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Post a missionBefore 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.
Sales almost always follow the same path. At UPFLO, each role maps to a stage in this cycle.
Identify companies and people who might be interested in the product or service.
Reach out to prospects via email, LinkedIn, or phone to secure a first conversation.
Each role steps in at a specific point in the cycle. Here are the 6 profiles you'll encounter most often.
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.
| 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 |
Terms you'll hear often in the sales world.
The list of ongoing sales opportunities. All deals at different stages of progress.
A company or person potentially interested in the product. A lead is not yet a customer.
The ideal customer type for a product. Defining your ICP helps target the right prospects and avoid wasting time.
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.
Now that the roles are clear, post your first mission or find the one that fits you.
Explain how the product solves the prospect's problem, often through a demo or call.
Negotiate terms, handle objections, and get the contract signed.
Support the customer after the sale to ensure satisfaction and grow the relationship.
They do it all: prospecting, meetings, demos, negotiation, and closing. A complete hunter. Common in small teams.
They step in when the product is complex (technical software, industrial solutions, IT products). The bridge between tech and sales.
The closer steps in after meetings. They handle negotiation, address objections, and finalize the signature. Goal: turn opportunities into customers.
Unlike hunters, they manage existing accounts, grow revenue, and upsell additional services. Often dedicated to key accounts.
After the sale, the CSM supports the customer, ensures product adoption, and prevents churn. Goal: satisfaction and retention.
| Step 4 |
| Account Manager | Grow existing accounts | Step 5 |
| Customer Success Manager | Retain customers | Step 5 |
Contacting someone who doesn't know the product yet. As opposed to warm outreach (already identified contact).
The moment a prospect becomes a customer. The conversion rate measures how effective the sales process is.