Sales

Role in Market Leader
Sales teams operate with specialized account executives and account managers for each segment. Enterprise deals might require complex negotiations and RFPs. Mid-market might focus on volume and standardized proposals.

Objectives
Drive segment-specific revenue targets. Possibly adopt an overlay structure, where specialists for certain solutions help reps close deals in multiple segments. Big deals can take months—or longer—to land, requiring strong pipeline management.

Areas of Specialization
Leadership includes multiple directors or VPs of sales, each responsible for a different segment. Sales enablement teams produce targeted collateral, training, and competitive insights. Partnerships with large tech vendors or system integrators might also be key.