Most sales teams don’t fail because of effort. They fail because of structure.
When one person is expected to prospect, qualify, close, manage accounts, and report on everything… performance drops across the board. Segmentation fixes that. It allows each role to specialize, move faster, and stay in their zone of genius.
The highest-performing teams separate inbound vs outbound, hunting vs closing, and strategy vs execution. Clarity creates consistency. Consistency drives revenue.
Meet Your Inbound SDRs
Inbound SDRs are your first impression. They handle leads that are already warm and convert interest into real opportunities.
They are fast, organized, and excellent communicators. Their job is not to sell. It is to qualify and pass clean opportunities to closers.
Market comp:
Base: $45K to $65K
OTE: $65K to $90K
If your inbound SDRs are slow to respond or poorly trained, you are lighting money on fire.
Meet Your Outbound SDRs
Outbound SDRs create pipeline from nothing. This is the hardest role in sales and the one most teams under-support.
They prospect, cold call, email, and push through rejection daily. They need tight messaging, strong leadership, and real coaching.
Market comp:
Base: $50K to $70K
OTE: $80K to $120K
If you want predictable growth, your outbound team is your engine.
Meet Your Inbound BDMs
Inbound BDMs close deals that come from marketing and SDR efforts. These are warm conversations, but that does not mean easy closes.
They need strong discovery, objection handling, and the ability to guide a buyer to a confident yes.
Market comp:
Base: $70K to $100K
OTE: $120K to $180K
They should be your highest conversion rate closers.
Meet Your Outbound BDMs
Outbound BDMs close deals they helped create. They are part hunter, part closer, and fully responsible for revenue generation.
This role requires resilience, emotional intelligence, and strong follow-up discipline.
Market comp:
Base: $80K to $120K
OTE: $150K to $250K+
Your top performers here will carry your revenue.
Meet Your Inbound Sales Ops Associates
Inbound sales ops associates support the flow of leads, CRM hygiene, routing, and reporting for inbound activity.
They ensure nothing slips through the cracks and that leadership has clean data.
Market comp:
Base: $50K to $75K
Bonus: $5K to $15K
If your data is messy, your decisions will be too.
Meet Your Outbound Sales Ops Associates
Outbound sales ops associates focus on list building, enrichment, sequencing, and outbound infrastructure.
They are the backbone of your SDR team’s efficiency.
Market comp:
Base: $55K to $80K
Bonus: $5K to $20K
Great outbound ops can double productivity without adding headcount.
Meet Your Sales Trainers
Sales trainers turn average reps into consistent performers.
They own onboarding, ongoing coaching, call reviews, and skill development. This role directly impacts ramp time and retention.
Market comp:
Base: $70K to $100K
OTE: $90K to $130K
If your team is inconsistent, you don’t have a talent problem. You have a training problem.
Meet Your Sales Ops Leaders
Sales ops leaders design the system your sales team runs on. Compensation plans, CRM structure, forecasting, reporting, and process all live here.
They are strategic, analytical, and deeply tied to revenue performance.
Market comp:
Base: $100K to $140K
OTE: $130K to $180K
This role quietly determines whether your sales team scales or stalls.
Meet Your Director of Sales
Your Director of Sales manages the day-to-day performance of the team.
They coach managers, track pipeline, enforce accountability, and ensure targets are hit.
Market comp:
Base: $120K to $160K
OTE: $180K to $250K
They are responsible for execution.
Meet Your VP of Sales
The VP of Sales sets strategy and aligns sales with company growth goals.
They own forecasting, hiring plans, territory strategy, and revenue targets.
Market comp:
Base: $150K to $220K
OTE: $250K to $400K+
They are responsible for building a scalable revenue machine.
Meet Your CRO
The Chief Revenue Officer owns all revenue functions. Sales, marketing, and often customer success.
They align the entire go-to-market engine and are accountable for top-line growth.
Market comp:
Base: $200K to $300K
OTE: $350K to $700K+ (often with equity)
If your CRO is strong, your entire company feels it.