B2B sales career ladder
5 levels, from Sales Development Representative to Head of Sales. Each one is rated on the same 40 skills — what changes between the rungs is how good you have to be at each. Starter framework for a business-to-business sales team: prospecting, deal management, customer success, commercial discipline, and sales leadership.
- Level 1 of 5
Sales Development Representative
Builds pipeline: researches accounts and books qualified meetings.
Read the job description - Level 2 of 5
Account Executive
Owns small and mid-size deals end to end against a personal quota.
Read the job description - Level 3 of 5
Senior Account Executive
Runs complex multi-stakeholder deals and mentors newer sellers.
Read the job description - Level 4 of 5
Sales Team Lead
Coaches a pod, forecasts its number, and runs deal reviews.
Read the job description - Level 5 of 5
Head of Sales
Owns the whole number: territory design, hiring, and go-to-market.
Read the job description
- Prospecting 6 skills
- Deal Management 8 skills
- Customer Success 5 skills
- Commercial 4 skills
- Sales Leadership 3 skills
- Delivery 4 skills
- Craft 3 skills
- Communication 4 skills
- Leadership 3 skills
Import the whole ladder
One click adds B2B sales to your org as a department: all 40 skills, with the mastery expected at each of your 5 career levels.