JobFrame · Ladder · SCS.GEN.E2
Sales - Customer Success · General
The full level-by-level ladder — every rung side by side, current level (E2) highlighted.
Pay by level
Same pricing source as the profile's ticker header — family multiplier + inherited focus differential over the function×level base.
Pay rises with level — the structure that explains the most pay variance.
Mastery at this level
E2 — Foundational · does the basics reliably, by the book
Earn disclosure and develop real need
- Buyer discloses constraints and hidden concerns because the rep listens and reflects back what they hear
- Moves customers from vague dissatisfaction to explicitly stated needs before proposing anything
- Stays composed when a call goes sideways, labeling emotions rather than reacting
What’s next — Proficientat E3 → E4
The rep now leads the buying process and shapes how the decision is made across stakeholders, rather than following the customer's lead
What to learn
- The value drivers, roles, and economic context of each stakeholder type
- Influence mechanics: anchoring, loss aversion, fairness, objective criteria
- How BATNA and alternatives set leverage and walk-away thresholds
- Which behaviors fit which deal complexity and counterpart style
What to practice
- Building and delivering a commercial insight that reframes the problem
- Applying constructive tension and taking control of price and process
- Generating options for mutual gain before committing to terms
- Driving multi-stakeholder consensus and testing for genuine commitment
From Win As A B2B Account Executive — the closest guide to this family (semantic match; stage bands from the canonical level binding).
No JFM factory canon (responsibilities × level, level guidelines × level, skills) for this profile yet.