Video · 11 min

The 6 Sales Positions in B2B & Tech Sales

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The 6 Sales Positions in B2B & Tech Sales

Eleven minutes that lay out who sits where in a sales org and how the handoffs work, which is the part the job titles never explain. It covers the revenue side of the answer, so pair it with the product marketing and RevOps reading above.

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The question it answers

  1. SDR, AE, AM, growth, PMM, RevOps: what do these people actually do all day?

Read with it

  1. Draws the line between RevOps and SalesOps in terms of scope, metrics and tactics, which is the distinction people applying for... Clari Article · ~10 min read Revenue Operations vs. Sales Operations: A Complete Guide Clari
  2. The most complete plain-language description of what a PMM owns, and it is explicit that positioning and messaging is the... Product Marketing Alliance Article · ~20 min read What is Product Marketing? The 2026 Guide Product Marketing Alliance
  3. Shows what changes at each level rather than just listing titles, which is what you need if you are trying to work out whether... Product Marketing Alliance Article · ~12 min read The product marketing career path: From Associate to VP Product Marketing Alliance
  4. The longest-running benchmark on SDR quota, ramp, ratios, comp and time to promotion, drawn from hundreds of B2B companies.... The Bridge Group Report · Benchmark report Sales Development (SDR) Metrics and Comp Report The Bridge Group
  5. This is where the SDR and AE split came from, and the summary gives you the whole model without the book. The rule that no AE... Predictable Revenue Article · ~15 min read 15-Minute Summary of Predictable Revenue Aaron Ross
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