Roles & Org
RevOps
The operations function that typically administers commission tooling at larger orgs — the buyer most commission platforms are built for.
On a five-to-twenty-rep team, there usually isn't one yet — the sales leader does this job themselves.
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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.