MoreCompassion

Account Executive

9 week update on job search and advice

Hello Fellow Sales people :)

I have been in the market for 9 weeks post my layoff. In the last 9 weeks, I have learned a lot about applying for jobs. I have been in 10 interview processes (9 through referrals by contacting Alumni, random people on LinkedIn, and ex-colleagues).

My path to Sales has been non-conventional:

Entrepreneur with small business(decently successful) ---> Founding AE at early stage Healthtech startup (2 years - figured out the correct PM fit amongst the many verticals they were selling to - Took them from 700k to 1.4 M ARR, the team from 10 to 22 people, raised seed round of 2.5M and left them with 1.7 M PM fit pipeline which they are closing successfully) ---> AE at series A Healthtech startup (generated the most pipeline in all 4 AEs in 10 months and the best-closed numbers in the first 10 months amongst reps)

Here are the two objections I am getting:

I haven't done the same deal size and deal cycles before - In both startups; I worked with 50-300k deals with sales cycles of 6 months - 24 months.
My closed numbers aren't very high - Given the small periods I was there and the long sales cycles, my numbers might seem low, but the quality of my pipelines can be checked with my previous employers.

How would you navigate this, given I haven't seen many openings in Healthtech and it's a small market in Canada?

Is there so much talent in the market that companies can choose to hire people from the same sales cycles and deal sizes?

😋 Job Searching

🌍 stateof sales 2023

14

26 comments

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oldcloser

Arsonist

7

💀

I happen to think the first objection is garbage. Seems you’ve done everything but the same deal size. If I were to hear that, I’d dig. “Is it that you think I can’t navigate procurement? I’ve raised capital! Is it that you think I can’t engage multiple stakeholders? I’ve run a team of 22! What part of the process is it that you think I am absolutely destined to fail in?”

If they have a real answer, tear it to shreds. Sell, my friend. Just sell. You’ll land.

CuriousFox

WR Officer

2

🦊

I agree with that. Was this one interview that had this objection or was it all of the companies you interviewed with?

MoreCompassion

Opinionated

1

Account Executive

I meant the total team went from 10 to 22 for the startup. I just had one AE working for me. The capital was raised by the CEO, but as head of sales, I was responsible for sales forecasts.

But yes, All I am looking for is an AE role :)

MoreCompassion

Opinionated

1

Account Executive

What are your views about the second objection? From my 1.7 M pipeline, around 700k have been closed already. It was very high quality.

oldcloser

Arsonist

1

💀

Ohhhkay. Well, I read it the way I read it. Get someone to read it that way too. “I’m talented enough to get it done” just doesn’t fly. Prove it. Somehow- just prove it.

oldcloser

Arsonist

2

💀

First, please upvote your replies if you find value. And in objection 2, I think you’re being too honest. Are you walking in with spreadsheets? If I’m interviewing anyone I know they’re “grossing up” their historical performance. If a questionable performance that requires a story shows up in writing, I’m discounting it by 15%.

MoreCompassion

Opinionated

1

Account Executive

Thanks!

oldcloser

Arsonist

1

💀

Sincerely hope it helps I’m currently underemployed and it’s tough to reconcile on a daily basis. But so is any sales job. Look at the hunt like you would a deal and don’t let go… rabid dog time. Good luck, friend

MoreCompassion

Opinionated

1

Account Executive

Thanks! You have been incredibly helpful to me.

AnchorPoint

Politicker

1

Business Coach

absolutely

detectivegibbles

Politicker

3

Sales Director

Are you only looking at startups?

MoreCompassion

Opinionated

2

Account Executive

nope. Mostly been looking at established companies as startups don't have a lot of openings.

detectivegibbles

Politicker

0

Sales Director

Can you go back to any previous employers?

MoreCompassion

Opinionated

2

Account Executive

The startup I was with wasn't growing, and I was the head of sales there. I will face the same issue if I go back there.

pirate

Big Shot

2

🦜☠️ Account Executive

Good luck with finding a job! I'm sure you will do

I guess talk the talk and walk the walk. I was really upset in one of my roles... Did HR complaint on a senior leader. Quit without having anything in sight. Then started interviewing. I had been in AE role 2+ years and couldn't seem to get anything but SDR/BDR roles.

It's hard but try and work on your mindset. Try and work on your confidence. Guess fight the feeling of 9 weeks.

Does it have to be health tech?
What roles can you expand the search to?
Have you reached out to everyone on LinkedIn that you know?
Because someone always knows someone.
Bravado Flex?
Recruiters in your circle know you're looking?
Can anyone write you recommendations?

MoreCompassion

Opinionated

2

Account Executive

It doesn't have to be health-tech. I am mainly looking outside health tech. 9 out of the 10 interviews were outside Healthtech.

I am thinking of BDR/Customer success. Not sure If I am there yet.

A lot of people - trying others.

What do you mean by Bravado Flex?

Yes

I have a few recommendations written on my LinkedIn.

pirate

Big Shot

0

🦜☠️ Account Executive

Alright perfect. I think Bravado has some part time project based things though unsure how many jobs there are outside US.

Good luck to you!

startupminion

Executive

1

BDM

Did you eventually land an AE role? If so, did you do anything differently, or was it a matter of time?

pirate

Big Shot

0

🦜☠️ Account Executive

Yes I did, although took a salary hit and title hit.
Was there for a while and then begged my old company to come back and reached a better title and salary.

I think it was a matter of time and working on my confidence and focusing on hitting targets. Had to make some lifestyle changes but it was worth it in the end.

SiliconBBQ

Politicker

2

The Metal Rooster

Don’t lie but…

Do your pipeline numbers vs. closed numbers make you sound more like a BDR than an AE?

You need to find a way to massage that info and present it as an AE.

Maximas

Tycoon

1

Senior Sales Executive

Have you tried to check for other opportunities besides Healthtech?

MoreCompassion

Opinionated

0

Account Executive

8 out of 10 interviews were outside healthtech

CPTAmerica

Opinionated

1

President/CRO

You may be sharing too much quantitative information in your interviews.

Justatitle

Big Shot

0

Account Executive

So, health tech is a solid place to look and all, given the limited market you may want to expand it into HR tech as they aren't that dissimilar and almost all hr software offer a health insurance component(in the U.S) understanding that Canada has universal health care

GreenSide

Politicker

0

Sales manager

How far are you getting in the interview process? A good sales leader will be able to see past those objections. However, if you’re taking to a recruiter and getting stuck there, they usually cannot.

ventox35

Politicker

0

Sales Leader

I feel you. Solidarity! Keep grinding

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