JuicyKlay

AE to BDR? What would you do?

I've been an AE the last six years and am thinking about making the transition to a senior BDR role. I'd be paired up with two AE's and have 20 accounts to prospect per quarter, selling enterprise HR software. As an AE, I've closed six figure deals with some of the largest companies in the world, made great money, but really don't enjoy all the busy work that comes with contracts, closing, and onboarding. I'd be taking a 30% pay cut making the switch but would have way less stress and more free time for IronMan training. What would you all do?

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jsingh

Good Citizen

Account Executive

I'd confirm first if the new role actually gets you what you want here which is less stress and more free time to do activities

Kiona

Opinionated

Head of Business Development

100% agree. I made this jump and worked more for less money - and less recognition. It killed me and I eventually left the company.

JuicyKlay

Celebrated Contributor

That's the worst! I've had that happen once before and also left after about a year.

JuicyKlay

Celebrated Contributor

Great advice! I am getting super granular with my questions with peers and bosses to confirm what the day to day really looks like. From what I can tell so far, it is less stress and time then what I'm doing now.

Salespreuner

Big Shot

Regional Sales Director

This.. is VERY VERY IMPORTANT.

Kiona

Opinionated

Head of Business Development

DONT DO IT - I did this, moved from sales exec to Business Development. I was a top sales performer and everyone tried to talk me out of it, but I was burnt out and the company didnt want to see me leave. In the end, everyone agreed to let me be a "senior member of BD." I created more opps and had the highest close rate for my sales execs, but missed the pay out for my contribution. (when you factor in making it rain QoQ, its a big pay loss.

14 months later I left because I missed sales SO much but there wasn't an open seat to join back and I was worried about the political headache it would cause leadership to "trade me" back to quota carrying. Instead, take a few weeks to a month off and then jump back in it. Especially if you love your company. I loved my company, and regret not dealing with the stress in a healthier manner.

Now I work for a company where I have to build everything back up again.

JuicyKlay

Celebrated Contributor

Thanks for sharing your story. I would be changing companies so wouldn't have to worry about everything you did but I get where you're coming from. The big pay loss is probably what I'm most concerned about.

HBIC44

BDR

I just recently did this. Went from a VP of sales role in a 40 person start up in the fitness industry to a BDR role in application security.

Took less money.

but I work remote and I have so much more time and control over my schedule to train for weightlifting. I think a lot of this depends on your manager.

if you have a micromanager don’t be a BDR. I am lucky- my manager does not care what I do as long as I hit my number.

Overall, I am glad I made the jump. But I had to ensure- that I was getting the freedom I wanted not the company just saying it.

JuicyKlay

Celebrated Contributor

Very good points! I think a lot of this is going to come down to my manager and their style of leadership.

LordOfWar

Tycoon

Blow it up

Can you not ask your boss to dial down your accounts? Maybe work part-time or contract? That way you keep your position and can scale as needed.

If you're a big closer they should be happy to accommodate rather than lose you. You can also make the case for hiring an intern/jr AE trainee to handle your admin while learning their job. This leaves you with more time to close deals.

JuicyKlay

Celebrated Contributor

Never even thought of that! That's a great idea!

paddy

WR Officer

Director of Business Development

I mean yeah if you value the iron man training then do it. Work life balance brotha

JuicyKlay

Celebrated Contributor

I also value time with the family. IronMan training is going to add an extra 15-20 hours a week on top of my normal sports/workouts.

paddy

WR Officer

Director of Business Development

Then it's probably worth it man

BmajoR

Arsonist

Account Executive

I think being a BDR is a different type of stress, and I do not miss it at all. I'm only 2 months into my AE role, so the idea of going back to a BDR seems unfathomable to me. Maybe its time for you to find a different industry?

JuicyKlay

Celebrated Contributor

Yes, I am 100% getting out of this industry. That could also be the answer.

BmajoR

Arsonist

Account Executive

Well I hope you find happiness and peace with your next move, good luck!

JuicyKlay

Celebrated Contributor

Thanks friend!

Chep

WR Officer

Bitcoin Adoption Specialist

Money is not everything and if you vibe well with the new people I think it could be worth it. Also nice to switch roles and try something different just to freshen things up. Good luck with the iron man training absolute badass thing to do

JuicyKlay

Celebrated Contributor

I'm definitely in a "I'd rather be happy than rich" phase of life and my wife does well at her job which helps. I love prospecting and really think just focusing on that could be a nice break for a couple of years with eventual leadership transition.

Chep

WR Officer

Bitcoin Adoption Specialist

I love prospecting too always fun to learn about new and innovative companies while I source them out!

JuicyKlay

Celebrated Contributor

Right? And it's much for fast paced engagement. I can prospect/book a meeting within a week and move on to the next company instead of working a deal for 9-18 months that just keeps draggin on.

CoastLife

Good Citizen

Large Enterprise Sales

Knowing what you like to do in a role, what makes you happy is so important. Who cares if it is not the "traditional path". I say go for it.
I moved from sales leadership back to an individual contributor role and have never looked back. It provides the freedom that I want, in a role that I find more enjoyable.
Good luck!

JuicyKlay

Celebrated Contributor

Wise words! I stepped back from sales leadership already and do not regret that at all. I work to live not live to work. Having a job/profession that supports my family and personal goals is all I really care about.

SiliconBBQ

Politicker

The Metal Rooster

sounds like ironman brings you happiness. if that aligns more closely with your life goals and the salary cut is tenable, then pursue the dreams. no one gets to say when we check out and leaving shit undone will haunt you later in life. ....that said, there are other roles that may not hit you as hard in the pocket and give you the flexibility you need to train at that level

JuicyKlay

Celebrated Contributor

That's what I'm thinking too!

Rigeyyy

Opinionated

Account Executive

Man if it’s a better life do it! 30% less of six figure deals is still a good paycheck I’d imagine ;)

JuicyKlay

Celebrated Contributor

Lol you're not wrong about that.

SammySandbags

Politicker

Account Executive

Live within your means and you'll be way happier

JuicyKlay

Celebrated Contributor

100% - I could care less about keeping up with the Jones'. I'm still driving a four year old honda and shopping at Aldi despite making 6 figures and totally happy with that.

SammySandbags

Politicker

Account Executive

secret to success

SammySandbags

Politicker

Account Executive

and 4 year old honda? I got you beat with a 15 yr old acura

JuicyKlay

Celebrated Contributor

LOL I drove a 96 Acura RL from 2010-2012 so can totally relate there. It was a great car until somebody stole it and wrecked it.

SammySandbags

Politicker

Account Executive

dirty mike and the boys strike again

MoonDog349

Valued Contributor

Sales Manager

It seems like you're 90% of the way there to answering your own question...

JuicyKlay

Celebrated Contributor

I'm starting to see that!

MoonDog349

Valued Contributor

Sales Manager

Good feeling? I think these kinds of gut-checks are super helpful. For what's worth, I'd say your current earning potential is well worth the busy work hah

sketchysales

Politicker

Sales Manager

What will give you the most satisfaction? While stressful, theres great satisfaction in closing and onboarding a deal IMO.

JuicyKlay

Celebrated Contributor

I agree there is a satisfaction in closing and onboarding when you have a company and team that's good at that. When your onboarding and support personnel blow, onboarding can be excruciating and you can end up feeling guilty about even closing.

Silvita

Good Citizen

Business Development Manager

BDR-ing ain't easy but it comes with less stress than an AE. The AE's in our company have a lot of pressure on them but the role of BDR comes with less respect. I was a Lead BDR and now I'm BDR Mgr and I make more money than AE's in my company because I surpass quota very often. You might even make a commission on the success of your team if you take on leadership duties.

JuicyKlay

Celebrated Contributor

Moving up to a BDM within a year or so would make transitioning to a BDR easier for sure.

Silvita

Good Citizen

Business Development Manager

We have a Senior BDR who makes a commission off the success of our team because he brings in more revenue and takes on leadership duties.

JuicyKlay

Celebrated Contributor

That's what I'm talking about!

Rupert_Pupkin

Contributor

Account Executive

This is super interesting. I view the "busy work" as prospecting/pipe gen hahaha. One is certainly not right or wrong, but the contract piece doesn't bug me as much as list building, email creation, etc... If it makes you happy go get it, who cares about the pay cut if you don't

JuicyKlay

Celebrated Contributor

Lol that's the fun "busy work"! The hours a day spent dealing with network requirements, pen tests, security blah blah blah are unavoidable things that come up late in the sale and always are riddled with issues.

countingmyinterest

Politicker

Account Executive

That sounds terrible and future companies are going to ask why you did that.

Personally, I wouldn't do that, I'd try to find some inbound role or some customer success function.

JuicyKlay

Celebrated Contributor

Good feedback!

Dr.Sales

Executive

Use AI, machine learning, and inbound marketing to due away with BDRs and only have AES. Radical? Probably. Effective? More so.

goose

Politicker

Sales Executive

If I'm thinking about the long term I'd be aware of the perception of someone that says "I took a pay cut and a demotion to have more free time". If I'm hiring for a sales position this is a red flag for me.

Blackwargreymon

Politicker

MDR

I just recently did this. Went from a VP of sales role in a 40 person start up in the fitness industry to a BDR role in application security.

braintank

Politicker

Enterprise Account Executive

If you work hard enough you could get promoted to intern!

Moving backwards is usually a bad move, unless you plan to be a lifetime BDR or move into BDR management. If you change your mind and try to go back to AE how will you explain it?

JuicyKlay

Celebrated Contributor

That's the biggest concern for me. I don't want to be a lifetime BDR but could be a lifetime BDM I think.

braintank

Politicker

Enterprise Account Executive

You're painting yourself into a corner. As a hiring manager, I'd be skeptical of an AE who took a perceived demotion, particularly if the reason was "I don't like contracts, closing, and onboarding". You have to spin the hell out of this if BDR manager isn't your cup of tea.

JuicyKlay

Celebrated Contributor

I would never tell a hiring manager or boss that I don't like the contracts, closing, and onboarding. Honestly, It's more of a I'm more passionate and just really love prospecting and being the one responsible for adding net new logos thing than anything else.

braintank

Politicker

Enterprise Account Executive

They'd still be skeptical about the move from AE to BDR. Just saying, it could set you back careerwise.

CuriousFox

WR Officer

🦊

What did you decide?

JuicyKlay

Celebrated Contributor

Ended up not taking that role and moving in to a cushy Director role for now.

Clashingsoulsspell

Politicker

ISR

My company outright said they won't make it a requirement and don't ask if you have or haven't been, now that we are re-opening offices. Return to office is still up to the individual which I love thankfully.

MR.StretchISR

Politicker

ISR

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JuicyKlay

AE to BDR? What would you do?

59 comments

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