Can anyone...

Question

Can anyone comment on how quota is set, what metrics you're measured on as an AE or a BDR? How many accounts do we get / what are retention targets, and any thoughts on GTS vs. GBS pros/cons? Thanks!

Former Employee · Accepted Answer

You will get ~8 accounts if you are an AE, fewer if Enterprise. If you are a BDR you will have hundreds of targets. If the choice is between BDR and AE, go BDR. If you are an AE, success is HEAVILY dependent on accounts you are handed and once you have them there's  no going back.

Current Employee · Answer

I’m GTS Enterprise AE but started GBS BDR 2017.
AE: book of 5-10 clients ~ 1m total contract value to renew. Many on multi year so only 2-4 to renew pa + ~200k growth target.
BDR:  measured on no. meetings booked for BD per Q.
GTS - mature business. 
GBS: growing, but not as recognised.

Current Employee · Answer

Continuing GTS is our oldest practice, more mature product but very formal process & a more serious culture. GBS is newer, less mature product but more relaxed culture. Both practices have their benefits based on your preference.

Current Employee · Answer

For AEs it is based on how much open cv (renewals in current year) you have plus some added growth. For Bds based on opp of your territory. AEs in LE can get 1-10 accounts, BD all over the place. You want to renew at 90% or higher to make hitting your overall quota easier. (Will continue answer)

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Anonymous Q&A

Can anyone comment on how quota is set, what metrics you're measured on as an AE or a BDR? How many accounts do we get / what are retention targets, and any thoughts on GTS vs. GBS pros/cons? Thanks!