Gyro25

Account Executive

Notorious Answer

Acclaimed Answer

Enterprise AE Interview Advice

Hello Savages,

As the only loyalty that exists is to the company that pays you better, I had a first round interview for an Enterprise AE role and they want to move forward to the second call with the CEO.

I may have goofed and said $140k when the recruiter asked for a range, but I was on the spot. This would be close to double my base, I'm not sure if this was the right move.

Next steps are the call with the CEO next week. The space is the same, they wanted to interview me since I've been in my industry for close to 3 years now. I'll be speaking with the CEO and an AE next week, but wanted to open the floor to the Enterprise reps. What are some big differentiators and things I should be looking out for in the next call? Any experiences you've had as a rep early on you wish you could redo? Could use some advice since I was only an Enterprise BDR for a quarter and didn't have too much success.

Appreciate all the feedback.

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Justatitle

Big Shot

3

Account Executive

In order to help best, how do they classify enterprise?

Gyro25

Notorious Answer

4

Account Executive

Good question. Recruiter said "large logos" and I said "Ok, how large? 1000+ employees would be my definition"

He deferred the question to saying the CEO would answer that they need someone to work side by side with him to go after large scale companies and that he would answer that question.

I know that isn't helpful, but that's what the recruiter told me and I have a call scheduled with the CEO next week.

Justatitle

Big Shot

5

Account Executive

No, I mean it is helpful. You have somewhere to start with the CEO, if you want, do some prep ahead work. Go 3 wide and 3 deep with a company you think would be a good enterprise target. 3 departments to go after and 3 people from each department. Show that you know how to get wide in an account and that decisions are made as a group not from one single person anymore

oldcloser

Arsonist

2

💀

☝️ Wisdom right here. If you want to add whipped cream to this, you can reference the variety in your resume (to the extent there is some) as the necessary experience to have learned to leverage consensus across multiple personas with different and sometimes competing priorities.

Sunbunny31

Politicker

4

Sr Sales Executive 🐰

Here, we classify Enterprise by revenue - anything over $1B in revenue is Enterprise for us. So I'd definitely ask that question of the CEO.

But large logos does give you a place to start. :)

CRAG112

Valued Contributor

3

Account Executive

That's a super solid idea. Come to the meeting prepared with a 1,000+ employee company, who you would target, and how.

Even better. Check out the reviews of their product and see who the actual users are and what they say. This will tell you heavily who you need to involve in the sales process. Plus, you can back that up with data and talk about how previous deals have closed successfully and with who.

salespanda

Opinionated

2

Enterprise Account Executive

Qualify super hard on quota attainment of past reps, sales cycle length, sales made in the past 6 months, product-market fit.

Don't be fooled by the big logos: I made the mistake of trusting the massive logos as a product-market fit proof and turns out half of them were closed with a 90% discount and the other half were by a partner: no clue on how to repeat that success.

Also, don't sign without having clear expectations and comish plan laid out or you'll have some fun surprises.

CRAG112

Valued Contributor

2

Account Executive

Don't forget.

Everyone wants Enterprise, but many aren't ready for it whatsoever.

Qualify that they are in fact ready.
Ask questions that prove their past deals, what that dollar value was, and how they got it. Where do they fit against the competitors.

If you can speak to an engineer or product team member that would be good.

Also. You could literally check out reviews from people at companies that are using the product and ask them for an informational session. They'll tell you the real deal about service, product viability, and etc.

Gyro25

Notorious Answer

1

Account Executive

Great point, didn't think of that. Thanks!

Maximas

Tycoon

1

Senior Sales Executive

I would recommend you to hear from the CEO more next time firstly before telling them what would be your OTE if it wasn't discussed yet, unless the 140k already includes your base+variable.
Won't hurt if trying to re-offer them a reasonable range after trying to know the average of what other reps are getting for the same role at different companies...Best of luck!

HealthyPipe

Opinionated

1

Enterprise Account Executive

I assume it's a young start up, perhaps Series A/B? Also, are there other ENT AE's at the company or will you be their first hire?

Armageddon

Opinionated

1

Enterprise Account Executive

hammer home on your process. Process is essential for enterprise deals. How are you measuring where you stand in a deal, how are you communicating risks and gaps in your opportunity hygiene. What are you doing to progress your deals each and every week? Show you can do these well and you have yourself a new fat base

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