Hi all - i...

Question

Hi all - interviewing for Large Enterprise Account Executive - new logos in the US. Is the 70% team attainment true? I'm hearing everyone is achieving well, majority of people making it to winner's circle and culture is strong. Truthful? Is this due to long tenure and thus new hires won't see this?

Current Employee · Accepted Answer

Net New Logos would be a BD role not an AE role.  I would get more clarity on that.  If it is for BD, that is not an accurate stat at all.  20% hit quota in BD over the past year in Large Enterprise, North America.  Is this end user, IT, HT, GBS?  For an AE it would be more like 70%, however depends on the book of business, territory and manager.  I would ask a lot of questions.  If they cant/wont ask the questions, you might want to reconsider the opportunity as PIP plans are a real thing at Gartner.  A few questions to ask if a BD role:  What is the exact territory and will it change in 2025? Are there any conflicts on account alignment amongst the BD team or with the other BD teams and AE's?  If I were to lose accounts due to account alignment scenarios how long before you will backfill the loss of accounts? In the past 18 months what is the number of accounts that your top 3 BD's had and why were those BD's successful?  If an AE role: In this specific book of business have there been any discussions on the account downgrading the services or is there a risk of any cancellations? With book of business, has there been any service related challenges in the past 6 months and what are the current actions to combat those?  How much growth did the previous AE secure in the past 18 months with these accounts?

Current Employee · Answer

If you’re going after new logos then you’re applying for a Business Development role. Not an AE. Either way 70% sounds way too high. There might be a couple of small sales teams hitting that, but very doubtful. More like 30% hitting quota lately. Also depends on the practice area(HR, IT, etc)

Current Employee · Answer

I think they’re over embellishing a bit. It also depends on your manager and your team; but, in my 2 years at Gartner, renewal rates have been strong as most of my clients are in multi years and growth has been very challenging. I think HT has an analyst relations problem.

Current Employee · Answer

Depends on region, team, and manager. But end user large enterprise is consistently growing, and targets are achievable. I’ve achieved winners 4 out of 5 yrs. Your first manager is critical, make sure they’ve been successful as an AE and manager.

Current Employee · Answer

There is a LARGE disparity between the BD roles and AE roles. BE SURE FOR WHICH YOU ARE A CANDIDATE. BD roles are going to be tough sledding because you are getting the accounts an AE could never penetrate. An AE role can be a sweet gig where you handle autorenewals with some growth to hit your number. Be prepared to live on your base salary in either role for 6 months minimum.

Former Employee · Answer

They are embellishing. It's more like a 50-50 coin flip for existing reps. That being said, you'll backfill ppl who lost their 50-50 and be expected to turn it around immediately. Still better than MSEs 15-20% hit rate last year.

Current Employee · Answer

Not in the last two years. Historically yes, recently I’d say 20% hit plan.
Because of the auto renewals you have most people end up between 80-100%.
so it’s very hard to have a horrible year (under 80%) but it’s not easy to have a 100% + year either. I was 1/8 to hit plan and club 7 missed plan

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Anonymous Q&A

Hi all - interviewing for Large Enterprise Account Executive - new logos in the US. Is the 70% team attainment true? I'm hearing everyone is achieving well, majority of people making it to winner's circle and culture is strong. Truthful? Is this due to long tenure and thus new hires won't see this?