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By role
Sales and customers
3 main roles, with 4 more specific roles under them. Each role opens on how its work breaks down, with the AI tools for each part.
Wins new customers: runs the sales conversation from first call to signed deal.
Also called AE, salesperson, sales rep, closer
The work
- 1Build pipeline
- 2Run the deal
- 3Close the deal
- 4Manage your book
- 5Hand off and grow
- Sales development representative
Opens doors for account executives: finds prospects, reaches out and books first meetings.
- Sales engineer
The technical partner in a sale: runs demos, answers technical questions and proves the product fits.
- Account manager
Looks after existing customers commercially: renewals, upsells and the relationship.
Makes sure customers get value after they buy: onboarding, adoption, health checks and renewals.
Also called CSM, onboarding, renewals
The work
- 1Onboard new customers
- 2Drive adoption
- 3Review value and renew
- 4Expand and build advocates
- 5Bring back customer insight
- Customer support agent
Helps customers when something is wrong or unclear, by chat, email or phone, and reports what keeps breaking.
Builds deals with other companies, such as resellers, integrations and alliances, that bring in customers.
Also called BD, alliances, channel
The work
- 1Set partner strategy
- 2Find and sign partners
- 3Onboard and enable partners
- 4Sell and market together
- 5Measure and manage