Sort Roles by Compensation Emphasis

Match each role scenario to the compensation emphasis that best fits its ownership. New-logo acquisition Retention and expansion Expert influence Team leadership AE owns prospecting, commercial negotiation, and closing new customers Account manager owns renewal risk and expansion in installed accounts Solution consultant owns technical validation but not commercial close Frontline leader owns team attainment, coaching, forecast quality, and retention Security specialist influences regulated deals and owns technical win criteria Commercial CSM owns adoption health and qualified expansion leads Outbound rep owns qualified meeting creation for new buying centers Regional VP owns aggregate quota, manager quality, and cross-territory discipline

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