Good Q.
Agree. With David G. and Jared R.. I've seen this play out in a number of ways. Trying to get 'CSMs' to grow and service accounts is messy. Especially from a commercial POV.
Personally, I don't think CSMs should be directly incentivised to 'sell'. My view is they should be as agnostic and objective as possible for the client. That's why the client innately trusts their recommendations, vs the AE/AD one that 'sends' the OF. Yes there's a need to align incentives, reward for expansion/growth etc. but the skillset required is v different to a 'seller'.
Re SDRs. In the past I've had my SDRs support AEs OR ADs (or in your case I guess CSMs), their promotion path then becomes SDR > A/C Mgr vs SDR > AE. Different profile.
In the absence of an AD then I guess it's an inflection point where the book is big enough to warrant an AE just owning the expansion play outright. The nuance there is on the structure of the client decentralised, budget allocation, stakeholders, geos etc.!
