Skills

What every revenue seat is hired on, and the RIVET course that teaches it

Skills counted in public job posts we coded, placed on the INFINITE Pipeline, with the course that teaches each.

The skill horizon

What GTM teams need now, and next year

What GTM and revenue teams are hired on now, and where RIVET’s model sees demand heading next year. The analytical, AI-assisted skills rise furthest; ICP and account research climbs most of the skills already in most posts — the ground the RIVET Academy is built on.

  • AI fluency
  • Prospecting and pipeline
  • Discovery, deals and closing
  • Revenue operations and analytics
  • At or over the floor (n ≥ 50)
  • Low sample, under the floor
Each dot is a GTM/revenue skill. Left to right: the share of the coded posts that name it now. Up and down: how far RIVET’s model projects its demand to move next year — a projection, not a measured trend. Hollow dots are low-sample (under the floor of 50). The method and sample are in How we build it.

Demand now: RIVET coded job posts (Desert Camel Report) (393 posts, Egypt and the Gulf, coded 4 to 9 Nov 2026; each post ≤ 3 months old). Projection: RIVET’s model, tilting each skill by the WEF Future of Jobs Report 2025, Figure 3.6 (expected rise in use), MENA economies. This is RIVET’s model, not a measured trend.

See the numbers and the course for every skill
Every GTM/revenue skill: the share of coded posts that name it now, and RIVET’s projected change in demand next year (a model, not a measurement)
SkillDomainDemand now (%)Projected next yearCourse that teaches itSample
CRM administration and data integrityRevenue operations and analytics82.5 per cent, 33 of 40 RevOps posts+15 pts (RIVET model)Learn it: GTM EngineeringComing soonRevOps low sample (n 40, under the floor of 50)
Reporting and dashboards (CRM and BI)Revenue operations and analytics87.5 per cent, 35 of 40 RevOps posts+10.2 pts (RIVET model)Learn it: INFINITE AnalyticsComing soonRevOps low sample (n 40, under the floor of 50)
GTM process design and improvementRevenue operations and analytics87.5 per cent, 35 of 40 RevOps posts+9.5 pts (RIVET model)Learn it: Revenue Growth ArchitectOpen nowRevOps low sample (n 40, under the floor of 50)
Funnel and pipeline analyticsRevenue operations and analytics72.5 per cent, 29 of 40 RevOps posts+8.5 pts (RIVET model)Learn it: Revenue Growth ArchitectOpen nowRevOps low sample (n 40, under the floor of 50)
ICP and account researchProspecting and pipeline70 per cent, 70 of 100 SDR/BDR posts+8.2 pts (RIVET model)Learn it: AI Workspace GTM/Revenue EngineerOpen nowSDR/BDR, n 100
Rep-level forecasting and CRM disciplineDiscovery, deals and closing67.9 per cent, 72 of 106 Account Executive posts+8 pts (RIVET model)Learn it: AI Workspace GTM/Revenue EngineerOpen nowAccount Executive, n 106
Product demo and solution presentationDiscovery, deals and closing56.6 per cent, 60 of 106 Account Executive posts+7.5 pts (RIVET model)Learn it: AI-Powered SellingIn the AcademyAccount Executive, n 106
Spreadsheet and financial modellingRevenue operations and analytics60 per cent, 24 of 40 RevOps posts+7.2 pts (RIVET model)–RevOps low sample (n 40, under the floor of 50)
Revenue forecasting (team and company)Revenue operations and analytics55 per cent, 22 of 40 RevOps posts+6.4 pts (RIVET model)Learn it: Senior ManagementretiredRevOps low sample (n 40, under the floor of 50)
Multichannel outbound (phone, email, LinkedIn)Prospecting and pipeline69 per cent, 69 of 100 SDR/BDR posts+5.5 pts (RIVET model)Learn it: AI Workspace GTM/Revenue EngineerOpen nowSDR/BDR, n 100
Insight communication (QBRs, executive readouts)Revenue operations and analytics72.5 per cent, 29 of 40 RevOps posts+5.3 pts (RIVET model)Learn it: Insight EngineeringretiredRevOps low sample (n 40, under the floor of 50)
Negotiation and closingDiscovery, deals and closing86.8 per cent, 92 of 106 Account Executive posts+4.8 pts (RIVET model)Learn it: AI Workspace GTM/Revenue EngineerOpen nowAccount Executive, n 106
Cold callingProspecting and pipeline70 per cent, 70 of 100 SDR/BDR posts+3.3 pts (RIVET model)–SDR/BDR, n 100
Outreach messaging and personalisationProspecting and pipeline43 per cent, 43 of 100 SDR/BDR posts+3.3 pts (RIVET model)Learn it: AI Workspace GTM/Revenue EngineerOpen nowSDR/BDR, n 100
Early-stage lead qualificationProspecting and pipeline85 per cent, 85 of 100 SDR/BDR posts+3.3 pts (RIVET model)Learn it: AI Workspace GTM/Revenue EngineerOpen nowSDR/BDR, n 100
Value articulation, business case and ROIDiscovery, deals and closing44.3 per cent, 47 of 106 Account Executive posts+3 pts (RIVET model)Learn it: AI-Powered Enterprise SellingIn the AcademyAccount Executive, n 106
AI agent design, grounding and governanceAI fluency33.3 per cent, 1 of 3 Sales / Solutions Engineer posts+2.9 pts (RIVET model)Learn it: AI Workspace GTM/Revenue EngineerOpen nowSales / Solutions Engineer low sample (n 3, under the floor of 50)
Segmentation, territory, quota and capacity planningRevenue operations and analytics47.5 per cent, 19 of 40 RevOps posts+2.3 pts (RIVET model)Learn it: Senior ManagementretiredRevOps low sample (n 40, under the floor of 50)
AI-assisted research, writing and productivityAI fluency10 per cent, 10 of 100 SDR/BDR posts+1.8 pts (RIVET model)Learn it: AI Workspace GTM/Revenue EngineerOpen nowSDR/BDR, n 100
Territory, account planning and pipeline coverageDiscovery, deals and closing83 per cent, 88 of 106 Account Executive posts+1.4 pts (RIVET model)Learn it: AI-Powered Account ManagementIn the AcademyAccount Executive, n 106
Deal qualification frameworks (MEDDIC family)Discovery, deals and closing17.9 per cent, 19 of 106 Account Executive posts+0.9 pts (RIVET model)–Account Executive, n 106
SQL and data handlingRevenue operations and analytics10 per cent, 4 of 40 RevOps posts+0.9 pts (RIVET model)–RevOps low sample (n 40, under the floor of 50)
Multi-stakeholder and executive engagementDiscovery, deals and closing74.5 per cent, 79 of 106 Account Executive posts+0.6 pts (RIVET model)Learn it: AI-Powered Enterprise SellingIn the AcademyAccount Executive, n 106
Enterprise cycle managementDiscovery, deals and closing50.9 per cent, 54 of 106 Account Executive posts+0.4 pts (RIVET model)Learn it: AI-Powered Enterprise SellingIn the AcademyAccount Executive, n 106
Discovery and needs diagnosisDiscovery, deals and closing49 per cent, 49 of 100 SDR/BDR posts-0.4 pts (RIVET model)Learn it: Revenue Growth ArchitectOpen nowSDR/BDR, n 100
Objection handlingProspecting and pipeline16 per cent, 16 of 100 SDR/BDR posts-0.4 pts (RIVET model)Learn it: AI-Powered ProspectingIn the AcademySDR/BDR, n 100
Activity and KPI self-managementProspecting and pipeline60 per cent, 60 of 100 SDR/BDR posts-2 pts (RIVET model)Learn it: AI-Powered ProspectingIn the AcademySDR/BDR, n 100

Demand

What each GTM role is hired on

What each revenue seat is hired on. SDR/BDR posts ask most for Early-stage lead qualification, 85 of 100. 11 of the 14 seats are still small samples, so read them as a signal, not a count.

Role
  • SDR/BDR100 posts coded
  • Account Executive106 posts coded
  • Sales Executive62 posts coded
  • Account Manager40 posts coded
  • Customer Success Manager13 posts coded
  • Sales / Solutions Engineer3 posts coded
  • Partnerships / Channel7 posts coded
  • RevOps40 posts coded
  • Sales Team Leader6 posts coded
  • Sales Manager1 posts coded
  • Business Development Manager6 posts coded
  • Sales Director / Head of Sales7 posts coded
  • Country / Regional Manager1 posts coded
  • VP Sales / Head of Revenue1 posts coded
Each bar is the posts naming the skill, against all of that role’s coded posts. It opens on the three seats with the most posts; pick any seat to see it alone. A role under the sample floor is drawn hatched and marked low sample.
See the numbers and the course for every role
Skills named in the coded job posts, region, by role (a small sample is marked)
SkillSDR/BDR (of 100)Account Executive (of 106)Sales Executive (of 62)Account Manager (of 40, low sample)Customer Success Manager (of 13, low sample)Sales / Solutions Engineer (of 3, low sample)Partnerships / Channel (of 7, low sample)RevOps (of 40, low sample)Sales Team Leader (of 6, low sample)Sales Manager (of 1, low sample)Business Development Manager (of 6, low sample)Sales Director / Head of Sales (of 7, low sample)Country / Regional Manager (of 1, low sample)VP Sales / Head of Revenue (of 1, low sample)Course that teaches it
Negotiation and closing1992452611624134– not in this role's coded list1Learn it: Skills CoachingOpen now
Rep-level forecasting and CRM discipline70723411211– not in this role's coded list4143– not in this role's coded list– not in this role's coded listLearn it: AI Workspace GTM/Revenue EngineerOpen now
Multi-stakeholder and executive engagement2579814533– not in this role's coded list2– not in this role's coded list24– not in this role's coded list1Learn it: AI-Powered Enterprise SellingIn the Academy
Value articulation, business case and ROI154727– not in this role's coded list32– not in this role's coded list– not in this role's coded list1– not in this role's coded list2– not in this role's coded list1Learn it: AI-Powered Enterprise SellingIn the Academy
Territory, account planning and pipeline coverage298820203– not in this role's coded list1– not in this role's coded list1– not in this role's coded list– not in this role's coded list5– not in this role's coded list1Learn it: AI-Powered Account ManagementIn the Academy
Product demo and solution presentation22603516– not in this role's coded list3– not in this role's coded list– not in this role's coded list2– not in this role's coded list31– not in this role's coded list– not in this role's coded listLearn it: AI-Powered SellingIn the Academy
Enterprise cycle management– not in this role's coded list5431– not in this role's coded list31– not in this role's coded list– not in this role's coded list– not in this role's coded list13– not in this role's coded list1Learn it: AI-Powered Enterprise SellingIn the Academy
GTM process design and improvement9– not in this role's coded list– not in this role's coded list1– not in this role's coded list– not in this role's coded list2352– not in this role's coded list– not in this role's coded list3– not in this role's coded list1Learn it: GTM EngineeringComing soon
Reporting and dashboards (CRM and BI)3– not in this role's coded list14– not in this role's coded list– not in this role's coded list1352– not in this role's coded list121– not in this role's coded listLearn it: INFINITE AnalyticsComing soon
Revenue forecasting (team and company)– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded list222– not in this role's coded list– not in this role's coded list15– not in this role's coded list1Learn it: INFINITE AnalyticsComing soon
Multichannel outbound (phone, email, LinkedIn)694214– not in this role's coded list111– not in this role's coded list1– not in this role's coded list31– not in this role's coded list– not in this role's coded listLearn it: AI-Powered ProspectingIn the Academy
Discovery and needs diagnosis494714413– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded list11– not in this role's coded list– not in this role's coded listLearn it: AI-Powered SellingIn the Academy
Insight communication (QBRs, executive readouts)1153166– not in this role's coded list2291– not in this role's coded list– not in this role's coded list1– not in this role's coded list– not in this role's coded listLearn it: INFINITE AnalyticsComing soon
Segmentation, territory, quota and capacity planning– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded list1192– not in this role's coded list– not in this role's coded list2– not in this role's coded list1Learn it: Revenue Growth ArchitectOpen now
ICP and account research7024122– not in this role's coded list– not in this role's coded list2– not in this role's coded list– not in this role's coded list– not in this role's coded list21– not in this role's coded list– not in this role's coded listLearn it: AI-Powered ProspectingIn the Academy
AI-assisted research, writing and productivity1063– not in this role's coded list– not in this role's coded list1– not in this role's coded list7– not in this role's coded list– not in this role's coded list1– not in this role's coded list1– not in this role's coded listLearn it: AI Workspace GTM/Revenue EngineerOpen now
Funnel and pipeline analytics222– not in this role's coded list1– not in this role's coded list1291– not in this role's coded list13– not in this role's coded list– not in this role's coded listLearn it: INFINITE AnalyticsComing soon
Early-stage lead qualification853193– not in this role's coded list– not in this role's coded list1– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded listLearn it: AI-Powered ProspectingIn the Academy
Activity and KPI self-management60817– not in this role's coded list2– not in this role's coded list– not in this role's coded list– not in this role's coded list2– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded listLearn it: Skills CoachingOpen now
CRM administration and data integrity14– not in this role's coded list– not in this role's coded list– not in this role's coded list2– not in this role's coded list133– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded listLearn it: GTM EngineeringComing soon
Spreadsheet and financial modelling22141– not in this role's coded list– not in this role's coded list24– not in this role's coded list– not in this role's coded list– not in this role's coded list1– not in this role's coded list– not in this role's coded listLearn it: INFINITE AnalyticsComing soon
Cold calling7097– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded listLearn it: AI-Powered ProspectingIn the Academy
Outreach messaging and personalisation4311– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded listLearn it: AI-Powered ProspectingIn the Academy
Objection handling16118– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded listLearn it: AI-Powered ProspectingIn the Academy
AI agent design, grounding and governance– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded list1– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded listLearn it: AI Workspace GTM/Revenue EngineerOpen now
Deal qualification frameworks (MEDDIC family)519– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded listLearn it: Skills CoachingOpen now
SQL and data handling– not in this role's coded list– not in this role's coded list– not in this role's coded list2– not in this role's coded list– not in this role's coded list– not in this role's coded list4– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded list– not in this role's coded listLearn it: GTM EngineeringComing soon

Every seat

What every revenue seat is hired on

18 revenue seats, 393 posts, 27 skills. Negotiation and closing is asked of 13 of the 14 seats with posts; read down a column for what a seat is hired on, across a row for who is hired on it.

  • Darker: more of the seat’s posts name it, on a sample big enough to trust
  • Low sample, read as a signal
  • Not named in any post
Posts naming each skill, by seat, for Egypt and the Gulf pooled. Under each seat: its coded posts. A seat under the floor of 50 is marked low sample; a seat with no post yet keeps its column.
RepsManagersLeaders
SkillSDR/BDRn 100AEn 106Sales Execn 62Account Mgrn 40lowCSMn 13lowSales Engn 3lowPartnershipsn 7lowRevOpsn 40lowEnablementno posts yetGTM Engno posts yetTeam Leadn 6lowSales Mgrn 1lowBD Mgrn 6lowRevOps Mgrno posts yetSales Dirn 7lowCountry Mgrn 1lowVP Salesn 1lowCROno posts yet
AI fluency
AI-assisted research, writing and productivity10 of 100 SDR/BDR posts6 of 106 Account Executive posts3 of 62 Sales Executive postsAccount Manager: named in none of 40 postsCustomer Success Manager: named in none of 13 posts1 of 3 Sales / Solutions Engineer postsPartnerships / Channel: named in none of 7 posts7 of 40 RevOps postsSales Enablement: no posts yetGTM Engineer: no posts yetSales Team Leader: named in none of 6 postsSales Manager: named in none of 1 posts1 of 6 Business Development Manager postsRevOps Manager: no posts yetSales Director / Head of Sales: named in none of 7 posts1 of 1 Country / Regional Manager postsVP Sales / Head of Revenue: named in none of 1 postsCRO / Chief Commercial Officer: no posts yet
AI agent design, grounding and governanceSDR/BDR: named in none of 100 postsAccount Executive: named in none of 106 postsSales Executive: named in none of 62 postsAccount Manager: named in none of 40 postsCustomer Success Manager: named in none of 13 posts1 of 3 Sales / Solutions Engineer postsPartnerships / Channel: named in none of 7 postsRevOps: named in none of 40 postsSales Enablement: no posts yetGTM Engineer: no posts yetSales Team Leader: named in none of 6 postsSales Manager: named in none of 1 postsBusiness Development Manager: named in none of 6 postsRevOps Manager: no posts yetSales Director / Head of Sales: named in none of 7 postsCountry / Regional Manager: named in none of 1 postsVP Sales / Head of Revenue: named in none of 1 postsCRO / Chief Commercial Officer: no posts yet
Discovery, deals and closing
Negotiation and closing19 of 100 SDR/BDR posts92 of 106 Account Executive posts45 of 62 Sales Executive posts26 of 40 Account Manager posts1 of 13 Customer Success Manager posts1 of 3 Sales / Solutions Engineer posts6 of 7 Partnerships / Channel posts2 of 40 RevOps postsSales Enablement: no posts yetGTM Engineer: no posts yet4 of 6 Sales Team Leader posts1 of 1 Sales Manager posts3 of 6 Business Development Manager postsRevOps Manager: no posts yet4 of 7 Sales Director / Head of Sales postsCountry / Regional Manager: named in none of 1 posts1 of 1 VP Sales / Head of Revenue postsCRO / Chief Commercial Officer: no posts yet
Multi-stakeholder and executive engagement25 of 100 SDR/BDR posts79 of 106 Account Executive posts8 of 62 Sales Executive posts14 of 40 Account Manager posts5 of 13 Customer Success Manager posts3 of 3 Sales / Solutions Engineer posts3 of 7 Partnerships / Channel postsRevOps: named in none of 40 postsSales Enablement: no posts yetGTM Engineer: no posts yet2 of 6 Sales Team Leader postsSales Manager: named in none of 1 posts2 of 6 Business Development Manager postsRevOps Manager: no posts yet4 of 7 Sales Director / Head of Sales postsCountry / Regional Manager: named in none of 1 posts1 of 1 VP Sales / Head of Revenue postsCRO / Chief Commercial Officer: no posts yet
Rep-level forecasting and CRM discipline70 of 100 SDR/BDR posts72 of 106 Account Executive posts34 of 62 Sales Executive posts11 of 40 Account Manager posts2 of 13 Customer Success Manager posts1 of 3 Sales / Solutions Engineer posts1 of 7 Partnerships / Channel postsRevOps: named in none of 40 postsSales Enablement: no posts yetGTM Engineer: no posts yet4 of 6 Sales Team Leader posts1 of 1 Sales Manager posts4 of 6 Business Development Manager postsRevOps Manager: no posts yet3 of 7 Sales Director / Head of Sales postsCountry / Regional Manager: named in none of 1 postsVP Sales / Head of Revenue: named in none of 1 postsCRO / Chief Commercial Officer: no posts yet
Value articulation, business case and ROI15 of 100 SDR/BDR posts47 of 106 Account Executive posts2 of 62 Sales Executive posts7 of 40 Account Manager postsCustomer Success Manager: named in none of 13 posts3 of 3 Sales / Solutions Engineer posts2 of 7 Partnerships / Channel postsRevOps: named in none of 40 postsSales Enablement: no posts yetGTM Engineer: no posts yetSales Team Leader: named in none of 6 posts1 of 1 Sales Manager postsBusiness Development Manager: named in none of 6 postsRevOps Manager: no posts yet2 of 7 Sales Director / Head of Sales postsCountry / Regional Manager: named in none of 1 posts1 of 1 VP Sales / Head of Revenue postsCRO / Chief Commercial Officer: no posts yet
Territory, account planning and pipeline coverage29 of 100 SDR/BDR posts88 of 106 Account Executive posts20 of 62 Sales Executive posts20 of 40 Account Manager posts3 of 13 Customer Success Manager postsSales / Solutions Engineer: named in none of 3 posts1 of 7 Partnerships / Channel postsRevOps: named in none of 40 postsSales Enablement: no posts yetGTM Engineer: no posts yet1 of 6 Sales Team Leader postsSales Manager: named in none of 1 postsBusiness Development Manager: named in none of 6 postsRevOps Manager: no posts yet5 of 7 Sales Director / Head of Sales postsCountry / Regional Manager: named in none of 1 posts1 of 1 VP Sales / Head of Revenue postsCRO / Chief Commercial Officer: no posts yet
Discovery and needs diagnosis49 of 100 SDR/BDR posts47 of 106 Account Executive posts14 of 62 Sales Executive posts4 of 40 Account Manager posts1 of 13 Customer Success Manager posts3 of 3 Sales / Solutions Engineer postsPartnerships / Channel: named in none of 7 postsRevOps: named in none of 40 postsSales Enablement: no posts yetGTM Engineer: no posts yetSales Team Leader: named in none of 6 postsSales Manager: named in none of 1 posts1 of 6 Business Development Manager postsRevOps Manager: no posts yet1 of 7 Sales Director / Head of Sales postsCountry / Regional Manager: named in none of 1 postsVP Sales / Head of Revenue: named in none of 1 postsCRO / Chief Commercial Officer: no posts yet
Product demo and solution presentation22 of 100 SDR/BDR posts60 of 106 Account Executive posts35 of 62 Sales Executive posts16 of 40 Account Manager postsCustomer Success Manager: named in none of 13 posts3 of 3 Sales / Solutions Engineer postsPartnerships / Channel: named in none of 7 postsRevOps: named in none of 40 postsSales Enablement: no posts yetGTM Engineer: no posts yet2 of 6 Sales Team Leader postsSales Manager: named in none of 1 posts3 of 6 Business Development Manager postsRevOps Manager: no posts yet1 of 7 Sales Director / Head of Sales postsCountry / Regional Manager: named in none of 1 postsVP Sales / Head of Revenue: named in none of 1 postsCRO / Chief Commercial Officer: no posts yet
Enterprise cycle managementSDR/BDR: named in none of 100 posts54 of 106 Account Executive posts3 of 62 Sales Executive posts1 of 40 Account Manager postsCustomer Success Manager: named in none of 13 posts3 of 3 Sales / Solutions Engineer posts1 of 7 Partnerships / Channel postsRevOps: named in none of 40 postsSales Enablement: no posts yetGTM Engineer: no posts yetSales Team Leader: named in none of 6 postsSales Manager: named in none of 1 posts1 of 6 Business Development Manager postsRevOps Manager: no posts yet3 of 7 Sales Director / Head of Sales postsCountry / Regional Manager: named in none of 1 posts1 of 1 VP Sales / Head of Revenue postsCRO / Chief Commercial Officer: no posts yet
Deal qualification frameworks (MEDDIC family)5 of 100 SDR/BDR posts19 of 106 Account Executive postsSales Executive: named in none of 62 postsAccount Manager: named in none of 40 postsCustomer Success Manager: named in none of 13 postsSales / Solutions Engineer: named in none of 3 postsPartnerships / Channel: named in none of 7 postsRevOps: named in none of 40 postsSales Enablement: no posts yetGTM Engineer: no posts yetSales Team Leader: named in none of 6 postsSales Manager: named in none of 1 postsBusiness Development Manager: named in none of 6 postsRevOps Manager: no posts yetSales Director / Head of Sales: named in none of 7 postsCountry / Regional Manager: named in none of 1 postsVP Sales / Head of Revenue: named in none of 1 postsCRO / Chief Commercial Officer: no posts yet
Revenue operations and analytics
Reporting and dashboards (CRM and BI)3 of 100 SDR/BDR postsAccount Executive: named in none of 106 posts1 of 62 Sales Executive posts4 of 40 Account Manager postsCustomer Success Manager: named in none of 13 postsSales / Solutions Engineer: named in none of 3 posts1 of 7 Partnerships / Channel posts35 of 40 RevOps postsSales Enablement: no posts yetGTM Engineer: no posts yet2 of 6 Sales Team Leader postsSales Manager: named in none of 1 posts1 of 6 Business Development Manager postsRevOps Manager: no posts yet2 of 7 Sales Director / Head of Sales posts1 of 1 Country / Regional Manager postsVP Sales / Head of Revenue: named in none of 1 postsCRO / Chief Commercial Officer: no posts yet
Funnel and pipeline analytics2 of 100 SDR/BDR posts2 of 106 Account Executive posts2 of 62 Sales Executive postsAccount Manager: named in none of 40 posts1 of 13 Customer Success Manager postsSales / Solutions Engineer: named in none of 3 posts1 of 7 Partnerships / Channel posts29 of 40 RevOps postsSales Enablement: no posts yetGTM Engineer: no posts yet1 of 6 Sales Team Leader postsSales Manager: named in none of 1 posts1 of 6 Business Development Manager postsRevOps Manager: no posts yet3 of 7 Sales Director / Head of Sales postsCountry / Regional Manager: named in none of 1 postsVP Sales / Head of Revenue: named in none of 1 postsCRO / Chief Commercial Officer: no posts yet
Insight communication (QBRs, executive readouts)11 of 100 SDR/BDR posts5 of 106 Account Executive posts3 of 62 Sales Executive posts16 of 40 Account Manager posts6 of 13 Customer Success Manager postsSales / Solutions Engineer: named in none of 3 posts2 of 7 Partnerships / Channel posts29 of 40 RevOps postsSales Enablement: no posts yetGTM Engineer: no posts yet1 of 6 Sales Team Leader postsSales Manager: named in none of 1 postsBusiness Development Manager: named in none of 6 postsRevOps Manager: no posts yet1 of 7 Sales Director / Head of Sales postsCountry / Regional Manager: named in none of 1 postsVP Sales / Head of Revenue: named in none of 1 postsCRO / Chief Commercial Officer: no posts yet
GTM process design and improvement9 of 100 SDR/BDR postsAccount Executive: named in none of 106 postsSales Executive: named in none of 62 posts1 of 40 Account Manager postsCustomer Success Manager: named in none of 13 postsSales / Solutions Engineer: named in none of 3 posts2 of 7 Partnerships / Channel posts35 of 40 RevOps postsSales Enablement: no posts yetGTM Engineer: no posts yet2 of 6 Sales Team Leader postsSales Manager: named in none of 1 postsBusiness Development Manager: named in none of 6 postsRevOps Manager: no posts yet3 of 7 Sales Director / Head of Sales postsCountry / Regional Manager: named in none of 1 posts1 of 1 VP Sales / Head of Revenue postsCRO / Chief Commercial Officer: no posts yet
Spreadsheet and financial modelling2 of 100 SDR/BDR posts2 of 106 Account Executive posts1 of 62 Sales Executive posts4 of 40 Account Manager posts1 of 13 Customer Success Manager postsSales / Solutions Engineer: named in none of 3 postsPartnerships / Channel: named in none of 7 posts24 of 40 RevOps postsSales Enablement: no posts yetGTM Engineer: no posts yetSales Team Leader: named in none of 6 postsSales Manager: named in none of 1 postsBusiness Development Manager: named in none of 6 postsRevOps Manager: no posts yet1 of 7 Sales Director / Head of Sales postsCountry / Regional Manager: named in none of 1 postsVP Sales / Head of Revenue: named in none of 1 postsCRO / Chief Commercial Officer: no posts yet
Revenue forecasting (team and company)SDR/BDR: named in none of 100 postsAccount Executive: named in none of 106 postsSales Executive: named in none of 62 postsAccount Manager: named in none of 40 postsCustomer Success Manager: named in none of 13 postsSales / Solutions Engineer: named in none of 3 posts2 of 7 Partnerships / Channel posts22 of 40 RevOps postsSales Enablement: no posts yetGTM Engineer: no posts yetSales Team Leader: named in none of 6 postsSales Manager: named in none of 1 posts1 of 6 Business Development Manager postsRevOps Manager: no posts yet5 of 7 Sales Director / Head of Sales postsCountry / Regional Manager: named in none of 1 posts1 of 1 VP Sales / Head of Revenue postsCRO / Chief Commercial Officer: no posts yet
Segmentation, territory, quota and capacity planningSDR/BDR: named in none of 100 postsAccount Executive: named in none of 106 postsSales Executive: named in none of 62 postsAccount Manager: named in none of 40 postsCustomer Success Manager: named in none of 13 postsSales / Solutions Engineer: named in none of 3 posts1 of 7 Partnerships / Channel posts19 of 40 RevOps postsSales Enablement: no posts yetGTM Engineer: no posts yet2 of 6 Sales Team Leader postsSales Manager: named in none of 1 postsBusiness Development Manager: named in none of 6 postsRevOps Manager: no posts yet2 of 7 Sales Director / Head of Sales postsCountry / Regional Manager: named in none of 1 posts1 of 1 VP Sales / Head of Revenue postsCRO / Chief Commercial Officer: no posts yet
CRM administration and data integrity14 of 100 SDR/BDR postsAccount Executive: named in none of 106 postsSales Executive: named in none of 62 postsAccount Manager: named in none of 40 posts2 of 13 Customer Success Manager postsSales / Solutions Engineer: named in none of 3 posts1 of 7 Partnerships / Channel posts33 of 40 RevOps postsSales Enablement: no posts yetGTM Engineer: no posts yetSales Team Leader: named in none of 6 postsSales Manager: named in none of 1 postsBusiness Development Manager: named in none of 6 postsRevOps Manager: no posts yetSales Director / Head of Sales: named in none of 7 postsCountry / Regional Manager: named in none of 1 postsVP Sales / Head of Revenue: named in none of 1 postsCRO / Chief Commercial Officer: no posts yet
SQL and data handlingSDR/BDR: named in none of 100 postsAccount Executive: named in none of 106 postsSales Executive: named in none of 62 posts2 of 40 Account Manager postsCustomer Success Manager: named in none of 13 postsSales / Solutions Engineer: named in none of 3 postsPartnerships / Channel: named in none of 7 posts4 of 40 RevOps postsSales Enablement: no posts yetGTM Engineer: no posts yetSales Team Leader: named in none of 6 postsSales Manager: named in none of 1 postsBusiness Development Manager: named in none of 6 postsRevOps Manager: no posts yetSales Director / Head of Sales: named in none of 7 postsCountry / Regional Manager: named in none of 1 postsVP Sales / Head of Revenue: named in none of 1 postsCRO / Chief Commercial Officer: no posts yet
Prospecting and pipeline generation
Multichannel outbound (phone, email, LinkedIn)69 of 100 SDR/BDR posts42 of 106 Account Executive posts14 of 62 Sales Executive postsAccount Manager: named in none of 40 posts1 of 13 Customer Success Manager posts1 of 3 Sales / Solutions Engineer posts1 of 7 Partnerships / Channel postsRevOps: named in none of 40 postsSales Enablement: no posts yetGTM Engineer: no posts yet1 of 6 Sales Team Leader postsSales Manager: named in none of 1 posts3 of 6 Business Development Manager postsRevOps Manager: no posts yet1 of 7 Sales Director / Head of Sales postsCountry / Regional Manager: named in none of 1 postsVP Sales / Head of Revenue: named in none of 1 postsCRO / Chief Commercial Officer: no posts yet
ICP and account research70 of 100 SDR/BDR posts24 of 106 Account Executive posts12 of 62 Sales Executive posts2 of 40 Account Manager postsCustomer Success Manager: named in none of 13 postsSales / Solutions Engineer: named in none of 3 posts2 of 7 Partnerships / Channel postsRevOps: named in none of 40 postsSales Enablement: no posts yetGTM Engineer: no posts yetSales Team Leader: named in none of 6 postsSales Manager: named in none of 1 posts2 of 6 Business Development Manager postsRevOps Manager: no posts yet1 of 7 Sales Director / Head of Sales postsCountry / Regional Manager: named in none of 1 postsVP Sales / Head of Revenue: named in none of 1 postsCRO / Chief Commercial Officer: no posts yet
Early-stage lead qualification85 of 100 SDR/BDR posts31 of 106 Account Executive posts9 of 62 Sales Executive posts3 of 40 Account Manager postsCustomer Success Manager: named in none of 13 postsSales / Solutions Engineer: named in none of 3 posts1 of 7 Partnerships / Channel postsRevOps: named in none of 40 postsSales Enablement: no posts yetGTM Engineer: no posts yetSales Team Leader: named in none of 6 postsSales Manager: named in none of 1 postsBusiness Development Manager: named in none of 6 postsRevOps Manager: no posts yetSales Director / Head of Sales: named in none of 7 postsCountry / Regional Manager: named in none of 1 postsVP Sales / Head of Revenue: named in none of 1 postsCRO / Chief Commercial Officer: no posts yet
Activity and KPI self-management60 of 100 SDR/BDR posts8 of 106 Account Executive posts17 of 62 Sales Executive postsAccount Manager: named in none of 40 posts2 of 13 Customer Success Manager postsSales / Solutions Engineer: named in none of 3 postsPartnerships / Channel: named in none of 7 postsRevOps: named in none of 40 postsSales Enablement: no posts yetGTM Engineer: no posts yet2 of 6 Sales Team Leader postsSales Manager: named in none of 1 postsBusiness Development Manager: named in none of 6 postsRevOps Manager: no posts yetSales Director / Head of Sales: named in none of 7 postsCountry / Regional Manager: named in none of 1 postsVP Sales / Head of Revenue: named in none of 1 postsCRO / Chief Commercial Officer: no posts yet
Cold calling70 of 100 SDR/BDR posts9 of 106 Account Executive posts7 of 62 Sales Executive postsAccount Manager: named in none of 40 postsCustomer Success Manager: named in none of 13 postsSales / Solutions Engineer: named in none of 3 postsPartnerships / Channel: named in none of 7 postsRevOps: named in none of 40 postsSales Enablement: no posts yetGTM Engineer: no posts yetSales Team Leader: named in none of 6 postsSales Manager: named in none of 1 postsBusiness Development Manager: named in none of 6 postsRevOps Manager: no posts yetSales Director / Head of Sales: named in none of 7 postsCountry / Regional Manager: named in none of 1 postsVP Sales / Head of Revenue: named in none of 1 postsCRO / Chief Commercial Officer: no posts yet
Outreach messaging and personalisation43 of 100 SDR/BDR posts1 of 106 Account Executive posts1 of 62 Sales Executive postsAccount Manager: named in none of 40 postsCustomer Success Manager: named in none of 13 postsSales / Solutions Engineer: named in none of 3 postsPartnerships / Channel: named in none of 7 postsRevOps: named in none of 40 postsSales Enablement: no posts yetGTM Engineer: no posts yetSales Team Leader: named in none of 6 postsSales Manager: named in none of 1 postsBusiness Development Manager: named in none of 6 postsRevOps Manager: no posts yetSales Director / Head of Sales: named in none of 7 postsCountry / Regional Manager: named in none of 1 postsVP Sales / Head of Revenue: named in none of 1 postsCRO / Chief Commercial Officer: no posts yet
Objection handling16 of 100 SDR/BDR posts11 of 106 Account Executive posts8 of 62 Sales Executive postsAccount Manager: named in none of 40 postsCustomer Success Manager: named in none of 13 postsSales / Solutions Engineer: named in none of 3 postsPartnerships / Channel: named in none of 7 postsRevOps: named in none of 40 postsSales Enablement: no posts yetGTM Engineer: no posts yetSales Team Leader: named in none of 6 postsSales Manager: named in none of 1 postsBusiness Development Manager: named in none of 6 postsRevOps Manager: no posts yetSales Director / Head of Sales: named in none of 7 postsCountry / Regional Manager: named in none of 1 postsVP Sales / Head of Revenue: named in none of 1 postsCRO / Chief Commercial Officer: no posts yet

Updated

New on the list

Asked for, not yet on our list

89 of the 190 posts we read in full ask for Relationship building and networking, a skill our 27-skill list did not hold. These are the skills this market hires on that the list missed, in the posts' own words.

  1. Relationship building and networking

    89 of 190

    Opening and keeping senior relationships, and a network that brings the next deal.

    Reps 80 · Managers 6 · Leaders 3

    No RIVET course teaches it yet

  2. Arabic and English business fluency

    69 of 190

    Selling, writing and presenting in both Arabic and English, at the level a buyer expects.

    Reps 65 · Managers 2 · Leaders 2

    No RIVET course teaches it yet

  3. Hand-offs across teams

    59 of 190

    Clean handovers between sales, onboarding, success and product, so no customer falls between them.

    Reps 55 · Managers 1 · Leaders 3

    Learn it: AI-Powered Customer SuccessIn the Academy

  4. Market and competitor intelligence

    53 of 190

    Knowing the market, the competitors and the price points, and feeding it back to the team.

    Reps 50 · Managers 3

    Learn it: AI-Powered ProspectingIn the Academy

  5. Industry and domain knowledge

    52 of 190

    Knowing the world the buyer works in: fintech, logistics, retail, health, government. Asked for by name.

    Reps 44 · Managers 5 · Leaders 3

    No RIVET course teaches it yet

  6. Partner and channel deal-making

    49 of 190

    Selling through and with others: resellers, distributors, alliances and marketplaces.

    Reps 45 · Managers 2 · Leaders 2

    No RIVET course teaches it yet

  7. Field selling and in-person visits

    46 of 190

    Selling face to face: visiting merchants, branches and sites, often across cities, with your own car.

    Reps 41 · Managers 5

    No RIVET course teaches it yet

  8. Customer onboarding and activation

    39 of 190

    Taking a signed customer to first value: setup, training and the first weeks of use.

    Reps 34 · Managers 5

    Learn it: AI-Powered Customer SuccessIn the Academy

  9. Retention, renewals and expansion

    33 of 190

    Keeping the accounts you have and growing them: renewals, upsell, cross-sell and churn saves.

    Reps 27 · Managers 2 · Leaders 4

    Learn it: AI-Powered Account ManagementIn the Academy

  10. Proposals, pricing and commercial terms

    31 of 190

    Writing the proposal, building the price and holding the terms.

    Reps 26 · Managers 4 · Leaders 1

    Learn it: AI-Powered Enterprise SellingIn the Academy

  11. Public-sector and government selling

    22 of 190

    Selling to government and semi-government: tenders, RFPs, Etimad and long approval chains.

    Reps 20 · Leaders 2

    Learn it: AI-Powered Enterprise SellingIn the Academy

  12. Coaching and running a sales team

    17 of 190

    Hiring, coaching and reviewing a team of sellers, and the weekly rhythm that keeps them on number.

    Reps 9 · Managers 4 · Leaders 4

    Learn it: Managing AI-Powered Revenue TeamsIn the Academy

  13. Technical product fluency

    16 of 190

    Explaining and supporting the product in technical terms: APIs, integrations, security questions.

    Reps 16

    Learn it: GTM EngineeringComing soon

  14. Targets, territories and incentive design

    8 of 190

    Setting the targets, cutting the territories and designing the pay plan that makes the team want them.

    Reps 3 · Managers 1 · Leaders 4

    Learn it: Leading AI-Powered Revenue TeamsIn the Academy

Counted over the 190 of 393 coded posts read in full (152 LinkedIn posts, 38 posts from the companies' own job boards). Each skill is matched on the post's own words by a written rule; they join the main grid once every post is read for them.

Updated

Overlap

Which skills both roles ask for

Only Rep-level forecasting and CRM discipline is in more than half of both roles' posts: 70 of 100 and 72 of 106.

The 19 skills named in both roles' posts. The lines mark half of each role's coded posts; the figures are in the table above.

Sample

Why skills are counted for the region

No market reaches 50 coded posts on its own, so SDR/BDR, Account Executive and Sales Executive skills are counted for the region. Pooled, 11 seats are still under the floor, so their counts are shown marked.

  • At or over the floor
  • Under the floor
Coded posts per cell, from zero. Per role and market, else rolled up to the region.
See the numbers
Job posts coded per role and market, against the floor of 50 in 90 days
RoleEgyptSaudi ArabiaUnited Arab EmiratesRegionSkills figure
SDR/BDR242745100Published for the region
Account Executive184740106Published for the region
Sales Executive22251362Published for the region
Account Manager11181040No published skills figure yet
Customer Success Manager–11–13No published skills figure yet
Sales / Solutions Engineer–3–3No published skills figure yet
Partnerships / Channel2327No published skills figure yet
RevOps15101540No published skills figure yet
Sales Team Leader1416No published skills figure yet
Sales Manager–1–1No published skills figure yet
Business Development Manager1–36No published skills figure yet
Sales Director / Head of Sales2417No published skills figure yet
Country / Regional Manager–1–1No published skills figure yet
VP Sales / Head of Revenue–1–1No published skills figure yet

Under the floor, shown marked: Account Manager, Customer Success Manager, Sales / Solutions Engineer, Partnerships / Channel, RevOps, Sales Team Leader, Sales Manager, Business Development Manager, Sales Director / Head of Sales, Country / Regional Manager, VP Sales / Head of Revenue.

No posts coded yet: Sales Enablement, GTM Engineer, RevOps Manager, CRO / Chief Commercial Officer.

INFINITE Pipeline

Where each skill is taught, room by room

SDR/BDR posts' top skill is taught in Identify and Navigate.

  • SDR/BDR100 posts coded
  • Account Executive106 posts coded
  • Sales Executive62 posts coded
  • The INFINITE Pipeline on the authored INFINITE mark: Acquisition (Identify, Navigate, Fit), the Winning bridge (Invest, Nurture) and Expansion (Implement, Transform, Expand). Expand re-enters as Identify, so it is a loop, not a funnel.

  • Identify · Navigate

    AI-Powered Prospecting on the INFINITE Pipeline: Identify, Navigate

    Learn it: AI-Powered Prospecting

    In the Academy
    • Early-stage lead qualificationSDR/BDR: 85 of 100Account Executive: 31 of 106Sales Executive: 9 of 62
    • ICP and account researchSDR/BDR: 70 of 100Account Executive: 24 of 106Sales Executive: 12 of 62
    • Cold callingSDR/BDR: 70 of 100Account Executive: 9 of 106Sales Executive: 7 of 62
    • Multichannel outbound (phone, email, LinkedIn)SDR/BDR: 69 of 100Account Executive: 42 of 106Sales Executive: 14 of 62
    • Outreach messaging and personalisationSDR/BDR: 43 of 100Account Executive: 1 of 106Sales Executive: 1 of 62
    • Objection handlingSDR/BDR: 16 of 100Account Executive: 11 of 106Sales Executive: 8 of 62

  • Identify · Navigate · Fit

    GTM Engineering on the INFINITE Pipeline: Identify, Navigate, Fit

    Learn it: GTM Engineering

    Coming soon
    • CRM administration and data integritySDR/BDR: 14 of 100Account Executive: – of 106Sales Executive: – of 62
    • GTM process design and improvementSDR/BDR: 9 of 100Account Executive: – of 106Sales Executive: – of 62

  • Fit · Invest · Nurture

    AI-Powered Selling on the INFINITE Pipeline: Fit, Invest, Nurture

    Learn it: AI-Powered Selling

    In the Academy
    • Discovery and needs diagnosisSDR/BDR: 49 of 100Account Executive: 47 of 106Sales Executive: 14 of 62
    • Product demo and solution presentationSDR/BDR: 22 of 100Account Executive: 60 of 106Sales Executive: 35 of 62

    Learn it: AI-Powered Enterprise Selling

    In the Academy
    • Multi-stakeholder and executive engagementSDR/BDR: 25 of 100Account Executive: 79 of 106Sales Executive: 8 of 62
    • Value articulation, business case and ROISDR/BDR: 15 of 100Account Executive: 47 of 106Sales Executive: 2 of 62
    • Enterprise cycle managementSDR/BDR: – of 100Account Executive: 54 of 106Sales Executive: 3 of 62

  • Implement · Transform · Expand

    AI-Powered Customer Success and Account Management on the INFINITE Pipeline: Implement, Transform, Expand

    Learn it: AI-Powered Account Management

    In the Academy
    • Territory, account planning and pipeline coverageSDR/BDR: 29 of 100Account Executive: 88 of 106Sales Executive: 20 of 62

  • Every room

    AI Workspace GTM/Revenue Engineer on the INFINITE Pipeline: every room

    Learn it: AI Workspace GTM/Revenue Engineer

    Open now
    • Rep-level forecasting and CRM disciplineSDR/BDR: 70 of 100Account Executive: 72 of 106Sales Executive: 34 of 62
    • AI-assisted research, writing and productivitySDR/BDR: 10 of 100Account Executive: 6 of 106Sales Executive: 3 of 62

    Learn it: INFINITE Analytics

    Coming soon
    • Insight communication (QBRs, executive readouts)SDR/BDR: 11 of 100Account Executive: 5 of 106Sales Executive: 3 of 62
    • Reporting and dashboards (CRM and BI)SDR/BDR: 3 of 100Account Executive: – of 106Sales Executive: 1 of 62
    • Funnel and pipeline analyticsSDR/BDR: 2 of 100Account Executive: 2 of 106Sales Executive: 2 of 62
    • Spreadsheet and financial modellingSDR/BDR: 2 of 100Account Executive: 2 of 106Sales Executive: 1 of 62

  • Learn it: Skills Coaching

    Open now
    • Activity and KPI self-managementSDR/BDR: 60 of 100Account Executive: 8 of 106Sales Executive: 17 of 62
    • Negotiation and closingSDR/BDR: 19 of 100Account Executive: 92 of 106Sales Executive: 45 of 62
    • Deal qualification frameworks (MEDDIC family)SDR/BDR: 5 of 100Account Executive: 19 of 106Sales Executive: – of 62
Each skill sits under the rooms its RIVET course covers. The figures are SDR/BDR posts of 100, Account Executive posts of 106 and Sales Executive posts of 62.

Trending

The skill on the rise

Rising, per the source below. In the posts we coded: SDR/BDR 10 of 100, Account Executive 6 of 106, Sales Executive 3 of 62.

Free skills check · SDR/BDR, AE, RevOps

Find your skill gaps in 10 minutes. Get a course only if one fits.

  1. Your role and level
  2. Ten skills
  3. Your gaps
  4. What fits
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Start the skills check

Where do these counts come from?

From public job pages we opened and coded ourselves against a fixed skill list. The link on each line is the search or page we read.

Why is there no percentage?

Because the share of posts mentioning a skill is not published in this edition. You get the two counts the coding produced, and you can read them yourself.

Is a course recommended for every skill?

A line shows a RIVET course only where one teaches that skill. The report exists to find the gaps the Academy should teach, so an empty gap is a finding, not a failure.

Add your numbers

The gaps close fastest when the region adds its numbers.

Anonymised and pooled. A pay range is published only once at least 10 people from 5 or more companies have added theirs.

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