Sales

Role in Efficient
Sales might be globally distributed, with separate managers for North America, EMEA, APAC, etc. You have enterprise teams for your biggest clients, plus mid-market and SMB teams operating at scale. Quota structures are well-defined and refined each year.

Objectives
Consistently hit ambitious ARR targets. Maintain healthy pipeline coverage, keep churn low through expansions, and orchestrate strategic deals that move the needle.

Areas of Specialization
Sales ops is now a robust function, possibly rebranded as RevOps if it covers marketing and customer success too. You have specialized solutions consultants, sales engineers, channel sales managers, and partner managers for alliances.