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FOUNDER’S GUIDE TO B2B SALES THE THREE CORE SALES ROLES 1. Account Executive (AE) — also known as Seller, Salesrep, or QCR (quota-carrying rep) JOB METRICS LEVELS VARIATIONS SELL NEW ARR New ARR sales Corporate Field sales teams work TO NEW AND performance per period 0-5 years in-territory, typically (OFTEN) EXISTING (typically month or from satellite offices or CUSTOMERS quarter and year) from home. Inside or corporate sales teams work at headquarters or Mid-market in geographic hubs. 5-10 years Enterprise 10-15 years 2. Solution Consultant (SC) — also known as Sales Engineer (SE), Sales Consultant (SC), or Presales Engineer (Presales) JOB METRICS LEVELS PROVIDE New ARR sales Regular TECHNICAL performance 0-10 years SALES SUPPORT of reps supported TO AE’S (E.G., PRESENTATIONS, RFPS, DEMOS) Senior 10+ years 3. Sales Development Rep (SDR) — also known as Business Development Rep (BDR) JOB METRICS LEVELS VARIATIONS GENERATE The number of Inbound Process inbound inquiries, OPPORTUNITIES opportunities which are typically FOR AE’S generated per week marketing-generated Hybrid Perform a mix of inbound and outbound work Outbound Perform outreach to targeted accounts, working closely with sales, often as part of Account-Based Marketing (ABM) program SPRING 2023 .13

BALDERTON The Founders Guide to B2B Sales - Page 13 BALDERTON The Founders Guide to B2B Sales Page 12 Page 14

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