Ever wonder why your campaigns don’t translate to closed deals—or why the leads you’re given go nowhere? You’re not alone. One of the most common points of confusion inside companies is understanding the roles that drive awareness versus the roles that drive conversion. So let’s clear it up.
What is the difference between a marketing manager and a sales manager? In short: a marketing manager creates demand, while a sales manager converts it into revenue. One focuses on strategy and visibility. The other zeros in on relationships and results. They both aim to grow the business, but their approach, daily responsibilities, and success metrics are entirely different.
And when those two roles aren’t aligned, chaos wins. Let’s break down where they differ, where they overlap, and why it matters more than most teams realize.
Different Goals, Different Day-to-Day
Marketing managers wake up thinking about how to make more people care. They’re strategizing brand campaigns, targeting buyer personas, and figuring out how to position the company in a way that resonates. Their toolbox? Social, email, SEO, design, content, paid ads—you name it.
Sales managers, on the other hand, wake up thinking about how to close more deals. They lead the sales team, set revenue targets, and look at pipeline velocity. Their day is filled with 1:1 coaching, forecasting meetings, client calls, and deal reviews. They’re the pressure point where the prospect either converts or moves on.
Both roles serve the same business goal: growth. But they get there using very different playbooks.
Tools of the Trade
Marketing managers use research and creative. They lean on campaign software, automation tools, and analytics platforms to test what’s working and what’s not. They measure success in impressions, click-throughs, engagement, and lead quality.
Sales managers run CRM reports, build compensation structures, and constantly assess deal movement. They measure success in calls made, demos booked, proposals sent, and contracts signed.
These metrics live in different dashboards—but are tightly connected. When marketing succeeds, sales gets more at-bats. When sales closes more, marketing gets credibility (and budget).
How They Collaborate—And Clash
If your marketing manager and sales manager sit in separate silos, you’ve got a problem. The marketing manager might generate leads that aren’t properly qualified, or miss the mark on buyer needs. The sales manager might ignore those leads entirely, claiming they’re “bad”—without giving any real feedback.
This back-and-forth is where a lot of companies lose money.
Here are three proven solutions to fix it:
- Hold weekly alignment meetings so marketing hears objections firsthand.
- Share a live feedback dashboard that tracks lead quality in real time.
- Define clear qualification criteria together, so no one is guessing.
Best Recommendation: Start with weekly alignment meetings—they create quick wins and trust faster than any tool.
When the relationship works, though? You’ve got gold. A marketing manager talks weekly with sales, learning what prospects are asking, what objections come up, and what tools the team needs to close faster. The sales manager shares feedback and helps shape future content or offers.
The result is tighter targeting, faster closes, and less wasted effort.
Two Paths, Two Ladders
Marketing managers often come up through creative or analytics roles. Maybe they started as content creators, email marketers, or brand strategists. Their career path is rooted in understanding audiences, positioning products, and building campaigns that scale.
Sales managers usually start as sales reps. They learn the grind first-hand, build relationships, and prove they can hit numbers before stepping into leadership. Their path is more tactical—built on trust, hustle, and knowing when to push and when to pause.
Different roads, both leading toward leadership roles like VP of Marketing or Director of Sales.
Which Role Pays More?
Everyone wants to know: Who earns more money?
Sales managers in SaaS companies usually have higher earning potential because they get commissions and bonuses. Data from Activated Scale, Wellfound, ZipRecruiter, and Everstage shows that their base salaries are often between $73,000 and $130,000. When you add commissions, their total pay can be $150,000 to over $250,000.
If you move up to VP of Sales in SaaS, you can earn much more. These roles often start around $160,000 base salary, with total earnings reaching $288,000 or higher when incentives are included.
Marketing managers usually have more stable pay without big commission swings. According to PayScale and industry research, they make between $49,000 and $116,000, mostly as base salary.
For senior marketing roles, pay goes up. Senior Product Marketing Managers often earn $140,000 to $186,000, mainly as steady salary rather than performance-based bonuses.
In short:
- Sales managers can make more money overall, but their pay depends on hitting goals.
- Marketing managers usually have steady, predictable pay that grows over time.
Your exact pay will also depend on your industry, where you live, and how big your company is.
(Sources: Activated Scale, Wellfound, ZipRecruiter, Everstage, PayScale, and industry trends.)
Why It’s Easy to Confuse Them
This happens all the time: someone says they “do marketing,” but what they really mean is that they help close deals. Or vice versa. Job titles get messy, especially at startups or mid-sized companies where people wear many hats.
But there’s a simple litmus test: does the person work more with creative assets, brand messaging, and lead generation? That’s marketing.
Or are they focused on client interactions, team quotas, and deal strategy? That’s sales.
When in doubt, trace the money. Marketing aims to start the conversation. Sales aims to finish it.
What Does an Advertising and Marketing Manager Do?
Some roles combine both—especially in companies with leaner teams. An advertising and marketing manager is often tasked with leading broader campaigns that cross into promotional strategy, brand storytelling, and sometimes even media buying. They guide the vision, the voice, and the visuals.
They may not manage a sales team directly, but they’re deeply invested in supporting sales outcomes. That includes running campaigns that attract the right leads, creating assets the sales team can use, and ensuring brand visibility in the right places.
In many companies, they’re the bridge between marketing strategy and customer engagement.
At The End Of The Day
Here’s what really matters: understanding what is the difference between a marketing manager and a sales manager helps your entire team work smarter. When these roles are clearly defined—and more importantly, aligned—everyone wins. Your campaigns perform better. Your deals close faster. Your people waste less time, and your customers get a smoother experience.
They don’t need to be the same person. But they do need to be on the same page.
According to research from SiriusDecisions and Marketo, companies with strong sales and marketing alignment grow revenue faster and close more deals. That’s why organizations that invest in building that connection often outperform their competitors over the long run.
And it’s also why some of the savviest marketing directors we work with aren’t just looking for great creative—they’re looking for execution that supports sales from day one.
Tired of Guessing Who Owns What?
Let MOCK help you connect the dots.
Contact MOCK, the Agency:
- Website: https://mocktheagency.com/
- Phone: 470-225-6814
- Email: hello@mocktheagency.com
- Address: 247 14th St NW, Atlanta, GA 30318
We work with marketing leaders who want smart creative, fast execution, and real partnership—without the runaround.
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