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Should I jump to external AE role which is full sales cycle? I have 6 months of BDR experience
Mid-Market SDR with 8 months of 100%+ quota attainment selling CPM/FP&A software; transferred to Enterprise startup with with weak PMF/GTM motion selling Supply Chain/Risk software (still booking meetings and hitting numbers, but startup environment is rough). Plan to stay here for 9-12 months, then search externally for Mid-Market AE role. What companies should I be looking at for the Mid-Market AE role (anticipated start date June-August 2026)? Why? Thanks!
inteviewing for my second AE role and want to gauge if company's expectations are off the mark. I'm interviewing for a couple of sales roles that have $1 million quota with an average deal size of $20 to $30k. One of them with a sales cycle of 3-6 months, which means there is no way that you're going to hit that number unless you've got a insane pipeline. Is this normal in this market or am i being gaslit? separately from that, is there a good framework you all use to evaluate how realistic opportunities?
100% Commission Folk - Where do you find accurate industry-related commission rates to use in negotiations for a new role/new company? Salaries are easy to find, Glassdoor has some commission data, but wondering if there was another source. Thanks!
3 years in SaaS SMB and mid-market in Construction Tech. Wanting to branch into a new industry. Recs?
Is it worth joining a churn and burn company to keep my AE title or go back down to BDR at another company that's considered 'ok'?
Neither option sounds great. But titles are pretty meaningless, as are jobs where you know you won’t be there in a year. Maybe in company b you grind it out for 6 months then are an AE again?
Im having a very hard time getting any sort of traction. I have 8 years in federal contracting experience all in IT, 3 of which are in Cyber Security. I am completing a associates in business administration. I want to make the leap into either technical account manager, CSM role, or sales engineer(security) but I am not getting any traction. All of my work has been client facing and has various levels of customer relation aspects. Ive reworded my resume to reflect and emphasize customer on-boarding, relation, "bridging the technical gap" ect. Anyone got any tips on how to maybe start landing interviews or at least start looking attractive to companies?
I am in the second round of interviews for a SaaS company. Next interview is next week and I spoke with the recruiter and was told feedback from the first interview was very positive but as I go through next rounds, they will want to dig into my 3 jobs in the last 38 months. What is the best way to put a positive spin on this? Job 1 - Left a very established SaaS company to work for one of their technology partners with the promise of equity etc. 8 months in they determined the product wasn't ready, we shouldn't be selling it so they got rid of the sales staff. That led me to job 2 - great product, but selling into a very established market with ingrained competitors and could not gain traction. I didn't see a commission check coming in the near future and decided to leave. Job 3 started strong calling on SLED customers, but many reorgs, my boss left as well as my technical resource. Through the reorgs, I was assigned to Enterprise sales team. Decided to part ways.
First, take ownership of your job history and bring it up confidently before the interviewer does. This shows maturity and transparency. Second, focus on what you learned from each experience and how those lessons helped you better understand your professional goals. Third, avoid placing blame on previous employers or circumstances and keep your explanations neutral and professional. Finally, always end your explanation by looking ahead, highlighting how your experiences have prepared you to succeed in the role you are interviewing for.
What is an appropriate equity range that should be offered to a founding Senior Account Exec / RSM looking to join a stealth stage company that is in the process of closing their Series A? I've heard a wide range of .1% and up to 2% depending on who you ask. I assume the variability is to account for future dilution from later funding rounds etc. but I'm speculating.
I have a friend who recently negotiated a 3% equity grant option with four year vest to join an 8 person startup with a few million in funding. I don’t know the strike price but probably under $0.10. The range is most likely explained by a combination of equity available, timing, perceived need, and negotiation abilities. Start on the high end and remember the equity is statistically likely to be worth little to nothing.
What companies are willing to hire external SDRs into a full cycle SMB or Jr AE role? Please post in the comments
Most orgs that have these junior AEs posted will consider external SDRs if they have a solid year+ of experience and a good track record of hitting their activity metrics and KPIs. This is probably a good list to start with https://www.repvue.com/sales-jobs/account-executive?years_of_experience=No%20sales%20experience&years_of_experience=2%20years%20or%20less
Strongly considering a jump from SaaS/Tech Sales into Medical Device Sales. Openly asking for opinions but for background: Been stuck in HR Tech for several years now approaching ~5 years. Capped at around ~150 to 160K W2 Gross, as of 2025 that number will be smaller most likely at around 135K. Ultimately I'd like to get to that coveted 200K+ OTE consistently with whatever I do. My title is "Commercial Sales", or more traditionally it is a Mid-Market role. Change fatigue, leadership change, all the "normal qualities" of working in SaaS but it's worn me down quite a bit as of January 2025. Looking to see if anyone would encourage the jump, tell me to reconsider and just stick it out a while longer. Candidly, I've already done a lot of interviews with incredible folks on both sides and have a pretty good "scatter plot" of data - but seeing if I can collect any more valuable points!
I did the opposite, left med device to tech. The flexibility of tech is night and day. no on call, no driving 3 hours for a meeting, no issues with "access" to doctors. Would imagine the income ceiling for you in tech would be higher if you switched roles vs coming into med device at a lower tier company or as an associate.
Should I take a SMB GRB AE role at Salesforce, or Small Business at HubSpot. $30k more OTE at Salesforce, but full remote is nice, man.
Having previously worked at HubSpot, I'd say take SFDC. Can do it for a year and then leave and get a higher paying gig.. also, can leave and go to enterprise at Hubspot after a year at SFDC.
I've been talking with some peers lately and wanted to get your take—are you seeing this in the market? Our fiscal year started in May, and about a month ago, we received a draft comp plan with some pretty big changes: Quota increased by 55 % Commission rate dropped from 12% to 6% Accelerators reduced from 22% to 14% A few of us raised concerns internally, we haven't received final comp plan. But when I mentioned it to 2 other friends at other companies, they said they’re seeing similar shifts. Is this happening across the board right now? Curious if you’re seeing the same trend with your network or clients.
Yeah, we regularly see comp plan changes and they don't typically benefit the seller, TO SAY THE LEAST! That said, these changes seem borderline ridiculous. If you're going to increase the quota by 55% AND drop the commission rate in half, essentially that means you're reducing the payouts year over year by 75%, which is insane. I'd also comment on the accelerators but frankly nobody will likely need to worry about accelerators with these comp plan changes.
Looking for Recommendations – Event Telemarketing/Prospect Invitation Vendors in Canada Hi everyone, We’re planning a corporate event in Toronto and are exploring firms that can help with live prospect and customer outreach to drive attendance—specifically, making calls to invite, confirm, and follow up with guests. If you’ve worked with any companies in Canada (or with Canadian coverage) that specialize in B2B event telemarketing or delegate acquisition, especially in the tech sector, I’d love to hear your recommendations. Have you had success with any firms or consultants you’d trust to handle prospect invitation campaigns professionally? Thanks in advance for any suggestions or experiences you can share!
Which SaaS company has the best outlook currently and is hiring in europe?
I'm an Enterprise Account Executive at a reputable SaaS company, working in a startup-like environment within a new product and business segment. My quota increases year-over-year, but the company is struggling to implement the product effectively. Word is spreading, and I've received communications from prospects who are no longer interested due to feedback from current customers about these issues. I've hit a wall. When applying to other companies, I'm questioned about my quota attainment, which is around 50%—though I'm #2 on my team. I feel like I've not only stalled here but that the company's challenges have undermined my ability to successfully transition to a new role. Is there hope?
I would speak less about the 50% and outline the company position as a leader in a different product and emerging player with the product you sell. 50% "sounds bad" but if the business does $200M and your product is new/newer and generates $2M, most companies will understand it's underinvested or will take time to ramp.
Which industry should I move to? Been in ERP sales for 6 years, ready to try something new and ideally make a move from mid market to enterprise AE. I am not sure what product I want to sell though -what companies would you consider right now and why?
I'm a Senior SDR at a Top ERP company. I have been a top performer the entire time I've been here. The pipeline for promotion to AE has largely stalled out. I've been here for 3 years. Is it worth it to go to a different or and start over as an sdr at this point?
Hmm - that's a tough one. If you've been a top performer, I'd certainly at least try interviewing for Junior AE roles at similar companies. If you've shown that you have what it takes to succeed as an SDR there are definitely orgs out there who would give you a shot as an AE. Depending on your relationship with your boss, you might also consider having a conversation to make it clear that you owe it to yourself to find an AE role - and that you'd prefer it be at your current org... but if there's no opportunity then you'll have to look elsewhere. A good boss will be receptive to that message and should do everything they can to help you find an opportunity.
I’m an AE at a mid-sized SaaS company and I’ve hit a brick wall. My pipeline looks healthy on paper. My activity metrics are where they should be. But nothing is converting. I’ve tried switching things up and revisiting old leads I thought were dead. Still nothing. I’m starting to doubt my own approach and worry that management will notice. Has anyone else gone through a slump like this? Any concrete steps helped you turn things around. Changing your mindset, adopting a new tool, or refocusing your prospecting strategy?
Not going to be a friend here; Slumps happen for a few reasons: 1. Relief syndrome; you did well, then slacked. 2. Confidence; you're questioning things you shouldn't. 3. Congruence; you don't believe what you say or doubt the product. 4. Process; you aren't following the process. 5. Pleasing; you are hoping to be liked instead of respected. Only you know which it is, and only you can change it.
Hi, I was let go from a company. Sad story but my manager and I didn't see eye to eye. Since then I have moved overseas and in this part of the world the same technology company is hiring. Would you advise me join the same company? I can't seem to swallow my pride although this part of the world has a totally different management. Any thoughts?
Did you like the company other than your manager? Was the team hitting quota? Do they have a good RepVue score?? If so then I'd say go for it... every sales org has some challenges... the biggest potential challenge being lack of Product-Market fit... if you feel like you were selling something that people wanted to buy, and you just didn't like the manager - then I'd say go for it... that's assuming that they'd hire you of course.
how much equity typically do you get ($ value wise) at late stage tech sales on top of good OTE ($300k+)?
Jordan @ RepVue here... That's a great question. Hard to give a specific answer, but it's usually going to be pretty low for any late-stage org that already has a large (1000+) sales team. And since you're asking in terms of $ value I'm assuming it's already public? In that case even lower (since the equity has real cash value right from the start (after you vest).
For those in cloud sales roles — how is your commission structured? I’m trying to get a better sense of how compensation breaks down between net new deals and usage-based growth. From what I’ve seen so far, some roles pay about: • 25% of commission from the initial contract (net new logo) • 75% of commission tied to ongoing usage growth, often driven by expanding use cases after the initial sale A few questions for those currently in these roles: • Does this breakdown align with your experience? • Are you still earning commission on usage if a CSM drives most of the expansion? • How involved are AEs vs. CSMs when it comes to increasing usage? Appreciate any insight you can share!
After five years as a top-performing AE, I’m being approached again to consider moving into sales management. The traditional aspects are all there: higher base pay, lower OTE, and less control over my time. I’m thinking about making the change. For someone in a similar situation, what advice would you give? Any regrets about making the move from individual contributor to manager at a company where you were the 60th employee and are now one of the most tenured on the team?
The best advice I can give is to think hard about whether you WANT to manage people. Like, does leading and mentoring other sellers excite you? If so, give it a go. If not (or if you're not sure), it's not worth risking your job satisfaction for a presumptive "next step" that's not what you want to do. Hopefully, there isn't pressure for you to take a management position or move on to another company.
Help! I’m considering making a career change and looking at CSM/SDR roles. What’s one thing you wish someone would’ve told you before you stepped into one of these roles?
What career are you thinking of transitioning from? If not sales, then what I'd tell you is that sales is hard — set your expectations accordingly.
I’m a new-ish SDR (~4 months in) and I’m starting to notice a pattern. I book a meeting, send all the notes, even confirm the prospect shows up.. and then my AE either no-shows or treats it like they’ve never seen the account before. It’s starting to make ME look bad. I brought it up with the AE once but I didn't really get an answer/help. Any advice for how to handle this without throwing them under the bus or sounding like I’m blaming someone more senior?
Tell your SDR Manager ASAP. That's a huge red flag, and that AE probably isn't going to last very long. SDR Managers and Sales Managers typically communicate these things to one another and insulate their team member who brought poor rep behavior to their attention, whether it's an SDR complaining that their AE isn't following up on meetings or an AE complaining that their SDR is serving them unqualified leads.
Thoughts on reaching out to individual contributors? My employer sells enterprise software that's also open source. there's a certain expectation for us (SDRs) to engage individual contributors to at least learn more to help inform strategy with higher-level prospects. Curious how common this is at other organizations? Feels like it would be a total waste of time in most GTM strategies for enterprise software.
Would probably work best if tehre's some free component to what you're offering where the IC can try it out and see the benefits. If it's helpful, then they're your champion when your org goes to pitch it to decision makers. 🤷♂️
Hi everyone, I was recently on the wrong end of a reorg which involved some top AEs, including those that made President's Club, getting laid off. Before that I was unemployed for almost 8 months in 2024 and before that, I picked a company where I only lasted 9 months and everyone was laid off. How does someone like me who is weak on paper manage to get in at some of these top rated RepVue companies given that they have their choice of long tenured reps at brand names? It just feels like so much for me right now because before I was impacted by the reorg, I had serious momentum by my side.
Might not be what you wanna hear, but the fastest path up sometimes starts with taking a gig that’s a tier or two below where you eventually want to be. You’ve had some bad luck, yeah, but if you can do some real digging to find an org that's flying under the radar but has real potential, then show 2–3 years of wins, suddenly you look like a comeback story instead of a risk.
Would you still get into sales if you had to do it over? I’ve been in sales for almost 8 years now. Mostly SaaS. Started as an SDR, now Enterprise AE. I’m not burned out exactly, but I’ve been thinking a lot lately about *why* I’m doing this. What triggered it was this random convo I had at a block party last weekend. I was talking to a guy who’s a civil engineer. He seemed ... calm. Like, genuinely content. Just said he liked solving problems, liked that his work actually got built, and was planning to stay put for a while. Sales has given me a lot. I’ve made good money. I’ve met smart people. I learned how to handle rejection, how to communicate, how to not panic when someone tells me no. It’s made me sharper. But I also feel like my job is to live in a CRM, chase people who don’t want to talk, and manage politics between RevOps and my manager while pretending I’m “crushing it.” If you could do it over, would you still choose sales? Or would you take a different path?
very few people are happy in their job dude. id rather be unfulfilled and paid well in sales than probably still unhappy and underpaid at something else. the grass is rarely greener.
I know that this might an odd question, but what's the best tips to get more prospects and turn then into clients? any magical tip? I am currently in an AE role for an IT security company and must do lot of prospection, I am a bit scared that it will take months to have their interest , I already started using Sales Navigator, and Apollo for numbers but it seems like nobody cares when I called them, they understand straight away that it is a sales approach. do you have any other tips? I really wanna smash my quote!
No magical tips, but definitely things you can learn from what you're doing now. Let’s start with your sales cycle. You say you're in IT security. That usually means long sales cycles, lots of stakeholders, and risk-averse buyers. So taking months is probably not unreasonable. Is there an expectation for you to close these kinds of deals in a couple calls? If so, that's insane. Also — you said you’re using Sales Nav and Apollo. Cool. But are you just dialing through lists, or are you mapping out why that account should care right now? Ask yourself: What buying trigger are you assuming this prospect has? What insight can you bring that actually makes them stop and think? You’re not doing anything wrong. It sounds like you’re just new-ish and learning how your buyers buy. Study the sales cycle. Talk to the most successful AEs in your org. Where do deals slow down? What causes them to engage? That’s where you should focus.
Company has asked for ideation around creating comp plan for a newly forming Strategic Account Management role (no new logos, 4-5 customers, and shallow product portfolio to cross/up-sell). 1) What does a typical base/commission split look like in this scenario? 2) What are some MBOs to pitch for such a role when cycles can be 12-24 months?
Would be helpful to add some context about industry and the reason/need for a SAM role.
Quarter ends Monday. Who's gonna hit? I've got one more deal to go (and my fingers crossed.)
Did your deal come through?
I have been doing commercial real estate brokerage for about 7 years. Recently turned 30 and am thinking of making a transition to tech sales. I don’t want my pay to decrease substantially but am willing to take a step back to get started. Does anyone have any advice on getting started in starting the search?
Talk to the people in your network in tech sales. (Hopefully you've made some contacts via your real estate deals.) The easiest way in is through the people you know.
I recently learned that I will be promoted from SDR to AE, working with companies that have fewer than 2,000 employees. My current OTE is approximately $110,000, which includes a $78,000 base salary and a variable bonus of $32,000. I was informed that I should not expect a significant raise—likely in the range of 20–24%. However, a colleague of mine who is already in the AE role—with only one year of experience—has a base salary of $116,000 and an OTE of $252,000. Both of us will have the same targets. Given this information, is there any room for negotiation regarding my compensation in the new role?
A 20-24% raise is tremendous. Congrats. Your boss/HR is going to ask where you got that info (your friend). Be careful on ratting them out - it could be cause to terminate.
Hi All, I recently learned that I will be promoted from SDR to AE, working with companies that have fewer than 2,000 employees. My current OTE is approximately $110,000, which includes a $78,000 base salary and a variable bonus of $32,000. I was informed that I should not expect a significant raise—likely in the range of 20–24%. However, a colleague of mine who is already in the AE role—with only one year of experience—has a base salary of $116,000 and an OTE of $252,000. Both of us will have the same targets. Given this information, is there any room for negotiation regarding my compensation in the new role?
I want to become an SDR but having a hard time without a degree. I've worked as a sales rep for T-mobile and currently am also a realtor. I really want to join a company that is prestigious enough to turn eyes on a resume. The only realistic is memoryBlue ... otherwise anyone have an inspiring realistic career path?
Real Estate could be a good shout?
Was thinknig this afternoon about the best early advice I got when I first started out: “Shut your mouth.” Seriously. Ask one solid question, then stop talking. Let it sit. Let them talk themselves into buying. I hear too many new and mid-tier reps treat sales calls like therapy or something. Yapping about features, pricing, how “robust” our platform is. It comes across like you're trying to convince yourself. 80% listening. 20% talking. Works better than anything else.
Mine was from a Sales Director earlier this year: be your stupidest self, and show genuine interest. Like really genuine - be transparent as a clean window. Basically every decision ever is gonna be made on gut feel in the end - so the more you can have the prospect trust you, the better. Example: If there's a question such as "where was the prospect last weekend they're looking so refreshed" in your head at the start of a call - ASK IT! People won't shun you for asking about them 121, and if they do - it might not be someone you want as a customer.
Startup Hel(p/l)? Startup in the marketing industry, a great solution that lost a year of momentum (bootstrapped) due to poor decisions with hindsight 20/20. I'm AE 2/2, been ramped here a half year roughly. Always been a great performer. We're at a crossroads where we might get a couple SDR's in the autumn, or we'll continue self sourcing like in Q2. Reached quota "cushily" in Q1 on SDR leads when full focus was on closing - but Q2 was a wreck for us without so many new meetings (I'm at 30% quota right now, and the best performer). I like the founder and culture, but I'm very much not feeling the full cycle AE gig. Thoughts? What can do's-ville?
Does the founder sell? Seems like you're definitely pre product-market fit... which is fine and not unusual for an early stage startup - but typically it's not a great idea to scale up the sales team until you have a repeatable sales process. I'd hope to see the founder still very much selling at this stage - and working with you and the other rep to iterate on what works. If you had a good Q1 then there's probably something there - you just have to figure out what consistently works. And also you're bootstrapped so you have options - better than raising a bunch of money and wasting it before you know what the market really wants/needs!
Is it unreasonable to ask for a raise as a BDR? I’ve been a BDR at my company for a year, and my performance has been solid—especially over the last few months, where I’ve been consistently hitting and exceeding goals. I’m in a unique position: I didn’t get promoted to AE this cycle, and it looks like the next opportunity won’t come until around the holidays. I genuinely like the company—our software is top 5 in the space with strong product-market fit—so I’m not looking to leave. What makes this tricky is that I’m the very first BDR the company has ever hired, so there’s no blueprint or precedent for raises in my role. That makes it hard to gauge whether asking for one is appropriate or realistic. Would appreciate any advice—does it make sense to ask, and if so, how would you go about it?
You have two options: - Go out and book/sell more. - Ask for a SR. SDR position with a raise & tougher targets.
What's the most your quota has been increased? I just learned that for H2 my quota is increasing nearly 3x. I've worked at the company for 5 years and have never experienced such a drastic change. Curious if anyone else has faced similar situations and how they handled it. I don't want to leave my org, but my OTE has always had it's peaks and valleys from over attainment. That would mean I'd be looking at nearly 5x my current quota to make the commission I've raked in years prior
3x is insane. Unless your territory or product scope changed massively, that feels like they’re setting you up to fail. Or if the quota was set unusually low for some reason and the whole team is blowing it out of the water - but that's probably unlikely. Do you know what % of the team hit quota last year? I think you have no choice but to start looking around to see what your options are. If you find another role and get an offer then you'd be in a strong position to say, "Look - I want to stay but this is ridiculous, so unless you change course I have no choice..." But without another offer you probably don't have much leverage.
Does anyone know of someone who left another sales industry and entered tech sales as an AE? Currently in my 30s and not looking to take that big of a step back financially (not that I wouldn’t). I have 2 years of med device sales and worked in healthcare previously. Would appreciate any insight/advice. Thanks everyone!
Gotta love sales
This job is a rollercoaster. You can go a whole week hammering the phones, firing off emails, and hear nothing. Total silence. Then the next week, the only person who replied just disappears like they never existed. Then out of nowhere, the following week hits and suddenly you’ve got pipeline again. That ghosted opp is back in your inbox like nothing happened. New leads showing interest. Deals actually moving. Keep pushing even when it feels pointless. Sales doesn’t work on your timeline. It moves when it moves.
amen brother!
I have more than 8 years of experience in fur different industries, but my peers tell me you should join Tech sales as the industry is forever growing. For someone starting new, how can I go about joining a company? What companies hiring new BDRs without prior Tech sales experience?
You’re in a strong position for a SDR role if you have significant sale experience in other industries. Success in those roles comes down to mostly work ethic and grit, and most importantly - the right company with product-market fit - not subject matter expertise. Here’s some roles to check out https://www.repvue.com/sales-jobs/sdr-bdr
I have been in Tech Sales for 10 years and am looking to transition to Med Device/Pharma/Biotech - any of these types of roles - I have the network to get inroads** but was hoping for some guidance on the best path/easiest companies to break into? Or roles? I can start over and do the like run around training thing / but am having a hard time figuring out best place to start? These job descriptions are insane (lol! They don’t make sense at all..) Also - for the med device sales who wants tech let me know I worked in SAaS and would be happy to set up an intro to any of my former employers !! Theres 2 in particular - I am sure they would love to have you Thanks!! ** (Dad’s a Physician, his Dad was Physician, Sisters A COO of Ai Heathcare Co.)
Came from 8 years in SaaS, now in med device. First 3 months felt like learning a new language. I'd look at capital equipment reps or diagnostics first — fewer certifications required and a bit closer to tech sales motion.
Are big corporations or start ups better for people who want to get to 150%+? I feel like Start Ups are hit or miss, but big corps are over-crowded and too many reps going after the same accounts.
Jordan @ RepVue here... this is a really interesting question. I'd first start by asking whether you are really interested in 150%... or $$$. If it's the potential to make a lot of money, then I'd say that that's more likely at large companies. Ryan recently posted a video and mentioned that nearly every public software company has sellers who make more than $1M/year (even $2M+) https://www.instagram.com/reel/DITwGFMxE__/ However - the sellers who make that kind of money are usually going to be enterprise sellers who have put in the time to establish themselves with a high level of expertise, and maybe more importantly - a solid book of business / territory. So while I think large companies are more likely to offer an opportunity to make a lot of money, it's not something that will happen quickly. You've got to put in the time and effort to make it to an enterprise role. But it's certainly possible if you're looking at a 5-10 year time horizon. The downside for some people, is that it can be a slog. Larger companies have very established processes, but they also have the benefit of brand recognition and trust - and established product-market-fit. Startups like you said - are certainly hit or miss - no doubt about it. You have the potential to make a lot of money, in a shorter time period, if you join a company with great product-market-fit - AND (this is critical) - a leadership team that is sales-oriented, and is comfortable with their top sales reps making more than the CEO. This isn't every company, so definitely explore this in the interview process if it's what you're looking for... just be careful to do so in a tactful way. But even just asking this question will be a good filter for you - because great CEOs and sales leaders want sales people who are not bashful about wanting to be at a place where they can make $$$.
Graduating the ENT BDR Graduate program from AWS in Munich this month to move into ENT BDR role. 140% so far. When can I expect to become AE? Should I force internal promotion or get promoted externally (databricks, wiz) would be the ideal candidates.
Short version: 1-2 years. But not to expect to become an AE, more when you would really be eligible. Longer version: It is dependent on too many factors, like not just the company itself, but how things are in the local entity, if the company is in growth mode etc. Additionally some companies don’t allow internal movements until you’ve sat in a role for 12 months. I’m unclear though how the grad program worked, or if it is considered a full fledged role or more a Cadetship. Obviously make your intentions clear, but you need to perform solidly for at least 4 quarters to show your worth. You then can begin to push for movement over the next 12 months etc.
Sales Managers - How do you feel if you have to put your AE's on a PIP? Obviously some people just aren't cut for the job but if you see they are doing everything they can but you as a manager just have to abide by rules and corporate politics does it make you feel bad or guilty?
100% depends on the org. At my company I feel like the criteria for putting people on a PIP are transparent and fair... and the key thing is that people should never be surprised by it. As long as that's the case then no - I don't feel badly. Because it's not personal. But I've definitely heard horror stories where it can be highly political at other companies.
how much sign on stock do ServiceNow pay to Client Directors and or Enterprise account executives?
End of quarter’s here, I'm at 31% and I’m officially in sandbag mode. (Q3 me says thanks.) Anybody else?
Nah - hate to say it but once you let that mindset creep in it's a cancer. You won't survive long if you're at 31% for more than just a quarter... and I'd be more worried about just closing deals than trying to game the system. Most comp plans account for this as well.
Whats the experience and vibe like at Splunk? I am looking at BDR roles there. I know overall they have a high RepVue score, but only about 43% quota attainment...Just wondering what the environment there is like for BDRs (do they have a good onboarding process?), what the KPIs are like, etc.? Thank you.
SMB AE to Enterprise SDR? I was recently laid off from my role as an smb AE at a seed stage startup and am wondering if I should become an Enterprise SDR at a bigger company or try to find a AE role at startup again. I've been laid off in the last two roles I've been in as an AE and previously a Founding SDR. Both of these times it was not my performance but the performance of company and the inability to raise capital that led to me being let go. I am leaning towards becoming an Enterprise SDR as I am close to being offered by some of the top companies on Repvue and the OTE is higher than my last AE role. I am still unsure if it is a good idea to wait another 12-24 months before I can get back to an AE role again. Looking for any and all advice as I have not been apart of a company bigger than 50 people yet.
You’re not starting over. You’re buying stability and exposure. People treat SDR roles like a step back, but in your case it’s more like a recalibration. You’ve done the founder-led chaos thing. Now go see what a functioning machine looks like. Learn from it. If you’re good, you won’t have to wait 2 years to promote. But even if you do? You’ll finally be on solid ground.
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I was in a similar position lately. The company I was working for had no presence in the market I was assigned to. Nobody knew us. Had to create brand awareness and source deals on my own. On top of that sales cycles are 6-9 months long. Surely I couldn’t close anything. 9 months later I was let go. If you were selling to SMB’a and the sales cycles were a little shorter, like let’s say, 2 weeks to a month, this would have been achievable. You would have seen results in the third quarter. If you have a good inflow of inbound leads, even then this does not look very achievable. Ask the company, if the one million is negotiable. I would say 500,000 sounds doable. But you need to have some inbound leads assigned to you. Otherwise forget it. That’s my humble opinion.