Given the ...

Question

Given the complexity of the product, the timeline of the sales cycle and ramp, what happens if you do not hit quota in your 1st couple of quarters or year there?

Current Employee · Accepted Answer

You’d be gone, or on a PIP. Enterprise sales at a company whose culture is now as ruthless as the rest of them - as a rep, you’re a number and a line item.

Former Employee · Answer

I think you would be in trouble.  There is a reason they are constantly hiring and its because they are constantly firing.  My biggest suggestion would be to vet the account list you are getting prior to accepting the role.  Elastic does not do a great job when they assign existing accounts, they only look at renewal base and that's it.  If this is purely a greenfield role, I would look elsewhere.  Every 'greenfield' account will be using a competitor at this point.

1. How long has company been a customer?
2. What's the use case?
3. Have renewals been flat? If so, why?
4. How many reps have owned account before you?
5. Are there any exec level relationships
6. Why not Cloud? (Cloud growth slowed down last quarter and there is still major pushback from on prem customers.

If management can't answer these questions, it's a red flag.  Ask them to speak to the reps that owned the accounts before you.  If they are no longer there it's another red flag.

Current Employee · Answer

Elastic had operated with more leniency than other organizations given the very long sales cycles. However, they have moved to the standard sink or swim model that many are accustomed to in Tech sales. With layoffs happening rather consistently.

Like others have mentioned in this thread, it is crucial to seriously investigate a prospective role at Elastic. DO NOT take a growth role or a role that tilts more heavily to a greenfield role. If you do, you might as well start lining up your next job immediately, as you will not find success in the role regardless of the efforts put forward. In two years I have had zero inbound interest and Elastic has absolutely no alignment with the channel, so the good fight is done alone.

Former Employee · Answer

They put you on a PIP, just like any other company.

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Anonymous Q&A

Given the complexity of the product, the timeline of the sales cycle and ramp, what happens if you do not hit quota in your 1st couple of quarters or year there?