B
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BitcoinAddict

AE

Opinionated
Valued Contributor
Member
+6

Are AE roles where you just focus on closing net new logo going away?

So expanding off of my previous posts, it seems like every other AE role I run into advertises itself as "hey, not only do you get to close net new business, we have these fucking accounts of ours that need some expansion, customer success, renewing, and a host of other putting out fires so COME ON IN PARTNER!".


I am wondering, do we just not have AE roles available anymore where they ask is "here are potential prospects, lead them through sales process and make them into our clients".


Because as someone doing AE and AM work at his current role, I am ready to pull my hair out and am losing focus not being able to focus on net new sales anymore or prospecting because everything a client has a fire to put out, now that's my responsibility!!!

๐Ÿ‘ฅ Hiring
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AchillesOfAdTech
Valued Contributor
4
Account Director
My role is kinda like a hybrid like this. AdTech. Net new biz + account management

Think about it logically. What's the carrying capacity of SaaS? How many SaaS platforms can there possibly be? And at what point do all customers already use some vendor of a SaaS offering?ย 

Take Salesforce for example. How many companies that can afford Salesforce don't already use it? From there it seems like a function of growing / expanding existing accounts + picking up some net new logos in your vertical / geo where opportunity permits.ย 
CuriousFox
WR Officer
2
๐ŸฆŠ
They are out there. Maybe try different industries. ๐Ÿคทโ€โ™€๏ธ
funcoupons
WR Officer
2
๐Ÿ‘‘
Youโ€™re describing my role so yes theyโ€™re out there. I help with onboarding to a degree, but am not responsible for support or renewals once theyโ€™re in.ย 
BitcoinAddict
Opinionated
2
AE
I am responsible now for (and these are customers I did not even close!), on top of closing net new business:

1. Renewals
2. Upsell/Cross-sell (which is overrated since the good accounts go to AMs that are seasoned)
3. Putting out fires
4. Literally anything that goes on with the account

Fuck this life!
funcoupons
WR Officer
0
๐Ÿ‘‘
Time to find a new role. I wouldn't want to be doing that shit either.
BitcoinAddict
Opinionated
1
AE
I lost my whole day because of an account on fire and the lazyass CSM not wanting to do shit about it!
Trynblegendary
Executive
0
Enterprise Account Executive
You work for a VAR?
funcoupons
WR Officer
1
๐Ÿ‘‘
Noย 
techsales
Politicker
0
Enterprise Account Executive
Do you work for a startup?
Lucy710
Politicker
2
Channel Account Manager
We have regular AEs over at my company (SaaS). I think because our company sales team is so big!
Telehealth_2the_Moon
Notable Contributor
1
Director of Business Development
Is your industry something with a subscription based product or where people are buying things at different times from the same person? That seems to be more common in the SaaS world or in hardware. No one on our team hangs around after the first couple implementation calls, that being said our AM side is not great so maybe that should change... hopefully not though
BitcoinAddict
Opinionated
0
AE
SaaS, subscription based product.
butwhy
Politicker
1
Solutions Engineer
A lot of Series D-F startups have started a new trend of separating roles into Hunter/Farmer, having people dedicated to new and people dedicated to existing. Now, of course because they are all run by fucking morons, they did this kind of split on existing reps and just flipped a penny on who had what - but there should be some openings from the reps who said "eff that" after it was being organized. Look a little bigger at the one year pre-IPO companies.ย 
braintank
Politicker
1
Enterprise Account Executive
Love some upsells, but hate renewals and customer success
SalesMama
Executive
1
Senior Account Executive
Is the issue managing both or with how the comp plan is structured?

To answer your direct question, I just wrapped up 3-4 months of interviewing and most roles I considered were strictly net new sales. As @butwhyย suggested, a little bigger companies that "are going to IPO in the next 12 months" might help
andrewwmillerr
Personal Narrative
0
AE
Sounds like you need to speak to your SVP about something called "customer success roles"ย 

Either you want me to do BD or you want me to do AM....
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