mitts2

Account Executive

Acclaimed Answer

"AEs are the quarterbacks of deals" - Comparing Sales Roles to Football Positions

I've heard the saying "AEs are the quarterback of the deal" a lot and it got me thinking about the expansion of that analogy and what other roles in a deal cycle translate to positions on a football team. I've now spent way longer than I care to admit flushing out this analogy so I figured I might as well get some feedback from the Savages. Here goes:

QB = AE

Doesn't need much explanation. Captain of the team / deal and knows the ins and outs of the deal / offense.
Knows what plays to run and what weaknesses to take advantage of
Executes the strategy and actively reads the defense / client to figure out how to move the ball / deal forward

Offensive Line = Sales Engineer

Championships are rarely won without a solid O-Line. SEs do the dirty work and live in the trenches all with a smile on their face (tech deep dives, integration demos, one-off engineering questions, technical objection handling)
They battle day in and day out with the grit and finesse of a multi-dimensional All-Pro Left Tackle. They grind like an engineer (run blocking) but can think like an AE (pass protection)

Running Back / Fullback = SDR

Largely replaceable, injury-prone, dying breed
Move the ball forward in small increments
Can occasionally rip off a 50 yard TD run (set a new meeting), but most of the time grinding in between the tackles
A really dynamic one (McCaffrey / Kamara) can be a huge asset in multithreading and building relationships

Wide Receiver = Marketing / Business Development (partners)

Take more credit than they deserve but occasionally come through with a massive introduction to a DM (equal to long TD catch)
Overpaid
Move from team to team far too easily

Offensive Coordinator = Sales Manager / Director

A good one is a game-changer, creative, and a massive asset
You can still win with a bad one but it won't be pretty

Head Coach = VP of Sales

Great ones are leaders that inspire confidence and are willing to go to battle with you shoulder to shoulder

Punter = Interns @paddy ?

General Manager = CEO

Owner = Board of Directors / Investors

Certainly, a lot more you can add to each position but this has already taken me too long to write. @Savages - What did I miss?

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24 comments

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paddy

WR Officer

15

Director of Business Development

I wouldn't compare interns to punters. There are some fucking tough punters out there. Just look at Pat McAfee. Interns are more like each players' personal pair of cleats - stinky, run down, and put in the back of the locker where nobody can smell or see them.

mitts2

Politicker

2

Account Executive

good point. #forthebrand

FamilyTruckster

Politicker

2

Exec Director, Major Accounts

I’ve always considered myself a punter. Anytime I don’t want to do some BS I punt that shit to someone else.

Mobi85

Politicker

0

Regional Sales Manager

I was thinking more water personnel

InQ5WeTrust

Arsonist

7

No marketing, mayo isn't an MQL

You forgot the most important role - The Waterboy.

CuriousFox

WR Officer

4

🦊

My Momma said football is the devil.

LordBusiness

Politicker

3

Chief Revenue Officer

I’ve always looked for synergies in sales leadership with sports. I’d put the VP of sales in the “general manager” category, cause they also own talent and structure for the sales org. It really depends on the size of the team though cause VPs work load can shift.

1nbatopshotfan

Politicker

3

Sales

As a former football player that has listened to every manager try and explain sales through football analogies, this is shockingly good. Great effort.

Sales Ops is the trainer. You hate them, but they keep you healthy.

mitts2

Politicker

1

Account Executive

Thanks man. Tried to make it as real and relateable as possible. I'm like you in that if someone tries to make a sports analogy and misses.... super cringey

1nbatopshotfan

Politicker

2

Sales

It’s funny because every manager I’ve ever had has tried to incorporate sports into their coaching, and I cannot stress this enough, I speak normal English and can understand non sports instructions lol

goose

Politicker

3

Sales Executive

If you think I'm handing the ball to an SDR on a crucial 3rd and 1 you are nuts. They are most definitely high and will probably trip, drop the ball or run the wrong way.

UrAssIsSaaS

Arsonist

3

SaaS Eater

You see what Elijah Mitchell did to the Lions this weekend? Hes a 6th rounder that just went nuts and no ones ever heard of him. Hes replacing Raheem Mostert who was undfrafted and became of the most dynamic Rbs in the league. These guys are replaceable as hell and we hand the ball to them on 3rd and 1 all over the place.

SDRs are the same way, give them a plug and chug formula and anyone that can walk and chew gum can succeed. For the high value accounts the AE is going to spoon feed them what they need to succeed. In your 3rd and 1 analogy the line needs to do their job by spoon feeding the hole. If they fuck it up you have have Barry Sanders back there and its not making a difference.

goose

Politicker

0

Sales Executive

For every elijah mitchell there are 1,000 fucks who can't tie their shoes in the NFL. Don't get me started on Raheem Mostert (too soon)

SuperSaasMan

Executive

1

Enterprise Account Executive

Lamar Jackson that shit

FeedTheKids

Politicker

2

Solutions Consultant

This is a quality post.

Good analogy - could probably do a solid rendition of the defense being the onboarding team. Gotta love the guys who prevent clawback.

RedLightning

Politicker

2

Mid-Market AE

I've got a slightly different take -

BDR/SDR/any deal sourcing team is your defense - if you're defense is great everything else is much much easier but if they suck you can still be Kyler Murray and win a shootout

O-line is your product/support team/ whatever you're selling - same with the defense in the fact that it's so much easier when they're good. But, you can still run for your life as a QB with a bad line.

If you've got SE's - then they're your pass catchers. A great QB can make a mediocre WR look good, but when you have pass catcher's with great separation skills then it's incredible.

Lastly, and this one may be controversial, your RB is your prospect or champion. If your prospect is constantly fumbling or sucks, then those 3rd and 1's are going to be tough to convert. Also, it works with the anaology of how interchangeable they are.

Marketing is your punter because you never really want them involved in a deal. But if they are out there and they nail a pin down, then it makes the defense's job much easier

RedLightning

Politicker

1

Mid-Market AE

I like the manager and VP's as coaches, but also want to put them in as a kicker as well for those really big deals or ones that you're about to lose where you can bring them in for negotiation purposes.

mitts2

Politicker

1

Account Executive

I like it! Appreciate the creativity

RedLightning

Politicker

1

Mid-Market AE

Great post @mitts2 !

Diablo

Politicker

1

Sr. AE

Creative

Sunbunny31

Politicker

1

Sr Sales Executive 🐰

Wait, where's your defense? You need something when things go sideways and/or it's time to talk to Procurement. Maybe your CFO as Defensive Line?

IYNFYL

Politicker

1

Enterprise SaaS AE

I would say AEs are also considered as kickers…they either close the deal or F it up and lose at the last minute

WomenWantMeFishFearMe

Politicker

0

AM

If running backs are SDRs, call me Ray Rice, cause i'm smacking these bitch ass leads up!

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