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Sales team

AI roles for Sales teams.

Sales is the team with the widest gap between headcount cost and headcount productivity. Fully-loaded SDRs run €60-90k a year with 35-50% annual attrition; AEs run €120-200k with ramp times that eat the first quota. Meanwhile, 40-60% of the rep's week is spent on activities that don't require their judgement: CRM hygiene, account enrichment, outbound sequence execution, meeting preparation, proposal drafts.

AI sales roles don't replace the AE. They replace the stuff the AE shouldn't be doing. A properly scoped deployment protects rep time, keeps pipeline hygiene tight, and lets the team cover more ICP accounts without hiring another SDR bench that'll churn inside 18 months.

The operating model in Sales.

  • Top-of-funnel, not the whole funnel

    The role is scoped to the high-volume, well-documented motion — outbound sequences against the ICP, inbound qualification, meeting-prep briefs, CRM hygiene. Strategic selling, negotiation, and relationship work stay with your AEs. The split is explicit in scoping.

  • Your ICP + your message, not a generic template

    The role reads your existing ICP definition, your message library, your disqualification rules, your exec team's voice. It doesn't invent cold-email templates from scratch. Every sequence is reviewed by your Sales leadership before it goes live.

  • Calendar quality is the metric

    AE meeting feedback is the leading indicator. The role is evaluated weekly on the quality of the meetings it books, not the volume. If AEs flag low-quality meetings, disqualification rules tighten the same week.

  • CRM stays the source of truth

    The role reads and writes to your existing CRM (Salesforce, HubSpot, Pipedrive) and sequencer (Outreach, Salesloft, Apollo). No replatforming. Your existing reporting stays intact, your forecast cadence doesn't change.

How it rolls out

The playbook a real Operating Partner runs.

  1. Phase 1

    Scope the motion, capture the ICP

    Pull 90 days of outbound activity + inbound leads. Cluster the top ICP segments. Document the current disqualification rules (or extract them in scoping if they live in the head of the VP Sales). The role's first capability set is built around the top-value segments.

  2. Phase 2

    Author sequences + qualification rules

    Translate your existing message library + SPIN / MEDDIC / BANT qualification framework into natural-language policies. Your VP Sales signs before anything goes live. AE meeting quality gates are set with the AE team.

  3. Phase 3

    Launch on a single segment first

    Role goes live on one named ICP segment. Weekly AE feedback review. Disqualification rules tighten based on meeting quality. By week 4, AE feedback should consistently mark meetings as qualified.

  4. Phase 4

    Expand segments, hold CRM hygiene

    Once the first segment is stable, add the second. Parallel: role takes over CRM hygiene (deduplication, enrichment, stale-opportunity flagging) so reps stop doing it manually.

  5. Phase 5

    90-day KPI review, expand or deepen

    Read the contracted KPI (meeting-booked rate, meeting-qualified rate, pipeline-coverage ratio) off your existing dashboard. If hit, scope the adjacent role (SDR → Sales Support Specialist for proposals + RFP, or SDR → Revenue Operations Analyst for pipeline hygiene).

Sales AI works when the role is scoped to the motion the rep shouldn't be doing manually. Every role below is structured that way: a clear unit of work, an ICP brief, a disqualification policy, and a KPI your VP Sales already reports on.

Roles owned by this team

2 roles

90-day operational guarantee. We agree on the outcome KPI before launch. If we haven't hit it by day 90, we keep working free until we do.

How it works →

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Every role in this view is hireable, governed, and anchored to the fully-loaded cost of the equivalent hire.

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