The sales org in 2026 looks different from the 2022 baseline. Outbound SDR teams were cut and rebuilt. RevOps stopped being a shared-services headcount and became its own function. Enterprise AE bands moved up 15-20% while SMB AE bands compressed. Founding AE — as a distinct hire from a Sr AE — is now a real title again after five years of it hiding under "Head of Sales."
This is the complete list: 47 sales job titles, organized by function, with realistic 2026 US salary bands by seniority tier and how each role's scope shifts as the company grows from Series A through IPO.
Salary bands below reflect US mid-market B2B SaaS at Series B-D. Numbers are base salary; OTE (on-target earnings) for quota-carrying roles typically runs 1.6-2x base for AEs and revenue leaders, 1.3-1.6x for SDRs, and 1.1-1.2x for non-quota roles. Coastal cities (SF, NYC, Boston, Seattle) add roughly 10-20%; non-coastal deducts 5-15%. Bands are directional benchmarks — actual offers depend on candidate track record, company stage, and territory.
The 7 functional groupings:
- SDR / BDR (8 roles)
- Account Executive (10 roles)
- Account Management (5 roles)
- Sales Leadership (8 roles)
- Sales Operations (6 roles)
- Sales Enablement (5 roles)
- RevOps (5 roles)
Total: 47 titles.
Skip to the section you need, or read straight through for the full 2026 sales org picture. B2B sales professionals selling into sales orgs: the last section covers which titles decide on sales tool purchases.
