Roles & Org
Quota-Carrying Rep
Any role with a formal quota tied to comp — as opposed to a role that supports sales without one, like a solutions engineer.
AEs and BDRs are quota-carrying; a sales engineer on the same team usually isn't.
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More in Roles & Org
- AE (Account Executive)
The rep who owns closing a deal — running the sales cycle from qualified opportunity to signed contract.
- BDR / SDR
The rep who generates and qualifies pipeline before it reaches an AE — BDR (business) and SDR (sales) are the same role under different names; the split is company convention, not function.
- Sales Leader / VP Sales
The person who owns the team's number, builds the comp plan, and is accountable for it in the boardroom.