BenitoBlanco_

Regional Account Executive

Anyone here with both EdTech and B2B/Enterprise experience?

I'm curious to know what differences you've noticed. My SaaS background is in EdTech; I did some SMB work prior but that was not in SaaS.

A close friend of mine works for a highly regarded SaaS company in Client Experience and referred me to an AE role with them, so I applied. I feel my resume/experience and cover letter were certainly strong enough to at least land me a phone call with a recruiter, but I applied to two roles with his reference and both were rejected, and the reqs still remain open. My friend is relatively new to the company, but so far he has had a really good reception, so I don't think his name is the issue.

My only other thought is that maybe my EdTech/SLED experience is looked at as "lesser than", but that's why I'm looking for your perspective here. I feel that selling to State and Local Government, particularly Public School systems, is fairly complex in regards to buying cycles, understanding approval processes and staying up to date on legislation that can vastly affect your business.

I'm curious to get your thoughts on how B2B/Enterprise folks view SLED/EdTech reps and how we compare, considering we service pretty large orgs and handle some 7 figure deals as well (none for me so far YET!). I just want to understand the industry I'm potentially interested in exploring and not burn my name applying for things where I think I'm qualified but the recruiter/hiring manager might disagree.

☁️ Software Tech

🤝 Interviewing/Offer

5

12 comments

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CuriousFox

WR Officer

4

🦊

Go around. Your friend would more than likely get a referral bonus if you got hired. Get him to find out what's up. Also get the direct hiring manager's info and reach out to them yourself. Don't wait around for a recruiter. They don't make the decision.

Pachacuti

Politicker

3

They call me Daddy, Sales Daddy

Get your friend to give you the name of the hiring manager. Skip the recruiter. Recruiters are just HR people who have a list of desired requirements for any given position they must check off.

Get your resume directly into the hands of the hiring manager - thats how a real sales savage does it.

BenitoBlanco_

Opinionated

1

Regional Account Executive

I like this! I will do some digging. He did mention he doesn't really have deep relationships with anyone on the Sales side of the house, so I might have to sell him on getting me a name...

Pachacuti

Politicker

3

They call me Daddy, Sales Daddy

Go around your friend too. Go to LI and find the HM or better yet, his boss (seriously). Tell them your friend told you about the position, how much he enjoys working there, and that you would be a great fit.

BenitoBlanco_

Opinionated

1

Regional Account Executive

Love it. Thank you for the encouragement!

Sunbunny31

Politicker

4

Sr Sales Executive 🐰

Solid suggestion.

Sunbunny31

Politicker

3

Sr Sales Executive 🐰

I worked in EdTech, but a very long time ago. However, your experience is invaluable in SaaS for companies that have Ed or Government teams, as understanding the specifics of the cycles and requirements is something that you have. You could use that industry vertical expertise to break into some of those companies. The Public Sector group at my previous large employer was very successful.

More generally, you do have SaaS experience, and you're doing a good job here of explaining your overall strength and what you can bring to the position, so I don't see your experience as a problem that can't be overcome. There may be other reasons you were rejected - sometimes those recs are up for months, but there's an internal candidate pool the company is working through, for example. TBH, my previous employer also had a recommendation process, but usually declined those applicants. Why, I do not know.

BenitoBlanco_

Opinionated

1

Regional Account Executive

Thank you for this thoughtful response! Really helpful to have your perspective here.

If you were applying to a B2B SaaS company from an EdTech position right now, knowing what you know since you made the jump years ago, what would you keep in mind? How would you summarize the main differences between, say an Enterprise or Mid-Market B2B SaaS AE and the equivalent "level" of an EdTech AE? Is there anything you wished you would have known when you made the jump?

Sunbunny31

Politicker

2

Sr Sales Executive 🐰

Well, to be honest, I went from B2B SaaS to EdTech out of necessity. When I say it was a while back, I mean post-9-11. It was a relief to get back to EdTech, but that's mostly because the company for which I worked was the equivalent of a PE firm and was loathsome to their employees.

Honestly, the differences in sales are the audience, cycles, and reliance on government standards in the case of EdTech. Also, in the non-public sector, the concept of "use or lose" does not fully exist, nor does the need to understand grant writing. I think what translates is that you understand a buying cycle, you can adapt, and tech is tech. You'll have to present yourself as someone who can learn about new verticals and ICP. Alternately, you could work for the Public Sector group in a larger tech firm; you understand the buying cycles and could bring that to the table when selling the tech.

The equivalent level for MM B2B SaaS AE might be someone who would sell to a COE or a district rather than a state (that might be enterprise).

As was said above, I wouldn't rely on the reference to get you in the door. My previous employer routinely ignored those. The suggestion to go directly to the hiring manager and mention your friend is a solid one - that's a better reference than what most companies provide, which is an internal form you fill out, and is somewhat impersonal (and therefore easily ignored).

BenitoBlanco_

Opinionated

1

Regional Account Executive

Excellent insight, I appreciate you taking the time to share so much. Thank you, thank you, thank you!

Sunbunny31

Politicker

2

Sr Sales Executive 🐰

Good luck to you! Happy to help.

jefe

Arsonist

2

🍁

I worked in EdTech SaaS and to my knowledge that's never been an issue. As you said, often larger deals and a helluva lotta navigation of complex decision making and bureacracy.

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