Sales
SMB
You'll own revenue at companies where every deal matters and resources are scarce. This path creates CROs who think like founders—scrappy, decisive, and unafraid to get their hands dirty when growth stalls.
Career Progression
Rotational Tours · L1–L3
Build the craft. Prove you can wield the tools of Sales.
Transformational Tours · L4–L7
Deliver outcomes. Each tour has a defined mission and success criteria.
Foundational Tours · L8–L10
Shape the organization. Build institutions, not just products.
What Hiring Managers Look For
L1-L3: Proven ability to build pipeline from scratch and close complex deals with 6+ month sales cycles in competitive markets.
L4-L6: Track record of building scalable sales processes that survived rapid team growth and consistently hit 120%+ of quota across multiple quarters.
L7+: Evidence of transforming sales organizations through market expansion, channel strategy, or operational excellence that directly contributed to successful exits or funding rounds.
Common Career Transitions
SMB Sales → Enterprise Sales at L4-L5 for larger deal complexity and strategic selling
SMB Sales → Customer Success at L3-L4 leveraging relationship-building skills for retention-focused growth
SMB Sales → Business Development at L4-L6 for partnership strategy and market expansion