The Ultimate Guide To Sales Titles Hierarchy

The Sales Titles Hierarchy

The Sales Titles Hierarchy categorizes sales roles into various tiers. These positions span from beginners such as Sales Development Representatives to more experienced roles like Chief Revenue Officers (CROs).

Each level in this structure involves unique duties, obligations, and varying degrees of power. Understanding this hierarchy can be helpful if you’re starting a career in sales. This article will help you know and understand the different titles.

Additionally, if you are establishing a brand new sales team. Utilizing appropriate titles can improve the team’s organization.

Different Levels In Sales Titles Hierarchy

Entry-Level Sales Job Titles

1. Sales Coordinator

A Sales Coordinator helps keep the sales team organized. Think of them as the team’s helper. They schedule meetings, track sales data, and make sure everyone has what they need. They are super important because they keep things running smoothly.

2. Sales Operations Associate

A Sales Operations Associate works behind the scenes. They plan and organize the sales process. They help set up strategies and make sure the team has the tools they need to succeed. They handle a lot of the “how” in sales, figuring out the best ways to do things.

3. Revenue Operations Associate

The Revenue Operations Associate focuses on the money side of sales. They make sure that sales bring in the right amount of money for the company.

It’s their job to watch the numbers closely and make sure everything adds up. They play a big part in making sure the business is profitable and growing.

4. Customer Success Associate

A Customer Success Associate makes sure customers are happy. They check in with customers after they buy something to see if they need help. Think of them as the customer’s friend in the company.

Their goal is to make sure customers are getting the most out of their purchases and feel satisfied. Happy customers often come back for more!

5. Outside Sales Representative

An Outside Sales Representative travels to meet customers face-to-face. They go out into the field to talk to people and sell products. They build relationships and often have a lot of energy and enthusiasm.

6. Door to Door Sales Representatives

Door to Door Sales Representatives go to people’s homes or businesses to sell products. They knock on doors and talk to people about what they’re selling.

It’s one of the oldest ways to sell things and can be very exciting. They are often the first people customers meet, so they need to make a great first impression.

7. Sales Development Representative (SDR)

A Sales Development Representative (SDR) looks for new customers. They reach out to people who might feel interested in the company’s products. This is often done through phone calls or emails.

Their job is to find potential customers and set up meetings for the sales team. They are like the scouts, always on the lookout for new opportunities.

8. Business Development Representative (BDR)

A Business Development Representative (BDR) is like an SDR but with a slight twist. They also look for new customers but often focus on building long-term relationships.

They work on creating partnerships and making connections that will last. They think about how to grow the business in new ways.

Also Read: Top 10 B2B Sales Outsourcing Companies 2024

Mid-Level Sales Job Titles

  • Sales Manager: A Sales Manager leads a team of salespeople. They help their team set goals, give them tips to improve, and cheer them on to reach their targets.


Sales Managers need to be good at motivating their teams and solving problems. They are key to ensuring the team meets its sales goals.

  • Regional Sales Manager: This person manages sales in a specific region. They often travel to different locations within their area. They need to know their region well and understand the local market.
  • National Sales Manager: A National Sales Manager oversees sales across the whole country. They have a big-picture view of the company’s sales.


It’s a big job, and they need to coordinate with many different teams. They often have experience as Regional Sales Managers before stepping into this role.

Senior-Level Sales Job Titles

At the top of the ladder, we have the senior-level roles. These are the leaders who guide the entire sales strategy for the company.

1. Chief Revenue Officer (CRO)

The Chief Revenue Officer (CRO) is one of the top leaders in a company. Imagine them as the main coach who oversees all the different parts of the team that bring in money.

  • What They Do: The CRO makes sure the company earns enough money through sales and other revenue streams. They create strategies to boost sales and look for ways to grow the business.
  • Why It Matters: The CRO’s decisions impact the whole company. They work closely with other leaders to align sales with the company’s goals.

2. Executive Vice President (EVP) of Sales

Next up is the Executive Vice President (EVP) of Sales. This role is just below the CRO but still very powerful.

  • What They Do: The EVP of Sales directs the sales team and shapes the sales strategy. They ensure the sales team meets its goals and often represent the sales department in executive meetings.
  • Why It Matters: The EVP of Sales plays a crucial role in driving sales success. Their leadership helps the company stay competitive and grow.

3. Senior Vice President (SVP) of Sales

The Senior Vice President (SVP) of Sales works right under the EVP. This role involves a lot of hands-on management.

  • What They Do: The SVP of Sales helps implement the sales strategy developed by the EVP. They lead large teams and make sure everything is running smoothly.
  • Why It Matters: The SVP’s leadership ensures that the sales teams are effective and aligned with the company’s goals. They often focus on day-to-day operations.

Vice President (VP) of Sales

1. VP of Sales

The VP of Sales is a key player in the sales department. They oversee the entire sales department and work closely with the CRO to develop strategies. They set goals for the sales team and ensure they have the resources to succeed.

The VP of Sales drives the team to achieve targets and grow revenue. Their leadership directly impacts the company’s bottom line.

2. VP of Customer Success

The VP of Customer Success focuses on keeping customers happy. They ensure customers get the most out of their products and services. They lead teams that help customers solve problems and succeed with their purchases.

Happy customers are loyal customers. The VP of Customer Success plays a crucial role in retaining customers and encouraging repeat business.

3. VP of Sales Development

The VP of Sales Development is all about finding new customers. They focus on strategies to attract new customers and expand the company’s reach. This role involves a lot of planning and creativity to find new sales opportunities.

Bringing in new customers is vital for growth. The VP of Sales Development helps keep the company expanding and reaching new markets.

4. VP of Account Management

The VP of Account Management takes care of existing clients.They oversee the team that manages current customer relationships. Their job is to make sure clients are satisfied and continue to buy from the company.

Maintaining strong relationships with clients ensures ongoing business. The VP of Account Management helps secure long-term revenue.

5. VP of Sales Operations

The VP of Sales Operations ensures the sales team runs smoothly. They focus on the processes and tools the sales team uses. This includes managing technology, sales data, and overall efficiency.

Efficient operations mean better performance. The VP of Sales Operations helps the team work smarter, not harder.

6. VP of Revenue Operations

The VP of Revenue Operations looks at the big picture of earning money. They analyze how the company can maximize its revenue. This includes looking at sales processes, pricing strategies, and overall financial performance.

Maximizing revenue is crucial for success. The VP of Revenue Operations finds ways to increase income and ensure financial health.

Also Read: The 10 Best B2B Sales Books

Account Executive Roles In Sales

Account Executives, or AEs, are crucial for handling client relationships and driving sales. They can focus on different sizes and types of businesses.

  • Enterprise Account Executive

An Enterprise Account Executive works with big companies. They handle large accounts and often make big deals.

This role requires a deep understanding of the client’s business and needs. They usually deal with more complex and longer sales processes.

  • Mid-Market Account Executive

This role focuses on medium-sized businesses. They balance between big and small accounts.

Their job is to understand the needs of these medium-sized companies. And find the right solutions for them. This role often involves a mix of big and small sales.

  • Sales Account Executive

They work with a variety of clients to sell products or services. They can handle anything from small businesses to larger accounts. This role is versatile and requires strong sales skills. To manage different types of clients.

Specialized Roles In Sales 

1. Sales Development Manager

They manage a team of SDRs, helping them find new customers.They provide guidance and training to SDRs to improve their skills. This role is crucial for generating new leads and setting up successful sales.

2. Sales Engineer

A Sales Engineer uses their technical knowledge to help sell complex products. They understand the technical details of the products and can explain them to customers.

This role is important for selling products that need a lot of technical explanation or customization.

3. Pre-Sales Consultants

They work before the sale happens. They show customers how products can solve their problems. They often do demos or presentations to explain the product’s benefits. This role is about convincing customers that the product is the right choice for them.

4. Solutions Engineer

Like a Sales Engineer, they focus on providing technical solutions to customer needs.
They work closely with customers to understand their problems and figure out how the product can help. This role requires both technical skills and good communication.

5. Sales Operations Manager

This manager makes sure the sales process runs smoothly. They handle the day-to-day operations that keep the sales team on track. This role involves a lot of organizing and problem-solving. They work behind the scenes to ensure everything is working as it should.

6. Customer Success Manager

They ensure that customers are happy and getting value from their sale. They check in with customers and help them use the product effectively. This role is all about making sure customers are satisfied and stay loyal to the company.

7. Senior Account Manager

They handle important accounts and make sure clients feel satisfied. They often work with the company’s biggest or most valuable customers. This role requires strong relationship-building skills and the ability to manage complex accounts.

8. Senior Customer Success Manager

Like the Customer Success Manager but with more experience and responsibility. They often deal with larger or more challenging customer issues. This role involves leading a team and making sure the company’s biggest customers are happy.

Director Roles In Sales Titles

1. Director of Sales or Sales Director 

They lead the entire sales department. They plan strategies to help the company reach its sales goals.
They also work closely with other department heads to align sales with the company’s goals. This role requires a deep understanding of sales and strong leadership skills

2. Director of Revenue Operations

These individuals focus on the financial side of sales. They make sure that the company’s sales efforts bring in the right amount of revenue or income.


This director works on strategies to improve profitability and ensure financial health. They often analyze data to find ways to boost sales performance.

3. Director of Sales Operations 

They ensure the sales team has everything they need to succeed. They focus on the tools, processes, and systems that make selling easier.

This role is about making the sales process efficient and effective. They might work on improving the way sales data is tracked or how customer information is managed.

4. Director of Account Management

This director oversees the team that works with clients. Their goal is to make sure clients are happy and their needs are met.

This role is all about building strong relationships with customers. And ensuring they get the best service. They often work with large or important accounts.

Best Practices for Implementing Sales Titles Hierarchy

To create a good sales team, it’s important to use the right titles. Here’s how you can do it effectively.

  • Clear Role Definitions

Make sure each job has a clear role and responsibilities. This helps everyone know what they need to do.

  • Consistency and Standardization

Use consistent titles across your company. This makes it easier for everyone to understand each role.

  • Aligning Titles with Company Size and Structure

Match your titles to the size and structure of your company. A small company might not need as many levels as a large one.

  • Adapting to Market Trends and Competition

Stay updated with industry trends. Sometimes new roles emerge that can give your company an edge.

Conclusion

We’ve covered a lot about sales titles and how they fit into the Sales Titles Hierarchy. Understanding these titles can help you navigate your career or build a stronger sales team. 

Remember, each title is a step up the ladder, leading to more opportunities and growth. Thanks for joining us on this journey through the Sales Titles Hierarchy! Keep climbing that ladder, and you’ll reach the top in no time!

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