Sales Roles You Must Have In a Growing Business# Sales Management & Revenue Growth Series-04

  Sales management & Revenue growth series- 04

Sales Roles You Must Have In a Growing Business

Sales is the engine that drives a growing business forward. But growth isn’t achieved by hiring a few people and expecting them to handle everything from cold calls to customer retention.
As a business scales, the sales process becomes more complex different stages of the buyer’s journey require different skill sets.
By creating specialized sales roles, you not only improve efficiency but also ensure every customer interaction is handled by someone who’s great at that specific task.

⇒ Sales Development Representative (SDR) – The Lead Generator
The SDR is the first point of contact in your sales funnel. Their job is to research, identify, and qualify potential customers through outreach efforts like cold calls, emails, and social media. By keeping the top of the funnel full with qualified leads, SDRs allow the rest of the sales team to focus on closing deals.

⇒ Account Executive (AE) – The Deal Closer
Once leads are qualified, Account Executives take over. AEs present demos, handle objections, negotiate terms, and close sales. They are the primary revenue drivers and must have excellent communication and negotiation skills.

⇒ Customer Success Manager (CSM) – The Retention Expert
The relationship with your customer doesn’t end after the sale. Customer Success Managers ensure new customers onboard smoothly, stay satisfied, and continue to see value. They help reduce churn and increase upsell opportunities, turning one-time buyers into loyal clients.

⇒ Sales Manager – The Team Leader
Sales Managers oversee the entire sales process and team. They set goals, track performance, coach sales reps, and align strategies with business objectives. Good leadership keeps the team motivated and focused.

⇒ Sales Operations Specialist – The Efficiency Expert
Behind the scenes, Sales Operations specialists manage tools like CRM systems, automate workflows, and analyze data. Their work allows salespeople to focus on selling instead of administrative tasks.

⇒ Marketing-Sales Liaison – The Connector
To bridge the gap between marketing and sales, this role ensures marketing campaigns deliver leads that sales can convert. They also share feedback from sales to improve marketing effectiveness.

⇒ Business Development Manager (BDM) – The Growth Scout
As your business matures, a BDM identifies new market opportunities, builds partnerships, and helps expand your reach beyond existing customers.

⇒ Pre-Sales Engineer – The Technical Specialist
For technical or complex products, Pre-Sales Engineers support Account Executives by explaining product details, answering technical questions, and customizing solutions.

Conclusion

Building a successful sales team isn’t just about adding headcount it’s about adding the right roles with clear responsibilities. Each member of your sales team should focus on a specific stage of the sales process, ensuring a smooth journey from lead generation to closing deals and keeping customers loyal. With this structure, your business will be better positioned to scale sustainably and hit your revenue targets.

❓Which of these sales roles do you already have in your business and which one do you think is missing?

💡Don’t hire all these roles at once. Start with the ones that directly impact revenue first (SDRs & AEs), then add support and leadership roles as your pipeline grows.

Great sales people are relationship builders provide value and help their customers.

— Jeffrey Gitomer

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