Sales

Role in Specialized
The sales org typically splits into teams based on territory, vertical, or size of client (SMB, mid-market, enterprise). You have dedicated sales managers overseeing each team. You begin to see tiered quota structures and more elaborate compensation plans.

Objectives
Hit the monthly/quarterly/annual ARR targets, maintain or improve close rates, and systematically expand into new verticals or geographies. Sales leadership focuses on training, pipeline management, and territory planning.

Areas of Specialization
You might have account executives, sales development reps (SDRs), and account managers. Each role has distinct responsibilities—SDRs do the prospecting, AEs close new business, and account managers handle renewals or expansions for existing accounts.