Concept: Sales Organization

Note

Defines the go-to-market roles and how they work together across the funnel—from prospecting and closing to renewals and expansion.

Parents (up to 3 levels)

People & Enablement (c_people_enablement)
Core Pillars (c_core_pillars)
Sales Strategy (c_sales_strategy)

Children (has_subtopic)

Partnerships & Busdev & Channel Sales0049
Sales Development / SDR Team0050
Sales Enablement0050
Account Management / Customer Success Managers (CSMs)0051
Sales Engineering / Pre-Sales0052
Account Executives (AE) / New Business Sales0053
Sales Operations / Revenue Operations (RevOps)0055

Related (related_to)

None

Rules (has_rule)

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Aliases

None

URLs

None

c_sales_org

Label

Sales Organization

Pinned

Rank

0054

Created

2025-08-20T12:04:47.895Z

Updated

2026-01-16T03:43:46.329Z

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# Sales Organization

Defines the go-to-market roles and how they work together across the funnel—from prospecting and closing to renewals and expansion.

## Partnerships & Busdev & Channel Sales

Builds and manages partner ecosystems (resellers, agencies, tech partners). Extends reach and accelerates deals through co-selling.

## Sales Development / SDR Team

Handles outbound prospecting and inbound lead qualification. Often split into Inbound SDRs and Outbound SDRs to specialize motion and metrics.

## Sales Enablement

Owns training, onboarding, coaching, and sales materials/playbooks. Closely tied to People & Enablement to raise win rates and ramp speed.

## Account Management / Customer Success Managers (CSMs)

Manages existing customers for renewals, upsells, and cross-sells. Often overlaps with Customer Success to protect and grow revenue.

## Sales Engineering / Pre-Sales

Technical experts who run demos, PoCs, RFPs, and solution architecture. Bridge product capabilities to customer requirements.

## Account Executives (AE) / New Business Sales

Own full-cycle new logo acquisition—from discovery to close. Frequently segmented by SMB, Mid-Market, and Enterprise for focus and efficiency.

## Sales Operations / Revenue Operations (RevOps)

Runs CRM, reporting, forecasting, comp plans, and process/tech stack. Creates visibility and operational discipline across the GTM engine.

Concept: Sales Organization

Note

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