I'm finali...

Question

I'm finalizing my interviews for the Emerging Digital Native Account Executive position.

I've yet to receive a clear answer on quota attainability, average sales cycle, annual quota, or deal size.

Can someone please shed light on these details?

Former Employee · Accepted Answer

As a former DNE AE at Cloudflare, the quota attainability is a stretch. You’re working with very small, fresh funding, and new to the market companies. Sales cycle differs with each company but about 2-5 months, annual quota is basically a moonshot and deal size is around 25-50k. Godspeed my friend

Current Employee · Answer

Don’t know what the above person is saying about the DNE team doing well, or any unit really. Average quota attainment across teams is maybe 15%? My team has 20 reps and 3 people hit.

Quarterly quota is 180-200k, deal size avg is 40k. Zero product differentiation between self serve and ENT.

Former Employee · Answer

Quota is ~1m annually. They recently restructured the sales org so my experience is a bit dated but when I worked there I'd say about 50% of the salesforce attained. Generally speaking this was a particularly poorly run organization internally that benefited the more tenured reps. I would avoid.

Current Employee · Answer

The DNE team is an absolute mess. I only know a few reps who have sniffed quarterly quota, and the internal processes seem to actively be hindering the sales force. Avoid.

Former Employee · Answer

The sales organization as a whole was a mess when I left. Implemented changes that did not need to happen which reduced workflow, conversion rates, and quota attainment. Think they could do a better job setting their sales people up for success in the DNE space

Current Employee · Answer

Congrats.  To give insight to this segment specifically - it’s not a bell shaped curve for attainment.  Across the org, folks feasting at the top, some doing ok with 50% attainment and then a lot below that.

Average Sales cycle 50-70 days on AppServices, 100+ for Zero Trust solutions

Former Employee · Answer

Digital Native Emerging (DNE) is a ticking time bomb. It was a new segment created in Q1 this year and most of the closed won deals the DNE reps got were mid market deals they were nurturing before re-segmentation. I’d say if you’re offered the job take it but try to work your way to another segment

Current Employee · Answer

The fact that you haven't received clear answers should be a red flag, no? Always ask to speak with existing reps.

Quota attainment has been 20-30% of reps. Sales cycle can go fast if they're under attack but more commonly takes 6+ months. Quota is from $700-$900k. Deal size varies widely but the average is $60k.

Current Employee · Answer

Very few DNE reps hit quarterly quota, let alone yearly.  It’s incredibly difficult to come into the org this late and find a good account book.  They are all taken and CF is pushing performance harder than ever, very risky time to join the DNE organization.

Current Employee · Answer

To continue off my previous comment- in this segment you are selling to lots of VC backed tech, Sales cycles can be quick- typical deals are around $40-50k.  It’s a segment that is well known for the company, I expect things to turn.  The Directors for this segment are solid

Current Employee · Answer

The digital native team actually does really well. They consistantly have a couple reps hitting 200%+ in quota

Im not sure what the quota is ut i believe its around the $1mil mark

Im on the ENT BDR team. The ENT AE’s are pretty hit and miss. Some hit quota but mainly because of their acct list

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Anonymous Q&A

I'm finalizing my interviews for the Emerging Digital Native Account Executive position. I've yet to receive a clear answer on quota attainability, average sales cycle, annual quota, or deal size. Can someone please shed light on these details?