Book
Sales
What sales postings actually ask for, the roles and how they differ, pipeline and forecasting, selling technical and AI products, the loop, and the honest version of crossing over from a technical role.
2,173 postings. Written as evidence rather than coaching — it reports what employers ask for and is explicit about the limits of that.
CHAPTER 1
What sales postings actually ask for
2,173 postings. Quota in 87%, pipeline in 84%, enterprise in 84% — and AI in 77%.
CHAPTER 2
The roles, and how they differ
SDR, AE, enterprise AE, account manager — the ladder, and where each is measured.
CHAPTER 3
Pipeline, forecasting and the number
Named in 84% of postings. The mechanics, reported from what employers describe.
CHAPTER 4
Selling technical products
Technical depth is named in 56% of postings. This is where a technical background converts.
CHAPTER 5
The loop, and moving into sales from a technical role
What the process looks like, and the honest version of the career change.