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FOUNDER’S GUIDE TO B2B SALES ADDITIONAL SALES ROLES ROLE DEFINITION SPAN OF CONTROL COMMENTS SALES Manages AEs Typically manages This can go as high MANAGER 6–8 AEs as 10-12 with inside sales models SDR Manages SDRs Typically manages Typically hired when MANAGER 8–12 SDRs team is round 3–4 SDRs SALESOPS Planning, Typically hired Increasingly compensation when team hits integrated to overall plans, reporting, 6-10 AEs revops function metrics, territories, (e.g. sales, marketing, deal desk success, PS) SC Manages SCs Typically hired In the early days, MANAGER when team hits SCs typically report 6-10 SCs to a sales manager SALES Builds sales Typically hired Also known ENABLEMENT onboarding and when team hits as Sales Productivity ongoing training around 10-20 AEs programs ALLIANCES Builds relationships 10:1 AE to alliances Staffed as a function with ecosystem staff ratio of partner strategy co-sell partners and can vary widely SPRING 2023 .17

BALDERTON The Founders Guide to B2B Sales - Page 17 BALDERTON The Founders Guide to B2B Sales Page 16 Page 18

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