with local marketing efforts
5. VP of Sales / Director of Sales
These executive-level positions focus on overall sales strategy, high-level client relationships, and aligning sales with company growth objectives.
Key Responsibilities:
Designing sales plans and initiatives
Leading large sales teams
Analyzing market trends and performance metrics
6. Chief Revenue Officer (CRO)
The CRO is responsible for all revenue-generating activities in the company. They often oversee sales, marketing, and customer success to ensure cohesive growth strategies.
Key Responsibilities:
Driving overall revenue strategy
Aligning cross-functional teams for growth
Reporting to the CEO on revenue performance
How Sales Titles Reflect Career Growth
Understanding sales titles in a company helps professionals identify their career trajectory. Most sales careers progress from SDR → AE → Sales Manager → Director/VP → CRO. Each step requires not only skill development but also leadership and strategic thinking.
Tips for Choosing the Right Sales Role
Assess Your Skills: Are you great at prospecting, relationship-building, or strategy?
Consider Your Career Goals: Do you want to climb the corporate ladder or specialize in a specific sales area?
Understand the Responsibilities: Each title has unique duties and metrics for success.
Conclusion
Sales roles in a company are more than just titles—they define responsibilities, career growth, and business impact. By understanding sales titles in a company, you can better navigate the corporate structure, advance your career, or build a high-performing sales team.
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