Sales Survival Kit
Before posting a mission or applying, let's take 2 minutes to align on sales vocabulary. Behind the technical terms, there are simply different stages in the sales cycle.
The sales cycle explained simply
Sales almost always follow the same path. At UPFLO, each role maps to a stage in this cycle.
- 01
Find prospects
Identify companies and people who might be interested in the product or service.
- 02
Get a meeting
Reach out to prospects via email, LinkedIn, or phone to secure a first qualified call.
- 03
Present the solution
Explain how the product solves the prospect's problem, often through a demo or call.
- 04
Close the deal
Negotiate terms, handle objections, and get the contract signed.
- 05
Retain the customer
Support the customer after the sale to ensure satisfaction and grow the relationship.
Sales roles explained simply
Each role steps in at a specific point in the cycle. Here are the 6 profiles you'll encounter most often.
Setter (SDR / BDR)
The setter prospects via LinkedIn, email, or phone. They identify the right companies and fill the sales calendar. Often the first hire in a startup.
Full-Cycle Sales Rep (B2B)
They do it all: prospecting, meetings, demos, negotiation, and closing. A complete hunter. Common in small teams.
Sales Engineer
They step in when the product is complex (technical software, industrial solutions, IT products). The bridge between tech and sales.
Closer
The closer steps in after meetings. They handle negotiation, address objections, and finalize the signature. Goal: turn opportunities into customers.
Account Manager
Unlike hunters, they manage existing accounts, grow revenue, and upsell additional services. Often dedicated to key accounts.
Customer Success Manager
After the sale, the CSM supports the customer, ensures product adoption, and prevents churn. Goal: satisfaction and retention.
Quick summary
Setter (SDR / BDR)
Steps 1–2Find prospects and book meetings
Full-Cycle Sales Rep (B2B)
Steps 1–5Manage the entire sales cycle
Sales Engineer
Step 3Explain the technical solution
Closer
Step 4Close the deal
Account Manager
Step 5Grow existing accounts
Customer Success Manager
Step 5Retain customers
| Role | Main mission | Cycle steps |
|---|---|---|
| Setter (SDR / BDR) | Find prospects and book meetings | Steps 1–2 |
| Full-Cycle Sales Rep (B2B) | Manage the entire sales cycle | Steps 1–5 |
| Sales Engineer | Explain the technical solution | Step 3 |
| Closer | Close the deal | Step 4 |
| Account Manager | Grow existing accounts | Step 5 |
| Customer Success Manager | Retain customers | Step 5 |
Glossary
Terms you'll hear often in the sales world.
Pipeline
The list of ongoing sales opportunities. All deals at different stages of progress.
Lead
A company or person potentially interested in the product. A lead is not yet a customer.
ICP (Ideal Customer Profile)
The ideal customer type for a product. Defining your ICP helps target the right prospects and avoid wasting time.
Cold outreach
Contacting someone who doesn't know the product yet. As opposed to warm outreach (already identified contact).
Conversion
The moment a prospect becomes a customer. The conversion rate measures how effective the sales process is.
Why this page exists
At UPFLO, we want to prevent a classic mistake: asking for a closer when you need a setter, or hiring a full-cycle sales rep when the startup should be testing its market first.
Find the right profile
for your growth.
Now that the roles are clear, post your first mission or find the one that fits you.