role-examples.md
title: Role examples description: Example seat motions and criteria orders for four common GTM hires, as starting points to adapt, not templates to copy.
Role examples
These show how the seat motion changes the criteria and the order. Weights are left out on purpose: set them for your seat with the scoring method.
SDR / BDR
- Seat motion: no deals closed, meetings booked; outbound-heavy; first conversation with a director or VP.
- Criteria, in rank order:
- Activity and discipline
- Pipeline source (anything self-generated, even outside sales)
- Coachability
- Buyer (comfort speaking to senior people)
- Product complexity (can they learn and explain it)
- Attainment evidence (meeting targets, or any measurable target held before)
- Must-have: activity and discipline.
Mid-market AE
- Seat motion: 30k to 80k average deal; 60 to 90 day cycle; head of function signs; roughly half self-sourced; new business.
- Criteria, in rank order:
- Pipeline source
- Deal size
- Sales cycle length
- Attainment evidence
- Forecast accuracy
- Coachability
- Must-have: pipeline source.
Enterprise AE
- Seat motion: 150k and up average deal; six to twelve month cycle; buying committee with procurement and security; strategic named accounts.
- Criteria, in rank order:
- Buyer (multi-threading the committee)
- Deal size
- Sales cycle length
- Product complexity
- Pipeline source
- Attainment evidence
- Forecast accuracy
- Must-haves: buyer and deal size.
Customer success manager (commercial)
- Seat motion: a book of 30 to 60 accounts; owns renewal and expansion; onboarding is technical.
- Criteria, in rank order:
- Expansion evidence (revenue grown inside a book)
- Churn spotted early (examples, not process)
- Commercial conversations led (renewals, price increases)
- Onboarding complexity handled
- Book size managed
- Coachability
- Must-have: commercial conversations led.
The figures above are illustrative. Replace every one with your own seat's numbers before the scorecard is used.