SDR and RVP and SC, oh my!
Demystifying all of those sales job title acronyms
Salespeople have all kinds of job titles – but many of those job titles don’t actually have the word “sales” in them. I think used car salesmen basically scared everyone from using the job title, but most people who reach out understand they’re talking to a salesperson.
When those salespeople reach out, they have so many titles and acronyms that it can be hard to know what they do. But don’t worry, Demo Solutions has you covered.
There are even more titles than this, but these are the titles we typically see. Did we miss any? Let us know in the comments.
Inside Sales Acronyms
The cold callers. The outreach experts. The “smile and dial” people. This role is usually where salespeople start. At bigger companies, inside salespeople usually are the ones who find prospects and book meetings for the outside salespeople. But at smaller companies, inside salespeople can have a quota and close deals. Here are their job titles, and what they stand for
- SDR: Sales Development Rep
- LDR: Lead Development Rep
- BDR: Business Development Rep
- BDE: Business Development Executive
- ADR: Account Development Rep
- MQR: Marketing Qualification Rep
- MRR: Market Response Rep
- LRR: Lead Response Rep
- MDR: Market Development Rep
- ISE: Inside Sales Executive
- IAM: Inside Account Manager
- NBM: New Business Manager
Outside Sales Acronyms
The “rank and file” sales team. The closers. The people who manage day-to-day sales. Before COVID, they went outside and met clients. Less so now. There are a lot of titles, some of them have the world sales, some don’t. Outside salespeople also sometimes specialize by vertical.
Titles with the word “Sales”
- Sales representative
- Sales consultant (sometimes used for presales)
- SE: Sales Executive
Titles without the word “Sales”
- AE: Account Executive
- AM: Account Manager
- DS: Director of sales. Can sometimes be specific for an industry.
- BDD: Business Development Director
- CE: Client Executive
- EAE: Enterprise Account Executive
- EAM: Enterprise Account Manager
- RAE: Regional Account Executive
- RVP: Regional Vice President
The demoers. The builders. The consultants. This is the team that gets to know the client and requirements, and shows them solutions. Sometimes presales is used to mean inside sales, but most commonly it’s for the demo team.
- BSC: Business Solutions Consultant
- CSP: Client Solutions Professional (This is a real title)
- SA: Sales Architect or Solution Architect
- SC: Sales Consultant or Solution Consultant
- SE: Sales Engineer or Solutions Engineer – typically a more technical presales role
Other Sales jobs
Sales teams need lots of support – not just their presales friends. Here are a few additional roles:
- Sales Enablement: This team is responsible for ensuring sales has what they need to be successful – from content to talking points, and everything in between. Sometimes this team is part of the marketing organization, sometimes not.
- Sales Operations: The unsung heroes of the sales organization (this is definitely not because Ed is a former head of sales ops) – this team manages the Customer Relationship Management software, reporting, sales process, and anything else ensuring things run smoothly.
- Customer Success: Often called CSMs (Customer Success Managers), this team works with clients after the deal is closed to ensure they’re happy with what they purchased. They often carry a quota for upsell, cross-sell, and renewals.
- Renewal Rep: As the name would imply, this team works with clients near their renewal date to ensure they renew their contracts.
- Channel Sales: Channel Sales Reps manage partners, such as resellers or distributors, to try to drive additional revenue through those channels.
- Partner Reps: The Partner team identities potential business or technology partners.
- Named Account Manager or Key Account Manager: They work on the firm’s most important clients. If you have one of these on your account, you know you’ve made it.
Terms to look out for
Sometimes there are words that give more visibility into what someone’s actual job is
- Specialist: These roles typically focus on one particular type of solution or area, and are often junior/lower ranking team members.
- Business Development: Typically this is a sales title, however, in the context of Mergers & Acquisitions, this title typically means someone responsible for inorganic growth (aka buying other companies)
- Enterprise: Typically these salespeople are responsible for larger accounts, though “enterprise” can mean many things to many companies
- Federal: Responsible for selling to the federal government
- Regional: If a salesperson has this title, it means they focus on a particular geographic region. These regions could be as small as one or two states, or as large as entire continents. Most often, they represent 1/4 or 1/5 of the US (Northeast, Southeast, Midwest, Mid-south, West, etc). Federal is sometimes considered a territory
What do almost all of these roles have in common? They have to build or deliver presentations. Need help with your presentations? We’d love to chat.