Business / Sales Development
Business / Sales Development is an individual-contributor career path within Sales & Revenue. Professionals progress from guided execution to independent delivery, senior problem solving, cross-team leadership and enterprise-level expertise without requiring people management.
- Función
- Sales & Revenue
- Arquetipo
- Sales
- Nivel más alto
- L6 · Senior Principal / Global Strategic Sales Professional
Para qué existe
Enables the organization to deliver reliable outcomes in business / sales development by building progressively deeper expertise, judgment, ownership and business impact.
Responsabilidades típicas
Execute discipline-specific work; apply professional standards; solve increasingly complex problems; collaborate with stakeholders; improve quality and efficiency; share expertise; at senior levels, shape practices and decisions beyond the immediate team.
Dónde se trabaja
Common in Sales & Revenue teams across technology companies, shared-services organizations, consulting firms, multinational operations and other employers that require business / sales development capability.
Cómo avanza la carrera
Sales Associate / Representative → Sales Professional / Account Executive → Senior / Enterprise Sales Professional → Lead / Strategic Sales Professional → Principal / Strategic Sales Professional → Senior Principal / Global Strategic Sales Professional
Niveles de esta carrera
Seis etapas estándar. La séptima existe solo donde la carrera la contempla.
Qué se espera en L4 · Lead / Strategic Sales Professional
Leads complex cross-team work through expertise without direct people management. The focus is successful individual contribution at this stage, not people management.
Las cinco dimensiones que cambian
- Autonomía
- Leads through expertise with little direction.
- Alcance
- Multiple projects/teams or a broad domain.
- Complejidad
- High complexity, dependencies and competing constraints.
- Influencia
- Cross-team and senior stakeholder influence.
- Impacto en el negocio
- Shapes practices and materially improves multi-team outcomes.
- Ambigüedad
- High.
Cómo se ve un buen desempeño
Lead / Strategic Sales Professional consistently demonstrates the expected autonomy and judgment for L4, delivers outcomes appropriate to the scope of the role, applies required Human, Professional and Technical skills at the mapped proficiency, and produces evidence of impact rather than relying on tenure alone.
Evidencia típica
Completed work with measurable quality/outcome; stakeholder feedback; examples of problems solved and decisions made; reusable artifacts or improvements; demonstrated skill proficiency; mentoring/influence evidence at senior levels.
Habilidades esperadas en L4
Agrupadas en humanas, profesionales y técnicas. La proficiencia meta usa la escala P1–P7, y cada fila dice qué significa ese nivel para esa habilidad.
Humanas18
| Humanas | P | De apoyo |
|---|---|---|
| AccountabilityExecution & Self-Management | P5AdvancedCentral | Recognized advanced practitioner who defines approaches and solves ambiguous cross-team problems. |
| Active listeningCommunication & Language | P5AdvancedCentral | Recognized advanced practitioner who defines approaches and solves ambiguous cross-team problems. |
| AdaptabilityExecution & Self-Management | P5AdvancedCentral | Recognized advanced practitioner who defines approaches and solves ambiguous cross-team problems. |
| Clear verbal communicationCommunication & Language | P5AdvancedCentral | Recognized advanced practitioner who defines approaches and solves ambiguous cross-team problems. |
| Clear written communicationCommunication & Language | P5AdvancedCentral | Recognized advanced practitioner who defines approaches and solves ambiguous cross-team problems. |
| CollaborationCollaboration & Relationships | P5AdvancedCentral | Recognized advanced practitioner who defines approaches and solves ambiguous cross-team problems. |
| Continuous learningExecution & Self-Management | P5AdvancedCentral | Recognized advanced practitioner who defines approaches and solves ambiguous cross-team problems. |
| Critical thinkingThinking & Problem Solving | P5AdvancedCentral | Recognized advanced practitioner who defines approaches and solves ambiguous cross-team problems. |
| Cross-functional collaborationCollaboration & Relationships | P5AdvancedCentral | Recognized advanced practitioner who defines approaches and solves ambiguous cross-team problems. |
| Decision makingThinking & Problem Solving | P5AdvancedCentral | Recognized advanced practitioner who defines approaches and solves ambiguous cross-team problems. |
| Influencing without authorityInfluence & Leadership Without Authority | P5AdvancedCentral | Recognized advanced practitioner who defines approaches and solves ambiguous cross-team problems. |
| ProfessionalismEthics & Professional Conduct | P5AdvancedCentral | Recognized advanced practitioner who defines approaches and solves ambiguous cross-team problems. |
| Stakeholder alignmentInfluence & Leadership Without Authority | P5AdvancedCentral | Recognized advanced practitioner who defines approaches and solves ambiguous cross-team problems. |
| Structured problem solvingThinking & Problem Solving | P5AdvancedCentral | Recognized advanced practitioner who defines approaches and solves ambiguous cross-team problems. |
| Time managementExecution & Self-Management | P5AdvancedCentral | Recognized advanced practitioner who defines approaches and solves ambiguous cross-team problems. |
| Giving constructive feedbackCommunication & Language | P4ProficientDe apoyo | Handles complex situations, adapts methods and guides peers in the skill. |
| Knowledge sharingCollaboration & Relationships | P4ProficientDe apoyo | Handles complex situations, adapts methods and guides peers in the skill. |
| MentoringCollaboration & Relationships | P4ProficientDe apoyo | Handles complex situations, adapts methods and guides peers in the skill. |
Profesionales9
| Profesionales | P | De apoyo |
|---|---|---|
| Sales methodologySales & Commercial Practice | P4ProficientCentral | Handles complex situations, adapts methods and guides peers in the skill. |
| Schedule managementProject, Program & Portfolio Management | P4ProficientDe apoyo | Handles complex situations, adapts methods and guides peers in the skill. |
| Scope managementProject, Program & Portfolio Management | P4ProficientDe apoyo | Handles complex situations, adapts methods and guides peers in the skill. |
| Service recoveryCustomer Success, Service & Support Practice | P4ProficientDe apoyo | Handles complex situations, adapts methods and guides peers in the skill. |
| Solution sellingSales & Commercial Practice | P4ProficientCentral | Handles complex situations, adapts methods and guides peers in the skill. |
| Status reportingProject, Program & Portfolio Management | P4ProficientDe apoyo | Handles complex situations, adapts methods and guides peers in the skill. |
| Technical support methodologyCustomer Success, Service & Support Practice | P4ProficientDe apoyo | Handles complex situations, adapts methods and guides peers in the skill. |
| Value-based sellingSales & Commercial Practice | P4ProficientCentral | Handles complex situations, adapts methods and guides peers in the skill. |
| Workforce management practiceCustomer Success, Service & Support Practice | P4ProficientDe apoyo | Handles complex situations, adapts methods and guides peers in the skill. |
Técnicas5
| Técnicas | P | De apoyo |
|---|---|---|
| ChatGPTAI Productivity & Knowledge Tools | P4ProficientDe apoyo | Handles complex situations, adapts methods and guides peers in the skill. |
| LinkedIn Sales NavigatorSales, CRM & Customer Success Platforms | P4ProficientCentral | Handles complex situations, adapts methods and guides peers in the skill. |
| Microsoft CopilotAI Productivity & Knowledge Tools | P4ProficientDe apoyo | Handles complex situations, adapts methods and guides peers in the skill. |
| Salesforce Sales CloudSales, CRM & Customer Success Platforms | P4ProficientCentral | Handles complex situations, adapts methods and guides peers in the skill. |
| SalesloftSales, CRM & Customer Success Platforms | P4ProficientCentral | Handles complex situations, adapts methods and guides peers in the skill. |
Qué cambia al pasar de L4 a L5
Moving from Lead / Strategic Sales Professional to Principal / Strategic Sales Professional means demonstrating sustained performance at a larger scope with greater autonomy, complexity, influence and business impact—not simply spending more time in role.
Cómo se demuestra que ya estás
Repeatedly performs key aspects of Principal / Strategic Sales Professional before promotion; demonstrates the required skill increases; handles highly complex/systemic problems.; receives credible stakeholder evidence; shows measurable outcomes at the next-level scope.
Cómo prepararse
Take stretch assignments at the next-level scope; deepen the listed skill gaps; seek feedback from experienced practitioners; document measurable outcomes and decisions; mentor/share knowledge where appropriate; pursue relevant learning or certification when it strengthens capability.
Carreras cercanas
Calculadas por habilidades compartidas. Es una señal para explorar, no una garantía de contratación ni de elegibilidad.
- Account ManagementSales & Revenue44 habilidades compartidas
- Sales Engineering / Solutions ConsultingSales & Revenue44 habilidades compartidas
- Sales Operations / Revenue OperationsSales & Revenue44 habilidades compartidas
- Partners / Channels / AlliancesSales & Revenue44 habilidades compartidas
- Renewals / Retention SalesSales & Revenue44 habilidades compartidas
- Sales EnablementSales & Revenue44 habilidades compartidas
Marco de carreras v21, activo desde 17 de agosto de 2026.