Role Discovery
Role Blueprints
What good looks like across 6 revenue roles — 112 skills, attributes, and knowledge areas that separate top performers.
Business Development Representative
Outbound prospecting, qualification, and lead management specialists who build pipeline through multi-channel outreach.
Account Executive
Full-cycle sales professionals who own the deal from discovery through close, building business cases and navigating complex buying processes.
Sales Engineer
Technical sales specialists who lead discovery, demo delivery, proof of concept management, and technical win strategies.
Account Manager
Post-sale relationship owners who drive renewals, expansion, and account growth through strategic engagement and commercial negotiation.
Customer Success Manager
Post-sale success owners who drive onboarding, adoption, retention, and value realisation across the customer lifecycle.
Business Development Manager
Full-stack revenue professionals who combine prospecting, deal execution, and account management across the complete sales cycle.