Pick a Lane and Say It With Confidence

Why This Matters

Hiring managers are not looking for all the things you could do...they are looking for experts. When you hedge between AE and CSM, you create doubt about judgment and direction. Clarity signals maturity, ownership, and a faster ramp. Specialists get hired...generalists get skipped.

What Hiring Managers Hear When You Hedge

• You are unsure where you are strongest

• You are optimizing for any job, not this job

• You will take time to aim before you produce

If you have done both roles, great. Choose the lane where your results and energy spike, and lead with that.

How to Pick Your Lane

Ask yourself:

• When was I most effective

• Do I thrive chasing new business or managing relationships

• Where have I consistently gotten results

Look at outcomes, not titles. Pipeline created, win rates, expansion driven, retention improved, references earned.

How to Position Yourself

If you are an AE

Use this as a base and make it yours:

• “I have done both, but I thrive when I am building pipeline and closing. I am focused on AE roles where I can compete and drive revenue.”

  
  

Back it up with 2 to 3 proof points.

• Example: new logo wins, self-sourced pipeline percentage, average deal size, cycle control.

If you are a CSM

Use this as a base and make it yours:

• “I have supported customers post sale and driven expansion. I am focused on CSM roles where I can build deep relationships and deliver long term value.”

Back it up with 2 to 3 proof points.

• Example: net retention, expansion booked, renewal saves, executive relationships.

If You Truly Want Both

Run two clear tracks, not one muddy one.

• Create two resumes and two summaries

• Apply to each role with role specific proof

• In interviews, never pitch both options to the same team

Common Mistakes to Avoid

• Leading with flexibility instead of focus

• Listing responsibilities without outcomes

• Using soft claims like quick learner or team player as the headline

• Asking the hiring manager to decide where you fit

Final Thought

Your clarity shows maturity. Pick the lane where you win, prove it with outcomes, and say it plainly. That is how you get hired faster.

About ClosedWon Talent

ClosedWon Talent is a specialized sales recruiting firm that helps growth focused companies hire top GTM talent. We partner with founders, revenue leaders, and investors to build high performing sales teams across SaaS and beyond.

What sets us apart is the ClosedWon Method, a proven recruiting framework built on speed, precision, and transparency. We combine deep industry expertise with a curated candidate network to deliver shortlists of qualified, motivated sales professionals fast. Our team does not just fill roles, we act as embedded partners who understand how to assess selling style, territory experience, and growth potential based on each clients' specific needs.