QWhiz

Founding AE / ex-SDR

Valued Contributor

9 Months... IMPACT

First-time AE. First-time Founding AE. Based in India. B2B Ed-Tech firm. Primary users of our product are teachers. We sell to schools and districts. Prior to me joining, 99.9% company revenue was from US.

I complete 9 months today, with a 0-days Ramp period,and here's my overall output:

$600k+ in pipe created
$201k ARR (all-time ARR from ROW is $382k)
7 resellers signed (taiwan, hongkong, lithuania, south korea, with 2 more agreements in redlining in EU)
Signed the biggest deal till date in ROW $23k ARR (avg. ticket in US is $2.5k)
Signed the first MAT(multi-academy trust) in UK
Got us approved in one of the biggest boards in Canada (running a multi-year opp here with $80k+ARR)
Planted the first-paying-customer flag in Argentina, Estonia, Kenya, Mongolia, Northern Mariana Islands, South Africa, Taiwan and Uganda
About to sign the 4th largest deal ever in any market ($120k arr)
Traveled to Taiwan to set the reseller GTM motion(i was there when the earthquake happened)
On the right track to hit the org goal of $1mn ARR this year from ROW

I've learned a thing or two about schools, teachers and education industry, 0 to 1 journey, pricing models, office politics and reseller politics during the journey. Appraisals next month - how much do I ask for?

https://bravado.co/war-room/posts/first-100-days-output

🤘 Personal Growth

15

23 comments

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Pachacuti

Politicker

5

They call me Daddy, Sales Daddy

Sounds like you’ve done what they hired you to do. I’d keep on keeping on.

QWhiz

Big Shot

1

Founding AE / ex-SDR

that’s the plan

oldcloser

Arsonist

4

💀

Been watching you post your wins regularly. Great focus all the way through. How much do you ask for? All of it. Keep it up.

QWhiz

Big Shot

1

Founding AE / ex-SDR

Give me a number oldcloser, I’m tensed about this

oldcloser

Arsonist

3

💀

Not sure why you think a 9 month appraisal is time to ask for anything, but I’ll roll with it. These numbers, in US terms fall into a short cycle or product led SMB pay scale. Having no clue what your COGS are, or what comparable compensation is in India, I’ll ignore those key factors and guess it generously around 15% of your all time ARR sold. $60k all in OTE

QWhiz

Big Shot

0

Founding AE / ex-SDR

here's the catch: I'm already at that number today. a little north of $60k

pirate

Big Shot

3

🦜☠️ Account Executive

Congratulations! I'd say 9 months is way way too early to ask for anything. Give it another 18 months and then ask

SalesBeast

Politicker

2

Sales Leader

Good work. Not sure currently what paid so hard to give numbers.

QWhiz

Big Shot

1

Founding AE / ex-SDR

I have a fat base. 80/20 is base vs variable. I know I get paid well. But given my performance, should I not ask for a 40-50% hike?

Revenue_Rambo

Politicker

1

Director, Revenue Enablement

Because it’s your first time doing any of this. Do it again for another 9 months. Prove that it’s you and not simply right place right time.

This is not to say you don’t deserve a little bump, but to garner 40-50% you gotta show it was you.

QWhiz

Big Shot

1

Founding AE / ex-SDR

it's a product-led org. They spent 7 years in acquiring users and have recently started to think to monetize from the user-base. Many people trued their hands in ROW sales in last 2 years - but failed. I joined 9 months back and literally killed it. It doesn't matter to them how the $$ are coming in - since they don't understand any of it (product people).
Would you still say i need to wait for another 9 months and not take advantage of what I've built in such a short time?

Revenue_Rambo

Politicker

1

Director, Revenue Enablement

Yes. Ask for a small bump or increase in commission %.

If you ask for a huge bump now and then kill it again are you going to ask for another 40-50% bump?!?

Your strategy could have the exact opposite effect that you intend. If you are the only rep producing and it’s a significant part of their ARR then you can become a risk to their business instead of an asset.

QWhiz

Big Shot

0

Founding AE / ex-SDR

@Revenue_Rambo : How would I be a risk? Shouldn't I be rewarded for what I've been able to accomplish in such less time?
Also - 9month appraisal because the company decided to do appraisals 2 months in prior. Else, it'd been kind of a 1-year appraisal, but reading your comments i think that doesn't make a difference?

LambyCorn

Arsonist

2

A mfkn E

pretty damn good... congratulations, sounds like your gonna get a raise or a raise if you keep things up pretty soon

Filth

Politicker

2

Live Filthy or Die Clean

add 3 more months of crushing it and then ask for a 20% on the top.

TennisandSales

Politicker

2

Head Of Sales

nice work homie keep crushing it! those are solid numbers

jefe

Arsonist

2

🍁

Awesome stuff! It's been great to watch your growth along this journey.

Keep doing what you're doing, and wait until you at least hit the year mark to ask for anything more. Base is always the best, but variable is safer for the company and shows that you believe you'll keep making shit happen.

detectivegibbles

Politicker

1

Sales Director

Well freaking done.

Sunbunny31

Politicker

1

Sr Sales Executive 🐰

I'm curious about the 9 month appraisal (performance?) cycle. I've not seen it before.

QWhiz

Big Shot

1

Founding AE / ex-SDR

I joined the company mid july last year. Appraisals are supposed to happen in July. But they pushed it forward by 1 month due to reasons unknown to me (i think people are leaving right now, that's why). So it's more of a 10 or 11-month appraisal and not exactly 9 months @Sunbunny31

Sunbunny31

Politicker

0

Sr Sales Executive 🐰

Interesting. I’m used to annual or semi-annual.

DungeonsNDemos

Big Shot

1

Rolling 20's all day

Solid pipe coverage! And that sounds like you've been slinging a lot of deals if most are around 2500. Nice job

Diablo

Politicker

1

Sr. AE

Great work. Keep it up!! Do you having rating systems in there? Any historic data of how much they have been giving to the best reps?

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