Sales Job Description Library (10 Roles)

Competency-based JDs, ready to edit and post today

Every JD below is built on named competencies, not just task lists: pull the competency definitions directly from the AE, SDR & CSM Competency Framework when adapting these further. Replace bracketed fields with your company specifics.

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1. Sales Development Representative (SDR)

Reports to: SDR Manager / Sales Development Manager Summary: Generates and qualifies new pipeline for the Account Executive team through targeted, multi-channel outbound prospecting. Core Competencies: Prospecting & List Research · Cold Outreach Execution · Qualification & Discovery Framing · Objection Handling (Gatekeeper-Level) · Activity Discipline & Sequence Adherence · Handoff Quality & AE Collaboration Key Responsibilities:

• Build and prioritize a target account/contact list using [ICP criteria / intent data source]
• Execute [X] outbound touches per week across call, email, and social channels
• Qualify inbound and outbound leads against [qualification framework, e.g., BANT/MEDDIC]
• Book [X] qualified meetings per month for the AE team
• Deliver clean, context-rich handoffs with documented discovery notes

Requirements: [0-2 years experience or equivalent]; strong written and verbal communication; comfortable with high-volume outreach and rejection; CRM familiarity a plus. 90-Day Success Looks Like: Consistently hitting activity targets independently; meetings booked converting to qualified opportunities at or above team benchmark.

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2. Business Development Representative (BDR): Outbound

Reports to: BDR Manager Summary: Drives net-new pipeline in [target segment/vertical] through highly targeted outbound campaigns, distinct from inbound-lead SDR motion. Core Competencies: Prospecting & List Research (account-based) · Cold Outreach Execution · Multi-stakeholder Initial Engagement · Activity Discipline · Objection Handling (Gatekeeper-Level) · Handoff Quality Key Responsibilities:

• Build target account lists for [named segment/vertical] using account-based research
• Run coordinated multi-touch, multi-contact outbound sequences per target account
• Personalize outreach against [specific trigger events/signals]
• Book [X] qualified new-logo meetings per month
• Partner with marketing on [ABM/campaign] execution

Requirements: [0-2 years experience]; research-oriented, detail-driven; comfortable operating without inbound lead flow. 90-Day Success Looks Like: Full target account list built and actively worked; consistent new-logo meeting volume against target.

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3. Account Executive: Mid-Market

Reports to: Sales Manager Summary: Owns the full sales cycle for [mid-market segment definition, e.g., 100-1000 employees], from qualified opportunity to close. Core Competencies: Deep Discovery & Diagnostic Questioning · Value Articulation & Business Case Building · Stakeholder Mapping & Multi-Threading · Negotiation & Deal Structuring · Forecast Accuracy & Pipeline Discipline · Executive Presence & Communication Key Responsibilities:

• Run discovery calls that uncover quantified business impact, not just stated interest
• Build and present a business case tailored to the buyer's specific situation
• Manage a pipeline of [X] active opportunities with accurate stage and forecast hygiene
• Negotiate pricing and contract terms within [approval guidelines]
• Carry a quota of [$X ARR] per [quarter/year]

Requirements: [2-5 years closing experience]; demonstrated quota attainment history; comfortable running a full-cycle deal independently. 90-Day Success Looks Like: Full pipeline built to [coverage ratio]x; first deal closed or in late stage; forecast submissions within [X]% accuracy.

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4. Enterprise Account Executive

Reports to: Enterprise Sales Manager / Director of Sales Summary: Owns complex, multi-stakeholder sales cycles into [enterprise segment definition, e.g., 1000+ employees] accounts with longer cycles and larger deal sizes. Core Competencies: Deep Discovery & Diagnostic Questioning (executive-level) · Value Articulation & Business Case Building (quantified ROI) · Stakeholder Mapping & Multi-Threading (buying committees) · Negotiation & Deal Structuring (procurement/legal) · Forecast Accuracy & Pipeline Discipline · Executive Presence & Communication (C-suite) Key Responsibilities:

• Navigate complex buying committees across [economic buyer, champion, technical evaluator, procurement]
• Build and defend a quantified ROI business case at the executive level
• Manage extended sales cycles of [X months] with disciplined stage progression
• Lead commercial negotiation through procurement and legal review
• Carry a quota of [$X ARR] per [quarter/year] against a [X]-account territory

Requirements: [5+ years enterprise closing experience]; track record closing [$X+] ACV deals; experience navigating formal procurement/security review processes. 90-Day Success Looks Like: Territory mapped and prioritized; multi-threaded engagement established in top accounts; first enterprise-stage opportunity actively progressing.

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5. Account Manager

Reports to: Sales Manager / Head of Accounts Summary: Owns the ongoing commercial relationship and growth of an existing book of accounts post-initial sale. Core Competencies: Relationship & Stakeholder Management · Value Articulation (renewal/expansion context) · Risk Detection (commercial/contractual) · Expansion/Upsell Identification · Negotiation & Deal Structuring · Process Discipline & Pipeline Management Key Responsibilities:

• Own commercial relationship for a book of [X] accounts / [$X] managed ARR
• Identify and execute expansion opportunities grounded in account usage/needs
• Lead renewal negotiations and manage contract terms
• Monitor account health and flag commercial risk early
• Maintain accurate account plans and pipeline forecasting for the managed book

Requirements: [2-4 years account management or closing experience]; comfortable owning commercial (not just relationship) conversations. 90-Day Success Looks Like: Account plans built for top accounts in book; first expansion opportunity identified and in motion; no unmanaged renewal risk in the next-90-day window.

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6. Customer Success Manager (CSM)

Reports to: Head of Customer Success Summary: Drives customer adoption, retention, and value realization across an assigned book of accounts. Core Competencies: Onboarding & Time-to-Value Management · Relationship & Stakeholder Management (Post-Sale) · Product/Use-Case Expertise · Risk Detection & Churn Signal Reading · Expansion/Upsell Identification · Renewal Process & Commercial Conversation Key Responsibilities:

• Run structured onboarding to drive time-to-first-value against [benchmark]
• Monitor usage and health signals to proactively flag at-risk accounts
• Serve as the primary product/use-case advisor for assigned accounts
• Identify and hand off (or directly execute) expansion opportunities
• Own renewal conversations and drive [GRR/NRR target] on managed book

Requirements: [1-3 years CS/account management experience]; consultative communication style; comfortable interpreting usage/product data. 90-Day Success Looks Like: Full book of accounts mapped with health status; onboarding playbook run on all new accounts; first at-risk account identified and actively managed before renewal.

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7. Sales Engineer / Solutions Consultant

Reports to: Director of Sales Engineering / VP Sales Summary: Partners with AEs to translate technical capability into a validated solution for the prospect's specific environment and requirements. Core Competencies: Technical Discovery & Requirements Diagnosis · Solution Design & Customization · Technical Objection Handling · Demo/POC Execution · Cross-functional Communication (Sales ↔ Product/Engineering) · Executive & Technical Audience Adaptation Key Responsibilities:

• Run technical discovery to map prospect requirements to solution capability
• Design and deliver tailored demos and proof-of-concept engagements
• Own technical objection handling and competitive technical differentiation
• Partner with Product/Engineering to escalate and track gap requirements
• Support RFP/security review responses

Requirements: [Technical background relevant to product]; ability to present to both technical and business audiences; comfortable owning technical credibility in a sales cycle. 90-Day Success Looks Like: Fully ramped on product/demo environment; supporting live deals independently; first POC or technical evaluation run solo.

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8. Sales Manager / Team Lead

Reports to: Director of Sales / VP Sales Summary: Leads and coaches a team of [SDRs/AEs] to hit team quota through pipeline management, coaching, and forecast discipline. Core Competencies: Coaching & Skill Diagnosis (leading vs. lagging indicator fluency) · Forecast Management & Pipeline Inspection · Hiring & Team Building · Performance Management · Cross-functional Collaboration (Marketing/RevOps/CS) · Communication & Executive Reporting Key Responsibilities:

• Own team quota of [$X] through pipeline inspection and rep coaching
• Run weekly 1:1s diagnosing rep performance against leading and lagging indicators
• Hire, onboard, and ramp new reps using the standard onboarding plan
• Deliver accurate team-level forecasts to sales leadership
• Partner with RevOps/Marketing on territory, comp, and pipeline generation issues

Requirements: [2+ years quota-carrying experience, prior lead/mentor experience preferred]; demonstrated coaching ability, not just individual quota history. 90-Day Success Looks Like: 1:1 cadence established with every rep; team forecast accuracy within [X]%; first coaching intervention showing measurable rep improvement.

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9. Revenue Operations Analyst

Reports to: Head of Revenue Operations Summary: Owns the data integrity, reporting, and systems infrastructure that keeps forecasting, pipeline, and performance reporting trustworthy. Core Competencies: CRM/Systems Administration · Data Integrity & Sanity-Check Discipline · Reporting & Dashboard Design · Forecast Modeling · Cross-functional Process Design · Analytical Communication (translating data into a narrative) Key Responsibilities:

• Own weekly pipeline/forecast reporting using the standard reporting checklist
• Maintain CRM data hygiene, automation, and field integrity
• Build and maintain dashboards for pipeline, forecast, and rep performance
• Support quota-setting, territory design, and comp-plan modeling
• Flag data-integrity and forecast-risk issues proactively, not reactively

Requirements: [1-3 years RevOps/Sales Ops/analytics experience]; strong Excel/SQL/BI tool fluency; CRM administration experience (e.g., Salesforce/HubSpot). 90-Day Success Looks Like: Weekly reporting cadence fully owned; at least one data-integrity or process gap identified and fixed; dashboards trusted and used in the weekly pipeline meeting.

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10. VP of Sales / Head of Sales

Reports to: CEO / CRO Summary: Owns the full sales organization's strategy, execution, and revenue outcomes: building the team, process, and forecast discipline that scales predictably. Core Competencies: Revenue Strategy & Forecasting · Organizational Design & Hiring · Leadership Coaching (multi-level, coach-the-coaches) · Board & Executive Communication · Cross-functional Leadership (Marketing/CS/Product alignment) · Metrics Fluency (leading/lagging indicator hierarchy) Key Responsibilities:

• Own company revenue target of [$X ARR] and the strategy to hit it
• Build and evolve sales organizational structure, territories, and comp design
• Coach frontline sales managers on team-level coaching, not just individual reps
• Report accurate, board-ready metrics and forecasts to the executive team and board
• Partner cross-functionally with Marketing, Product, and Customer Success on pipeline, retention, and expansion strategy

Requirements: [5+ years sales leadership experience, prior VP/Director track]; demonstrated experience scaling a team through [relevant stage, e.g., Series A to B]; strong track record of forecast accuracy and board communication. 90-Day Success Looks Like: Full org and pipeline audit complete; forecast methodology validated or corrected; first board/leadership update delivered using board-ready metrics.