Being an AE for startups vs SMB vs MM/Enterprise?

Hey guys,


Im being offered two paths that I have to chose one. The company is in provides the tools for their customers to pay their teams instantly and internationally with all the compliance and taxes being accounted for.


option 1 is hunting the Startups to onboard them


Option 2 is smb/enterprise team they seem to have them both in a same team at this point.


What to expect from selling to startups though? Is there good comp there? Anyone been selling to startups?

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12
jefe
Arsonist
2
🍁
Option 2, though it's a strange combo. 
SalesPharaoh
Big Shot
1
Senior Account Executive
Just checked apparently smb is still under mdd and enterprise team
jefe
Arsonist
1
🍁
So odd
Gasty
Notable Contributor
2
War Room Community Manager
Isn't startup and SMB same thing?
SalesPharaoh
Big Shot
1
Senior Account Executive
To them doesn't seem so. But yea talked to a guy there seems things are flexible and i can do smb to hit my numbers until there is a dedicated smb team while still being with the enterprise sales team.
LordBusiness
Politicker
1
Chief Revenue Officer
Need more information about the product and roles to be able to comment with value
SalesPharaoh
Big Shot
0
Senior Account Executive
Done, hope it helps?
braintank
Politicker
1
Enterprise Account Executive
What's the difference between startups and SMBs? 

Also, odd that companies lump SMB and enterprise together.

Best way to answer this is to look at past success. What segment is product resonating with today. 99% of time I'd want to spend my time there.

Also, becuase I can't help myself, the value prop is pretty weak. What do y'all have to offer that established HCM and payroll companies don't?
SalesPharaoh
Big Shot
0
Senior Account Executive
How can I find such data? In both cases I'm entering into a new market. I'm their first hire in MENA region. But something I should benchmark with I assume?
braintank
Politicker
1
Enterprise Account Executive
You gotta ask them. They (should) know their business. 
Pachacuti
Politicker
1
They call me Daddy, Sales Daddy
It seems to me the pool of potential accounts is much larger in the SMB/Ent market than in the start-up market. And I have always been in favor of not limiting the number of accounts I can go after.
WholesomeGuy95
Good Citizen
1
Area Sales Manager
How built out are your company's customer support/account management depts? Startups can require a lot of nurturing which is especially important if your comp plan includes renewals, so they can be more time consuming customers. Pretty easy to get to key stakeholders though. 

SMB/Enterprise in terms of your company's thinking sounds more like established businesses, which won't require as much hand holding and could be quick to cut a check and then never email you again. Pro and cons to both...I would go with SMB/Enterprise because I enjoy the sales process the most. Good luck!
MR.StretchISR
Politicker
1
ISR
Need more information about the product and roles to be able to comment with value
Mr.Floaty
Politicker
1
BDR
Anyone who wants to join just reply with IN and click on the link also call you team the same handle as the one in BR
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