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Key Responsibilities and Required Skills for B2B Sales Representative

💰 $60,000 - $160,000

SalesB2BEnterprise SalesSaaSAccount Management

🎯 Role Definition

As a B2B Sales Representative you will own full-cycle sales for assigned territories or verticals — from outbound prospecting and discovery to negotiation, close and post-sale handoff. This role requires consultative selling to mid-market and enterprise buyers, pipeline management in CRM (Salesforce/HubSpot), accurate forecasting, and cross-functional collaboration with marketing, product, legal and customer success teams to drive quota attainment and account expansion.

📈 Career Progression

Typical Career Path

Entry Point From:

  • Sales Development Representative (SDR) / Business Development Representative (BDR)
  • Inside Sales Representative
  • Account Coordinator / Junior Account Executive

Advancement To:

  • Senior Account Executive / Enterprise Account Executive
  • Sales Manager / Team Lead
  • Director of Sales / Head of Revenue
  • VP of Sales or Strategic Accounts

Lateral Moves:

  • Customer Success Manager
  • Solutions Engineer / Pre-Sales Specialist
  • Product Marketing or Sales Enablement

Core Responsibilities

Primary Functions

  • Prospect, research, and qualify new B2B leads using outbound channels (cold calling, email sequences, LinkedIn Sales Navigator) and inbound lead follow-up to maintain a high-quality, forecastable sales pipeline.
  • Manage the full sales cycle from initial outreach and discovery calls through demonstration, proof-of-concept (POC), negotiation, contracting, and close for mid-market and enterprise accounts.
  • Consistently hit or exceed monthly, quarterly, and annual revenue targets (quota attainment), KPIs and activity metrics such as qualified meetings, pipeline coverage, conversion rates, and average deal size.
  • Conduct in-depth consultative discovery sessions with economic buyers and technical stakeholders to understand strategic business objectives, pain points, and buying processes and to qualify fit.
  • Build and deliver tailored product demonstrations, customized proposals, ROI analyses, and TCO models that clearly articulate business value and drive decision-making in complex buying committees.
  • Create and execute territory and account plans with segmentation, prioritization, target account lists and multi-threaded outreach to accelerate pipeline velocity and increase win rates.
  • Collaborate with solutions engineers and product specialists to scope technical requirements, craft proofs of concept, and validate solution fit during sales cycles.
  • Prepare accurate and timely sales forecasts, maintain up-to-date opportunity stages and pipeline hygiene in CRM (Salesforce, HubSpot), and use data to identify risks and opportunities.
  • Lead contract negotiations, commercial terms, pricing discussions, and legal reviews to close deals that meet company margin and compliance requirements.
  • Respond to RFPs, RFIs, and vendor questionnaires; craft persuasive written proposals and statements of work in partnership with operations and legal teams.
  • Coordinate multi-stakeholder deal orchestration, align internal resources and timelines, and manage complex procurement processes for enterprise accounts.
  • Identify, pursue and close upsell and cross-sell opportunities within existing accounts in partnership with Customer Success to maximize account lifetime value (LTV).
  • Run account-based marketing (ABM) initiatives with marketing to create personalized outreach sequences, events, and content targeted at named accounts.
  • Conduct competitive displacement strategies by tracking competitor activity, articulating differentiation, and positioning the product against alternatives to win deals.
  • Maintain rigorous follow-up cadence with prospects and stakeholders, use pipeline automation and sequences effectively, and ensure consistent sales velocity.
  • Mentor and coach junior sales reps and SDRs on prospecting best practices, objection handling, presentation skills and CRM discipline to scale team performance.
  • Prepare executive-level briefings and presentations for internal stakeholders and customer C-suite sponsors to secure approvals and accelerate deals.
  • Manage long sales cycles with multiple decision-makers, anticipate objections, and create stakeholder maps and buying committee alignment plans.
  • Ensure a smooth post-sale handoff to Customer Success and Implementation teams with complete documentation, success criteria, and onboarding timelines.
  • Participate in cross-functional feedback loops to the product and marketing teams by surfacing customer needs, feature requests, and market trends to influence roadmap prioritization.

Secondary Functions

  • Represent the company at conferences, trade shows, webinars and industry events to generate leads, network with prospects, and build brand awareness.
  • Collaborate with marketing to develop high-impact sales collateral, case studies, pitch decks, and one-pagers tailored to vertical and persona-specific selling motions.
  • Support pilot programs and trial implementations by coordinating logistics, timelines, success metrics and technical resources to prove value quickly.
  • Maintain and expand a pipeline of referenceable customers and case studies; solicit testimonials and referrals to support future sales.
  • Help refine pricing models and discount approval processes by providing market feedback and deal-level insights to revenue operations and finance.
  • Conduct ongoing market and competitive research to identify new segments, adjacencies and partnership opportunities.
  • Assist in preparing contract exhibits, service-level agreements (SLAs) and renewal workflows in cooperation with Legal and Finance.
  • Track and report on sales metrics, funnel conversion rates and win/loss analyses to continuous improve the sales playbook.
  • Provide subject matter expertise and demo support for marketing-led events, webinars and product launches.
  • Contribute to hiring interviews, onboarding and continual training programs for new sales hires.

Required Skills & Competencies

Hard Skills (Technical)

  • Full-cycle B2B sales experience with track record of quota attainment and pipeline management.
  • Enterprise & mid-market selling, account-based selling (ABM) and multi-threaded outreach.
  • Consultative and solution selling; ability to create ROI / TCO models and value-based proposals.
  • Proficiency with CRM systems (Salesforce, HubSpot, or similar) including opportunity management and forecasting.
  • Experience with sales engagement tools and outbound platforms (Outreach, Salesloft, LinkedIn Sales Navigator).
  • Demonstrated contract negotiation and pricing strategy experience; familiarity with SLAs and commercial terms.
  • Ability to lead demos, POCs and technical discovery sessions in coordination with solutions engineers.
  • Strong competency in generating and responding to RFPs/RFIs and producing formal proposals.
  • Sales analytics and pipeline reporting skills using Excel, Google Sheets, or BI tools for forecasting and territory planning.
  • Familiarity with SaaS business models, ARR/MRR concepts, churn/expansion dynamics and subscription pricing.
  • Experience working with legal, finance and procurement stakeholders to manage procurement and contracting cycles.

Soft Skills

  • Exceptional verbal and written communication tailored to C-level and technical audiences.
  • Strong negotiation skills with ability to influence buying committees and close complex deals.
  • High emotional intelligence and relationship-building skills for long-term account development.
  • Strategic thinking and planning with discipline in territory/account management.
  • Resilience, persistence and strong work ethic in a high-velocity outbound environment.
  • Strong problem-solving and analytical mindset; data-driven decision making.
  • Time management and organizational skills to manage multiple opportunities and long sales cycles.
  • Collaborative team player who partners effectively across product, marketing, customer success and legal.
  • Coachability and continuous improvement orientation — open to feedback and process optimization.
  • Customer-centric mindset with focus on outcomes, adoption and mutual success.

Education & Experience

Educational Background

Minimum Education:

  • Bachelor’s degree or equivalent practical sales experience.

Preferred Education:

  • Bachelor’s degree in Business, Marketing, Finance, Computer Science, Engineering, or related field.
  • MBA or advanced degree is a plus for enterprise roles or strategic account leadership.

Relevant Fields of Study:

  • Business Administration / Marketing
  • Finance / Economics
  • Computer Science / Engineering (for technical product selling)
  • Communication / Sales Management

Experience Requirements

Typical Experience Range: 2–7 years in B2B sales (mid-market, SMB, or enterprise), depending on role seniority.

Preferred: 3–5 years for quota-carrying field/inside sales roles; 5+ years for enterprise sales with experience handling complex multi-stakeholder deals, RFPs and long procurement cycles. Prior SaaS sales or industry specialization (fintech, healthcare, cybersecurity, HR tech, etc.) is strongly preferred for targeted roles.

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