Ep: 02 | Decoding Sales Roles In The SaaS Space

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MBA Inside Out

Aditya Iyer & Sumit Gattani

4 episodes

5 days ago

Even in the 21st year of the 21st century, we feel that there is a lot more to discover in the roles offered by the corporates beyond what the job description entails. "MBA Inside Out" is a show where we try to bring out authentic stories from different domains across industries which will provide you in depth understanding of what a career path looks like in the management world. Our guests will be bringing lessons for you from their corporate journey and tidbits on “What exactly they do” and “How amazingly” they do it. So as a MBA aspirant or an early career starter, if you are picking up what we are putting down for you, then join us on our show every fortnight to hear exciting stories and pickup a few management lessons from the corporate world.

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Ep: 02 | Decoding Sales Roles In The SaaS Space

MBA Inside Out

54 minutes 26 seconds

4 years ago

Ep: 02 | Decoding Sales Roles In The SaaS Space

Sales roles in the SaaS space are very much in demand right now and anyone willing to make a career in this growing space can surely ride this wave of opportunities and kick-start his/her career in sales on a high note.

However, these roles aren’t your traditional sales roles, wherein you are considered to be a jack of all trades and are expected to do all the heavy lifting single-handedly. Today sales have turned into a full-blown specialization. An individual working in this space is responsible for specific tasks ranging from prospecting to lead generation to pre-sales, account management, post-sales, etc.

Now the job roles and descriptions in this space are often marred by jargon's like SDR (Sales Development Representative), BDR (Business Development Representative), Account Executives, and so on…..jargon's you might have heard off but haven’t really wrapped your head around it.

In this episode, Aditya & Sumit are joined by Sadique Jamil (Account Executive – Mid Market at LinkedIn) to discuss various specialized sales roles offered in the SaaS space and what these roles entail in the management world. The episode also covers various aspects of tech selling and the nuances of a career in this space.

Chapters of the Conversation:

(03:07) – What does the role of SDR, BDR, Account Executive (AE) etc. entail and how hierarchy flows?

(08:59) – KPI’s for SDR/BDR

(10:50) – Transition from B-School to B2B/SaaS selling on the back of B2B heavy curriculum in business school

(18:22) – Change in the ways of prospecting in SaaS due to COVID

(21:34) – Schedule of SDR/BDR on a typical day and perks of night shift

(28:29) – Value vs Volume in SaaS sales – What is important?

(32:15) – Relationship building in B2B vs B2C

(36:24) – Difference in US and Indian market from prospecting angle

(41:23) – Skills and path to learning skills required for B2B/SaaS selling

(49:51) – Recommendations on podcasts and books to hone the skills

Connect to Sadique on LinkedIn: https://www.linkedin.com/in/sadiquejamil

Connect to Aditya on LinkedIn: https://www.linkedin.com/in/adityaragiyer/

Connect to Sumit on LinkedIn: https://www.linkedin.com/in/sumit-gattani-5014a3a3/

Intro & Outro Track by: http://youtube.com/20syl

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