slayallday

Enterprise Account Executive

AI/ML Sales Series A Grind- anyone else?

I took a role about 6 months ago as part of the founding sales team for an AI/ML startup. Prior to hiring a couple reps in my hiring class, the sales process was founder led/sold by one ae, and they were crushing targets. Now with our new hiring class, not a single rep has hit quota, and leadership just announced we're pivoting ICP.

Super frustrating, but I guess this is a part of the Series A grind? I'm thankful I have a job considering the market, but it's frustrating to be missing quota. I'm just hoping they don't lay off myself or others.... Anyone else in this grind/want to vent?

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19 comments

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SalesBeast

Politicker

Sales Leader

Yes that is normal. Honestly who gives a F what the ICP is. At a start up you should try to sell broad and see what types of companies are most purchasing your shit and push hard in that market. Founder let sales is typically buddies from past buying your shit and not truly helpful to define your ICP.
Just make sure you are selling something and pay for your ass to be in your seat. If the company loses money on you- it’s time to start looking.

slayallday

Personal Narrative

Enterprise Account Executive

Thanks @SalesBeast

js2458

Politicker

Enterprise SDR

Yep. I'm in a Series B startup where pretty much the exact thing has happened.

Slightly different in that we have an established sales process abroad, but here in the US we don't know shit.

The result: changing ICP constantly, making dials to people who immediately are not interested, real lack of engagement from prospects. This is not just from my side, but also from my AE as well.

We haven't closed a deal in about 6 months. But hey, that's enterprise Saas.

Base salary is tasty though. Yum!

slayallday

Personal Narrative

Enterprise Account Executive

Thanks @js2458 . Glad to know it's happening around the block. Are you in the AI/ML space?

js2458

Politicker

Enterprise SDR

AI space for sure, not sure if it would be considered ML...tbh, it's all jargon to me.

Justatitle

Big Shot

Account Executive

yeahhhhh..... red flag number 1 is that it was founder led sales, that's not scaleable, red flag #2 is throwing around words like AI/ML without a good explanation of how they do it and the problem they solve for and #3 was a bad analysis of what ICP is and who to target. I'd dust the resume off if I were in your shoes.

antiASKHOLE

Tycoon

Bravado's Resident Asshole

I second this. get to finding a new gig

slayallday

Personal Narrative

Enterprise Account Executive

At this point I'm going to work as hard as I can until we either start hitting a stride or I inevitably get laid off.... Luckily the base is 100k here so I figure might as well try to make it work.

Justatitle

Big Shot

Account Executive

Buddy, I say this as your friend, the fact that you're getting 100k and haven't met quota and they are shifting is the biggest red flag so far, you have maybe 3 months left at the current state before they pull the plug

slayallday

Personal Narrative

Enterprise Account Executive

😱

slayallday

Personal Narrative

Enterprise Account Executive

@Justatitle what's your expertise/experience w/ Series A's? You seem experienced according to your profile but seems like you've mainly worked at larger orgs

Justatitle

Big Shot

Account Executive

I have worked for three companies that were seed series A series A. The most recent one I was let go after 2 months despite hitting the ramp goals. you don't have to believe me, I as you once, having been around the block one too many times I'm standing firm on this because it will only benefit you.

slayallday

Personal Narrative

Enterprise Account Executive

Appreciate it @Justatitle. Hard to decipher advice on these types of platforms.... greatly appreciate it.

braintank

Politicker

Enterprise Account Executive

He's spot on.
Start applying now.
You and your org are on borrowed time.

Justatitle

Big Shot

Account Executive

You don't know me, you should be skeptical, I only want to see people succeed. There is 0 reason for me to root for failure so I root for success

MyAnonymousName

Opinionated

Sales Leader

Founder led sales is not a red flag - startups should not hire sales reps before $1M in ARR

No it's not scalable but it shows that a market is actually there

Justatitle

Big Shot

Account Executive

Very much respect what you are saying, I should clarify, if it was founder led/ 1 AE and then they hired 5 more reps that is a red flag here. the founder simply won't have enough hours in the day for that ti scale and grow. to me that is why it is a red flag

MyAnonymousName

Opinionated

Sales Leader

ah I see, yea I agree going from 1 -> 5 does not seem like responsible growth

Beans

Big Shot

Enterprise Account Executive

Familiar story, founder led sales tend be helped by the funding backers and their network, after that you willllllllll struggle.

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slayallday

AI/ML Sales Series A Grind- anyone else?

19 comments

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