Sales Org Design Framework

ORG STRUCTURE OPTIONS

Structure Models

SALES ORG STRUCTURES

GEOGRAPHIC:
VP Sales
├── East Region Director
│   └── AEs by territory
├── West Region Director
│   └── AEs by territory
└── Central Region Director
    └── AEs by territory

Best for: Large territories, local presence needed

SEGMENT:
VP Sales
├── Enterprise Director
│   └── Enterprise AEs
├── Mid-Market Director
│   └── MM AEs
└── SMB Director
    └── SMB AEs

Best for: Different selling motions by size

VERTICAL:
VP Sales
├── Financial Services Director
├── Healthcare Director
└── Technology Director

Best for: Industry expertise needed

POD:
VP Sales
└── Pod 1
    ├── AEs
    ├── SDRs
    └── SE
└── Pod 2...

Best for: Collaboration, smaller teams

Structure Decision Matrix

Factor	Geographic	Segment	Vertical	Pod
Market coverage	High	Medium	Medium	Low
Specialization	Low	High	High	Medium
Collaboration	Low	Medium	Medium	High
Complexity	Low	Medium	High	Medium

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ROLE DEFINITIONS

Sales Role Framework

SALES ROLES

SDR/BDR:
Focus: Lead qualification, outbound
Reports to: SDR Manager or Sales Manager
Quota: Meetings/opportunities
Career path: AE

ACCOUNT EXECUTIVE:
Focus: Closing new business
Reports to: Sales Manager
Quota: New revenue
Career path: Sr AE, Manager

ACCOUNT MANAGER:
Focus: Retention, expansion
Reports to: AM Manager or Sales Manager
Quota: Renewals + upsell
Career path: Sr AM, CS

SALES ENGINEER:
Focus: Technical sales support
Reports to: SE Manager or Sales
Quota: Tied to AE or team
Career path: Sr SE, SE Manager

SALES MANAGER:
Focus: Team performance
Reports to: Director/VP
Quota: Team aggregate
Career path: Director
Span: 6-10 reps

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