Sounds lik...

Question

Sounds like the AE Expansion team is pretty new, and a glorified AM role. What makes it different from the actual AMs, and how successful has the team been?

Current Employee · Accepted Answer

It’s not a new role, they just changed the title. Previously they were called client development managers. Basically is an AM role.

Success is VERY dependent on your territory. Some people absolutely grind and can’t even hit 50%, and there are others who hit club while barely working half days.

Current Employee · Answer

Just a terminology difference, it used to be called Client Development Manager but now it's Expansion AE. It's focused on growing ARR.

Success varies based on segment and specific book of business. Expansion typically works larger, more strategic deals than new biz in the same segment.

Current Employee · Answer

It isn't new - they used to be called "client development managers" but last year or two transitioned the name to "expansion AE". It's the largest part of the entire sales organization.

It's different from a typical AM role because there is a pretty big emphasis on hunting for new LOB's, contacts, etc. in your existing territory vs. just farming what is already there.

I think of it as more of a hybrid AE/AM role. Still managing renewals but you there isn't any kind of retention goals. It's all about net new revenue within your existing accounts.

Current Employee · Answer

This team has been around for a while, it's just a name change. It used to be called Client Development Managers, which are AM's. Now they call them AE's for expansion. Smartsheet has a heavy land and expand model, so many of the biggest deals are done by AM's not net new, although we have a great new-new team.

Current Employee · Answer

No it's not. Used to be called "client development manger". basically you grow existing accounts. These could spend $900 or $90,000 with Smartsheet. You are not responsible for flat renewals or downgrades (CSMs). It's a sales role. The whole business model is Land&Expand and land deals tend to be pretty small so it's seen as more senior than the new business team

Current Employee · Answer

Like anything else in sales, its territory and timing. Talent is a distant 3rd.

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Anonymous Q&A

Sounds like the AE Expansion team is pretty new, and a glorified AM role. What makes it different from the actual AMs, and how successful has the team been?