I
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IthinkISoldIt

Business Development Representative

Good Citizen
Member
Contributor
+1

BDR to Founding AE

hey guys, I accepted a position with an EdTech start up and it starts in a month. I originally interviewed for the founding BDR role but based on my experience they thought I'd make a better fit at AE. that being said I HAVE NO CLUE on what to expect and I really don't want to mess up so I come to you hat in hand. do you have any advice or tips from your own experience you can pass down to me? I appreciate it as always thank you !
🧠 Advice
🎒 EdTech
👍 Sales Process
8

14 comments

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oldcloser
Arsonist
6
💀
Founding AE is a real challenge with a decade of experience. First closing role? Gonna be honest- you better hope you’ve got friends and family in the schools.

You’re about to enter the ambiguous zone. You can expect no training, no marketing, no CRM, no collateral, no process, no communication, no structure, no quota relief, no culture, no coaching, and a lot of early finger-pointing.

Don’t take this the wrong way, but their moving you to AE is a probable result of not being able to fill the role with an experienced seller. This is not ideal for someone just breaking in. That said- you can lean on this group with your questions. Just provide as much context as you can.

Do they have any customers yet? If so, who sold them? And are they still a customer? If not, why not?
IthinkISoldIt
Good Citizen
3
Business Development Representative
I appreciate the honesty and you taking the time to actually reply so first off thank you so much,

They have about 45 schools under their belt, mainly CRO (with a few exits under his belt) and Founder led selling.

It’s a scary jump for me but at my current role there was no space for me to move up and after months of hearing in 6 months you’ll be an AE I thought making the scary move would if anything teach me something at the end of the day
oldcloser
Arsonist
1
💀
There is no doubt you’ll learn. You’ll run into situations you never imagined could even exist. In many ways, this could turn out to be your best career opportunity if you can get through the upfront muck.

Good news about the early clientele. You’re going to want to get a t-shirt with a huge question mark on it. That should be your name for a while. Go by Mark 😁.

Dig the wisdom out of the guys who have sold it. How did you do this? How did you do that? Will we do this? How about that- and for how much? But caution: Write down the answers, commit them to memory and apply them to your process, even if you have to create it. Don’t ever get caught asking the same o e twice.

You want to show up diligent, committed and curious with a work ethic as big as this opportunity is for you.
HVACexpert
Politicker
1
sales engineer
Having early success stories is key in further success. Make sure to document what went good and bad with each sale. Get referrals and case studies together to be part of your demo.

Good luck.
Kosta_Konfucius
Politicker
3
Sales Rep
Great outline, its an uphill battle, but something that can be great for your career
IthinkISoldIt
Good Citizen
3
Business Development Representative
Hey sorry for the late response, You have been super super insightful. I'm Mark pleased to meet you
Coffeesforclosers
Notable Contributor
1
Director Sales and Market Development
Your are also the founding SDR, prospect like hell, and know that you are setting those glorious meetings for yourself. The sales piece will fall into place hopefully, get you some at bats.
IthinkISoldIt
Good Citizen
0
Business Development Representative
Yeah, I do love me some cold calling
Beans
Big Shot
1
Enterprise Account Executive
Ask to be assigned a mentor out the gate so you can ramp as quick as possible and hit '24 running.
IthinkISoldIt
Good Citizen
0
Business Development Representative
The CRO is going to be my number 1 partner, he's assured me that my ramp will be me and him all day long until I'm okay to go out alone
GDO
Politicker
0
BDM
It's the most difficult role you'll ever have. sure you are ready for it?
IthinkISoldIt
Good Citizen
0
Business Development Representative
If it was easy everyone would be doing it, I'm in my mid 20’s worst comes to worst I go live with my parents and have a new experience that I can learn from
BTQ
Politicker
0
Account Manager
No matter what happens, congrats on the role man.
Just prospect with the same energy you did as an SDR. If you wanna look at a course consider "BowtiedSalesGuy" on podia. Or you can subscribe to his twitter/substack. His content is more geared towards to AEs.
Good luck!
IthinkISoldIt
Good Citizen
0
Business Development Representative
Hey thanks for responding, checking out that podcast and his Twitter! I appreciate it

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