Compare Roles

Side-by-side skill comparison to understand role overlap and unique requirements. Pick any two revenue roles to compare.

Featured comparison

BDR vs AE — the most common GTM hiring boundary question

Open full comparison →

26

Shared Skills

21

BDR Only

28

AE Only

55%

BDR covered by AE

48%

AE covered by BDR

BDR onlySharedAE only

26 Shared Skills

Skills both roles need — importance level may differ between them.

BDRAE

CoreMap the buying committeeSupporting CoreResearch accounts and develop outreach hypothesesSupporting CoreBuild target prospect listsContextual CoreDevelop outbound value hypothesesSupporting CoreWrite outbound emailsSupporting CoreExecute outbound callsSupporting CoreOpen conversations and set the agendaCore CoreListen actively and capture structured notesCore CoreArticulate the buyer problem and value clearlyCore CoreHandle buyer objectionsCore CoreGain next-step commitmentCore SupportingEngage prospects through social outreachContextual SupportingPersonalise outreach at scaleSupporting SupportingEstablish credibility earlyCore SupportingDocument qualification evidence in CRMCore SupportingUse customer stories and proof pointsSupporting SupportingIdentify additional stakeholders earlyCore SupportingSend recap and alignment emailsCore SupportingTailor communication to the audienceSupporting SupportingUse AI to accelerate account research and message preparationSupporting SupportingUse AI to analyse interactions and improve follow-upSupporting SupportingUse AI to inspect pipeline signals and prioritise workSupporting ContextualConduct effective discoveryCore ContextualMap stakeholders and multithread the dealCore ContextualBuild ROI models and business casesCore ContextualMaintain forecast accuracy and communicate riskCore

21 BDR Only

Skills the BDR needs that the AE does not.

BDRAE

CoreIdentify target contacts and reporting lines—CoreBuild multi-channel outbound cadences—CoreBook meetings and improve show rates—CoreMaintain lead status and routing in CRM—CoreInspect outbound activity and conversion performance—CoreQualify buyers effectively—CoreNurture leads that are not sales-ready—CoreHand off qualified opportunities with context and momentum—SupportingIdentify trigger events and timing—SupportingPrioritise territory and account coverage—SupportingMaintain prospect data quality—SupportingRespond to inbound leads—SupportingManage prospect workflows in sales engagement tools—SupportingManage outreach compliance and deliverability—SupportingGenerate warm introductions and referrals—SupportingCreate qualified opportunities in CRM—SupportingMap use cases to buyer problems—SupportingManage trials, freemium conversions, and product-led hand-raises—ContextualPosition against alternatives and the status quo—ContextualMaintain deal momentum and recover stalled deals—ContextualDevelop customer advocacy and reference opportunities—

28 AE Only

Skills the AE needs that the BDR does not.

BDRAE

—Map decision process and timelineCore —Build and coach a championCore —Create mutual action plansCore —Prioritise use cases and control evaluation scopeCore —Deliver tailored product demosCore —Position pricing and packaging to valueCore —Coordinate internal deal resourcesCore —Apply deal qualification and progression disciplineCore —Refine the value hypothesisCore —Map power and navigate internal politicsCore —Develop competitive win strategiesCore —Maintain deal momentum, manage indecision, and recover stalled dealsCore —Negotiate commercial termsCore —Navigate legal, procurement, and vendor onboardingCore —Mobilise executive sponsorsCore —Present the final proposal and business caseCore —Orchestrate the close plan and signatureCore —Complete a clean sales-to-success handoffCore —Conduct technical discovery and fit assessmentSupporting —Draft proposals and statements of workSupporting —Manage security, compliance, and technical risk reviewsSupporting —Navigate RFP and RFQ processesSupporting —Secure pricing approvals within governanceSupporting —Lead onboarding kickoffsContextual —Create success plansContextual —Lead business reviews and communicate valueContextual —Conduct expansion discoveryContextual —Structure multi-year and enterprise agreementsContextual

15 Importance Differences

Shared skills where the importance level differs between the two roles.

BDRAE

CoreMap the buying committeeSupporting CoreResearch accounts and develop outreach hypothesesSupporting CoreBuild target prospect listsContextual CoreDevelop outbound value hypothesesSupporting CoreWrite outbound emailsSupporting CoreExecute outbound callsSupporting SupportingEngage prospects through social outreachContextual SupportingEstablish credibility earlyCore SupportingDocument qualification evidence in CRMCore SupportingIdentify additional stakeholders earlyCore SupportingSend recap and alignment emailsCore ContextualConduct effective discoveryCore ContextualMap stakeholders and multithread the dealCore ContextualBuild ROI models and business casesCore ContextualMaintain forecast accuracy and communicate riskCore

Pick any two roles

Role A

vs

Role B

All Comparisons

Business Development Representative vs Account Executive

Compare skills, importance, and proficiency requirements

Business Development Representative vs Sales Engineer

Compare skills, importance, and proficiency requirements

Business Development Representative vs Account Manager

Compare skills, importance, and proficiency requirements

Business Development Representative vs Customer Success Manager

Compare skills, importance, and proficiency requirements

Business Development Representative vs Business Development Manager

Compare skills, importance, and proficiency requirements

Account Executive vs Sales Engineer

Compare skills, importance, and proficiency requirements

Account Executive vs Account Manager

Compare skills, importance, and proficiency requirements

Account Executive vs Customer Success Manager

Compare skills, importance, and proficiency requirements

Account Executive vs Business Development Manager

Compare skills, importance, and proficiency requirements

Sales Engineer vs Account Manager

Compare skills, importance, and proficiency requirements

Sales Engineer vs Customer Success Manager

Compare skills, importance, and proficiency requirements

Sales Engineer vs Business Development Manager

Compare skills, importance, and proficiency requirements

Account Manager vs Customer Success Manager

Compare skills, importance, and proficiency requirements

Account Manager vs Business Development Manager

Compare skills, importance, and proficiency requirements

Customer Success Manager vs Business Development Manager

Compare skills, importance, and proficiency requirements

Compare by Role

BDR

vs AE — Account Executive vs SCSE — Sales Engineer vs AM — Account Manager vs CSM — Customer Success Manager vs BDM — Business Development Manager

AE

vs BDR — Business Development Representative vs SCSE — Sales Engineer vs AM — Account Manager vs CSM — Customer Success Manager vs BDM — Business Development Manager

SCSE

vs BDR — Business Development Representative vs AE — Account Executive vs AM — Account Manager vs CSM — Customer Success Manager vs BDM — Business Development Manager

AM

vs BDR — Business Development Representative vs AE — Account Executive vs SCSE — Sales Engineer vs CSM — Customer Success Manager vs BDM — Business Development Manager

CSM

vs BDR — Business Development Representative vs AE — Account Executive vs SCSE — Sales Engineer vs AM — Account Manager vs BDM — Business Development Manager

BDM

vs BDR — Business Development Representative vs AE — Account Executive vs SCSE — Sales Engineer vs AM — Account Manager vs CSM — Customer Success Manager