The roles in tech companies of varying sizes and what they mean.
For those looking to pursue a career in sales, it’s important to understand the different types of selling roles within technology and software companies—specifically the difference between account management and hunting and how it varies based on the size of the organization.
In large companies like Salesforce or Oracle, there are typically more opportunities for account management or expansion roles, where a salesperson’s focus is on maintaining and growing relationships with existing customers. These roles are often heavily blended, with a focus on both net new customer acquisition and expansion of existing customers.
On the other hand, in smaller companies with fewer customers, sales roles tend to be more focused on net new customer acquisition. This is because there are fewer existing customers to maintain and grow relationships with, and the company is often still in a growth phase.
“It’s important to understand the different types of selling roles within technology and software companies.”
For those transitioning from a larger company to a smaller organization, it’s important to understand that sales roles may be predominantly or entirely focused on net new customer acquisition. Conversely, those transitioning from a smaller company to a larger organization should expect a higher volume of expansion roles and blended account executive roles.
Understanding the different types of selling roles within technology and software companies can help job seekers make more informed decisions about the types of companies and roles that align with their career goals. Whether you’re pursuing an account management or hunting role, success in sales ultimately comes down to building strong relationships with customers and consistently delivering value to their businesses.
Remember, if you have any questions about this topic or if you are a job seeker, feel free to reach out to us. We would be happy to help you, so call or email us anytime.