bartJ

Director of Sales

Current role and advice

I started 5 years ago for a brand new company in a new market and was and is the only sales rep. After selling nothing with no marketing no leads, I slowly built up a book of business doing about 4mm per year in revenue. No marketing, no sales engineers, just myself doing every pilot, demo, etc for a product that I would not say is immensely popular in this market and also takes a ton of resources to get them to buy it. I get paid a decent percentage on my business and make $500k per year. SaaS.

However, recent expansion news, hiring of new high level sales mgmt has me concerned about my role changing and not given any opportunity to move up in the business. I'm feeling like new sales mgmt will completely forget my progress and just hire outsiders they know. Anyone ever been in this position? Feel relatively unsupported and unsure about where to go from here.

🎈 Mentorship

☁️ Software Tech

14

22 comments

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poweredbycaffeine

WR Lieutenant

7

☕️

Easy: learn how to articulate your value to new management hires.

Become their guide and right-hand. Show them how you built and continue to drive the business. Enable them to see how invaluable you are and they will respect it. If they don’t, take your show to a competitor and eat them alive.

jefe

Arsonist

5

🍁

^^^
You've obviously done phenomenally well, and been compensated for it.
Show them your worth or take it elsewhere.

DataCorrupter

Politicker

3

Account Executive

I'd like to add to this, be their guide and their right hand. Things are going to change, for sure, and you should get comfortable with that idea because it's going to happen whether you like it or not. They didn't add leadership just to keep things the exact same.

If you act as a helpful advisor, guide, etc, you can help steer things along the right path. "Hey, the reason I do this is because of Reason X, and we do this because of Reason Y, but I'm open to adjusting it if you think there's a better path." With this approach you're less likely to get yourself kicked out the door and if you're doing really well with a well thought out process (sounds like it) then it'll be hard to argue with. It's hard to argues with good logic. Just be open to changing some things, because if you aren't, then you'll accelerate your journey out the door.

GDO

Politicker

2

BDM

communicate your value is something a lot of people forget.

Revenue_Rambo

Politicker

6

Director, Revenue Enablement

You’re worried about a shrinking role, but make more per year than the vast majority of reps will ever see.

You’ve done an amazing job, but your pride is clouding your judgment.

Your company will continue to grow. New sales leaders and new sales people will come in. The foundation you provided will slowly be diminished. That’s just the way it goes.

They couldn’t have gotten to where they are now without you, but for the company to continue to scale you need to let go or instead of being the propeller you’ll become the anchor.

oldcloser

Arsonist

2

💀

This is as honest and real as your forecast for your own career is dismal. It is not your company.
With that it mind, if you'd like to adjust your forecast, determine what it is that you want. And just as you've done for 5 years, ask for it.

bartJ

Contributor

1

Director of Sales

Yeah this is good advice, the pride piece is definitely my issue. Its the perception that I built something completely from scratch and having that taken away that seems to be hanging over my head.

Revenue_Rambo

Politicker

0

Director, Revenue Enablement

Think of yourself as the training wheels on a bike. They served their purpose and gave the organization confidence. After a while they are a crutch.

Time to let go and see your work succeed.

Sunbunny31

Politicker

1

Sr Sales Executive 🐰

This is spot on. Any company that wants to grow will need to bring on more people - including in sales. It’s inevitable. It’s up to you to decide what your role is going to be moving forward.

And with your work ethic and capabilities, you will have many options.

Pachacuti

Politicker

6

They call me Daddy, Sales Daddy

I would be concerned with "compensation envy". $500k year is very healthy and I would be worried about some new guy coming and seeing that as an easy target for "cost reduction" - so look out for a new comp plan.
And they will bring in new people, carve your territory up, and redistribute your accounts all in the name of great productivity and expansion.
So yeah, I'd be concerned.

CuriousFox

WR Officer

3

🦊

Oh shit I didn't consider that, but you are right about being an easy target for reduction.

pirate

Big Shot

1

🦜☠️ Account Executive

Top advice in the comments already. Also just pull the numbers for past 5 years year by year. Document all the meetings you had. Average big deals. Average smaller deals. How much you have grown the books. How much effort you have put in. Send them that chronicle of numbers to read

jefe

Arsonist

0

🍁

And keep it for yourself in case you need to go elsewhere...

FinanceEngineer

Politicker

0

Sr Director, sales and partnerships

That’s usually what happens. You just have to keep selling and be ready to jump ship when the better offer comes. Let management know you want to move up as well.

LMHandle7

Personal Narrative

0

Sales Director

Find another organization that will value you and pay you as the asset that you are. Take your talents elsewhere unless your space is so niche, then you can go play for the competition!

1

Senior Account Executive

Easy to say, though positions with that kind of annual salary are not as common as you may think.

LMHandle7

Personal Narrative

0

Sales Director

Welcome to the land of diminishing returns Ivan!

1

Senior Account Executive

Been there, done that. Then moved on to their biggest competitor.

LambyCorn

Arsonist

0

A mfkn E

holy shit 500k per year... congratulations sir ! you probably have a massive upper hand and will get a nicer title/pay from these new hires but, idk, I might just be naive

farmtocity

Opinionated

0

SDR Manager

I would create a document or slideshow encapsulating with numbers and how you've built a repeatable sales cycle. People are saying right-hand man but specifically, I would be genuinely curious about the new sales hires/leaders (get involved in the interview process) personal life and help with onboarding them as it will quickly build rapport and help them see you as an ally and not someone they will potentially piss off with restructuring. This can establish longevity/advancement at the company and if your work/life balance is good you can keep that and if it isn't good then a growing team can give you a better one. Time with family and friends > Money / Work.

Mr.Pickles

Arsonist

-1

Sr. Customer Success Manager

getting Thanos vibes here

bartJ

Contributor

1

Director of Sales

Give me a little more than that here man

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