Pappi

Enterprise Account Executive

Churned Account

Hey Team - Looking to see if I'm getting hosed, or if this is normal within SAAS.

Background:

I work with a few enterprise accounts and one of my accounts is constantly acquiring new organizations. One of their recent acquisitions was already a customer of ours and they were spending roughly $250k with us.

After this acquisition, the parent company forced the new acquisition to churn their $250k contract (ACV) bc the acquisition can now utilize the parent companies platform. Since they churned, our finance & sales ops team has said I am responsible for that $250k. Before I get paid on any future commission, I have to bring in an additional $250k.

Just looking for any sort of advice/thoughts. Appreciate you all!

😤 Conflict Resolution

11 comments

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antiASKHOLE

Tycoon

Bravado's Resident Asshole

This is a story problem we weren't prepared for in grade school.

The answer in form of Jeopardy rules is: "What is getting fucked over?"

Filth

Politicker

Live Filthy or Die Clean

Sean said it best:

CuriousFox

WR Officer

🦊

SUCK IT TREBEK

Pachacuti

Politicker

They call me Daddy, Sales Daddy

yah, you're getting screwed here. The parent company should be paying you a commission on the $250k you brought to them. This is an accounting issue, not a sales issue. You need your leadership to work this out. You should not have to suffer because of this.

poweredbycaffeine

WR Lieutenant

☕️

This is what I call a “unique situation”. You didn’t churn the account through fault of service—but through acquisition by a current customer of your company. You did not anticipate this to happen, nor did your efforts cause the churn. If I’m the finance team, or Sales leader, I would look at this thorough a different lens.

braintank

Politicker

Enterprise Account Executive

Yeesh

Sunbunny31

Politicker

Sr Sales Executive 🐰

At my previous company, this absolutely happened more than a couple of times to AEs. From the company's perspective, there is now a revenue shortfall, and the assigned rep is responsible for recovering that gap.

Of course, from the rep's perspective, this was an unavoidable churn; the company is still using the solution and quite rightly adjusted their contract to match the situation. They're still a happy customer.

In some cases, the sales manager was able to get the SVP to get the requirement removed or reduced with RevOps, but it involved a heck of a lot of paperwork and approvals all the way up to CRO, and often took months to finally resolve.

All I can tell you is go to sales management and see if they'll help with the internal battle, and in the meantime, keep selling.

Diablo

Politicker

Sr. AE

Ideally you should be get paid for but in reality you might not. That’s the unforeseen reality. Your internal stakeholders can help here.

Maximas

Tycoon

Senior Sales Executive

Oops man, that's way unfair and has nothing to do with you like what the heck..

Guess you need to escalate it to someone who has a brain where you work in financials to get you paid on that 250k!!

activity

Politicker

VP, Business Development

You’re getting boned

TennisandSales

Politicker

Head Of Sales

hmmm yeah depending on how your commission is structured, i dont think your company is doing anything wrong.

ive been in roles where i would have to find an additional $250k, and ive been in orgs where it was not my problem. but I was not making any money on that account after it closed.

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If you are hired as a contract sales rep by a Bravado customer, we may ask you to prove access to the employee email account provided to you by that customer. This data will be shared with customers to track your sales productivity; customers can use this data to confirm you meet the minimum activity requirements to pay out your ramp stipend and commission.

Pappi

Churned Account

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