The Sales Management Association’s job descriptions library provides platform job profile information for commonly used sales force roles. Members may find this library useful as a starting point when customizing their own sales organization’s job descriptions. Job descriptions may be used by current members at the corporate and individual level.
How to access these resources
- Login with your Individual or Corporate member credentials in order to download individual job descriptions.
- Interested in previewing this tool as a non-member? Send us a request by using this simple form.
About SMA’s Sales Job Descriptions
- The job descriptions library is organized based on the general job role categories shown below.
- We use a generic titling scheme; members should note the wide variation in the use of titles in many firms.
- These job descriptions are part of the membership tools available to paid, corporate members of the Sales Management Association [SMA], who owns, maintains, and distributes this content. The SMA’s current Corporate members may use these job descriptions within their organization at no cost; current Individual paid members may access these job descriptions for person non-commercial purposes. Other firms and individuals may license use of this content for a fee by contacting the Sales Management Association at support@salesmanagement.org.
Business and Sales Development
Jobs focused in business development predominately through new customer acquisition. These positions include lead developers and traditional “hunter” sales roles.
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Sales Development Representative
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Business Development Representative
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Account Executive
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Senior Account Executive
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Win-Back Specialist
Account Management - Core Accounts
Jobs that emphasize maintaining and growing existing customer relationships of various levels in the firm's core accounts.
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Account Manager
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Senior Account Manager
Account Management - National, Strategic, Channel
Sales roles focused in managing the firm’s most important customers – often across multiple locations, buying centers, and geographies.
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National Accounts Manager
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Strategic Account Manager
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Channel Partner Manager
Sales Specialists
Sales roles focused in niche verticals, segments, or markets; or roles providing deep expertise in a sub set of the firm's offering.
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Government Sales Representative (coming soon!)
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Product Sales Specialist
Pre- and Post- Sales Engineering and Support
Sales roles supporting the sales effort through pre-sales or post-sales involvement.
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Pre-Sales Engineer
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Customer Success Manager
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Director of Sales Engineering
Sales Management
Sales management roles including first-line (directly managing salespeople) and senior leadership.
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Field Sales Manager
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Inside Sales Manager
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Director of Channel Sales
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Director of Sales Engineering
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Vice President Sales
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Vice President Channel Sales
Sales Force Effectiveness, Enablement
Management roles focused in directing or supporting sales force productivity. Firms utilize these roles in a variety of ways; we categorize them as follows: sales operations roles are focused on process, productivity, and support programs directly impacting the sales organization; sales enablement roles are focused on sales training and content distribution; revenue operations roles are focused on sales and service delivery process optimization across sales, marketing, and customer success functions.
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Sales Operations Analyst (coming soon!)
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Director Sales Operations
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Vice President Sales Operations
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Sales Enablement Manager (coming soon!)
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Vice President Sales Enablement (coming soon!)
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Director of Revenue Operations (coming soon!)
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Vice President of Revenue Operations (coming soon!)
