Sales, Customer Success & RevOps

Revenue Operations

An operating model that aligns sales, marketing, customer success, data and systems around the revenue lifecycle.

Processes and systems supporting sales

The function that improves sales planning, data, tooling, territories, compensation and process execution.

Helping customers realise intended value

A proactive function focused on adoption, outcomes, retention and sustainable account growth after a sale.

Customer Success Manager

A role responsible for helping a portfolio of customers adopt a product, achieve outcomes and renew.

Account Executive

A sales role that manages qualified opportunities and leads commercial conversations through to close.

Sales Development Representative

A role that researches prospects, starts conversations and qualifies potential opportunities for account executives.

Business Development Representative

A prospecting role often focused on outbound outreach, partnerships or creating new pipeline; usage varies by company.

Account-Based Marketing

A coordinated approach that targets selected high-value organisations with tailored marketing and sales activity.

Product-Qualified Lead

A user or account whose product behaviour indicates meaningful value and potential readiness for a commercial conversation.

Ranking leads by fit and intent

A method that assigns points or categories using profile and behaviour signals to guide follow-up priority.

Open sales opportunities by stage

A structured view of potential deals, their value, stage, owner and expected timing.

An estimate of future sales outcomes

A time-bound prediction of revenue or bookings based on pipeline, evidence and defined probability assumptions.

Time and steps from prospect to customer

The sequence and duration of activities required to qualify, evaluate, negotiate and close a sale.

Proof of Value

A limited evaluation designed to demonstrate measurable customer benefit in a real context before a larger commitment.

A combined signal of account health

A model using adoption, support, sentiment, outcomes and commercial data to flag retention or growth risk.

Quarterly Business Review

A periodic customer or internal review of outcomes, performance, priorities and next steps; it need not be exactly quarterly.

The share of customers or contracts renewed

A retention metric calculated by count or value; the chosen method and eligible population should be stated.

Start small, then grow within an account

A go-to-market motion that wins an initial use case and expands to more users, teams or capabilities after value is proven.