The Complete Guide to Revenue Function Careers: Every Role, Every Path

Modern B2B organisations generate revenue through six interconnected functions: Sales, Pre-Sales, Account Management, Marketing, Customer Success, and Revenue Operations. Together these form the revenue engine — and careers across all of them are searchable on this board.

Sales Roles

Sales is the broadest function, spanning direct selling, indirect channel motions, and field-based territory management.

• Sales Development Representative (SDR / BDR) — Owns outbound prospecting and inbound qualification. Entry point for most sales careers. OTE: $55K–$80K (US).
• Account Executive (AE) — Runs the full sales cycle from discovery to close. SMB ($80K–$130K OTE), Mid-Market ($130K–$200K), Enterprise ($180K–$280K+).
• Strategic / Named Account Executive — Manages a small number of very large accounts. Deal sizes frequently exceed $1M. OTE can reach $400K+.
• National Account Manager (NAM) — Owns commercial relationships with accounts operating across multiple geographies.
• Regional / Territory Sales Manager — Manages revenue across a defined geography, often with a small team of reps.
• Field Sales Representative — Visits prospects and customers in person across a territory. High autonomy, significant travel, often uncapped commission.
• Inside Sales Representative (ISR) — Sells remotely via phone, email, and video.
• Channel Sales Manager — Recruits, enables, and manages resellers, VARs, and distributors. OTE: $100K–$180K.
• Partner / Alliance Manager — Builds GTM relationships with technology, consulting, or ecosystem partners.
• Distributor Sales Manager — Works with wholesale distributors in manufacturing, industrial, electrical, and medical sectors.
• OEM Sales Manager — Sells components or technology to manufacturers who integrate them into their own products.
• Manufacturer’s Sales Representative — Independent or captive agent representing manufacturers to buyers. Often commission-only.
• VAR / Reseller Sales — Sells through value-added resellers in IT, security, and infrastructure.
• Alliances Director / GSI Manager — Manages strategic relationships with Global System Integrators such as Accenture, Deloitte, TCS, and Wipro.

Pre-Sales & Technical Sales Roles

• Sales Engineer (SE) / Pre-Sales Consultant — Technical partner to AEs. Owns demos, POCs, RFP responses, and technical objection handling. OTE: $130K–$220K.
• Solutions Consultant / Solutions Architect — Senior SE focused on complex multi-product configurations.
• Overlay Sales Specialist — Product or solution expert who assists the core team on specialist deals.
• Value Engineer / Business Value Consultant — Builds ROI models and financial business cases to justify investment to CFOs.
• Demo Engineer — Owns the demo environment and live demonstration delivery.

Account Management & Customer Success Roles

• Account Manager (AM) — Protects and grows existing revenue through renewals, upsells, and cross-sells.
• Customer Success Manager (CSM) — Owns adoption, health scores, and net revenue retention.
• Renewal Sales Manager — Specialist role owning SaaS and subscription renewal revenue.
• Client Success Manager — Variation of CSM common in professional services and agency contexts.
• VP / Director of Customer Success — Leads the CS organisation, owns net revenue retention targets.

Marketing Roles

• Demand Generation Manager — Owns top-of-funnel pipeline through paid, organic, email, and event channels.
• Product Marketing Manager (PMM) — Owns positioning, messaging, competitive intelligence, and sales enablement content.
• Field Marketing Manager — Partners directly with sales to run regional events and ABM campaigns.
• Growth Marketing Manager — Data-driven marketer focused on acquisition, activation, and retention experiments.
• Content Marketing Manager — Builds editorial and thought leadership content that drives organic traffic and buyer trust.
• Marketing Operations Manager — Owns the marketing tech stack, lead routing, attribution modelling, and campaign analytics.
• Revenue Marketing Manager — Bridges marketing and sales, owning pipeline contribution and ABM programmes.
• Chief Marketing Officer (CMO) — Leads the full marketing function, owns brand, demand generation, and revenue contribution.

Revenue Operations (RevOps) Roles

• Revenue Operations Manager / Director — Aligns sales, marketing, and CS operations. Owns the tech stack, forecasting, and territory design.
• Sales Operations Manager — Manages the CRM, quota setting, compensation plan design, and sales reporting.
• Marketing Operations Manager — Owns marketing automation, lead scoring, and attribution between marketing and CRM.
• Sales Enablement Manager — Builds onboarding programmes, playbooks, and training to improve rep performance.
• Revenue Analyst — Provides data analysis, forecasting models, and performance dashboards.

Revenue Leadership Roles

• Sales Director — Overseeing AEs, channel managers, or SDR teams. Accountable for team quota attainment.
• VP of Sales — Owns the sales organisation’s structure, headcount plan, quota design, and revenue number.
• VP of Marketing — Leads the marketing team, owns pipeline contribution and demand generation strategy.
• VP of Customer Success — Owns net revenue retention and the CS team’s structure and targets.
• Chief Revenue Officer (CRO) — Accountable for all revenue-generating functions. Reports to the CEO.