Slice

Business Development Representative

Valued Contributor

Enterprise BDR or SMB AE? Graduating EOM.

Hello sales family, I need some advice about what to do.

Background for context: 2.5 years of BDR experience in SaaS, ecommerce, and vendor management. Graduating with a BBA at the end of this month, and turning 22 in 2 months.

I've been a SMB BDR at this same SaaS company for the last year working part time throughout full-time school. My Co-op contract ends in May and I'm leaving for the summer to travel. I was told I would be given an offer to return as an SMB AE full-time come September, which is what I wanted. However, the company is making internal changes and they needed more SMB AEs now and not later. Instead, I was offered to come back as a full-time Enterprise BDR with a 6-12 month roadmap to become an Enterprise AE. Take in mind I've been grinding my ass of for the last year with the promise of this SMB AE position. Slower deal cycle, more account management & multiple stakeholders, more professional. Will these OGs in suits take a 22 year old seriously?

Now my dilemma is what to do. I'll have the degree and 3 years of BDR experience. I could either

A) accept & go back to the same company I've been at for the last year, but as an Enterprise BDR (comp. is just slightly less than the smb ae position)

B) I've gotten a few SMB Account Executive offers through recruiters reaching out to me on Linkedin and going through interviews. The comp. for these jobs is about the same, but I'll be an AE, not a BDR. Two were large companies and one was a start-up.

Does that AE title hold enough value for me to leave my current company? I do enjoy working there, and I love the people I work with, but there's a part of me that feels as though I deserve that title after working hard to get it, and am I up for that challenge of Enterprise sales?

Very much appreciative of all suggestions, comments, critism, or jokes to lighten the mood.

Cheers

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13

23 comments

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BTQ

Politicker

7

Account Manager

Why don’t seagulls fly over the bay?

Because then they’d be bay gulls.

oldcloser

Arsonist

5

💀

Whether you deserve the title is totally subjective. SMB AE is not a license to drive long cycle Enterprise, even after years of smashing SMB heads. So, if that's the career goal, taking the job for title only because "you deserve it" will likely amount to a delay, maybe a long one.

That you have 2 1/2 years in the current role, while finishing school, says much about your ability to play the long game. If Enterprise AE is the goal, and your current company/position/status is stable, you're probably better off staying put.

If SMB AE is the career goal, congratulations, you've arrived.

But I'm just some guy on the internet with an opinion. You'll find more just like me. Gut check time. Where do you want to be in 5 years?

Slice

Valued Contributor

2

Business Development Representative

That’s not my overall career goal, lol. Becoming an AE was just my goal for when I start full-time post-grad.

Slice

Valued Contributor

1

Business Development Representative

In 5 years I’d want to be either a Senior AE, some sort of team lead role, maybe even a director of sales. Starting a company someday down the road is also on the roadmap. Probably going to get my MBA as well.

poweredbycaffeine

WR Lieutenant

4

☕️

MBAs are worthless. Fight me.

Take the BDR Role and build a solid knowledge base and reputation at your current company. Grow from there and see is you can get into a MM or Ent AE role that you can pivot into any role you want in your next move.

Last bit: you don’t deserve anything. Read that again and repeat it every day.

oldcloser

Arsonist

0

💀

☝️☝️☝️

jefe

Arsonist

4

🍁

PBC is wise. Listen to him.

Sunbunny31

Politicker

5

Sr Sales Executive 🐰

Can you accept the role at your current company, go travel, and see what alternate offers look like after you've enjoyed your summer?

Because that is what I would do.

Congratulations on your upcoming graduation!

CuriousFox

WR Officer

3

🦊

💯 do this. Wish I could.

RandyLahey

Politicker

1

Account Executive

Delightful gif.

CuriousFox

WR Officer

3

🦊

I got plenty in my arsenal. 🦊

Slice

Valued Contributor

0

Business Development Representative

Thank you! The contract would come probably June-July, so no unfortunately I can’t :/

Maximas

Tycoon

3

Senior Sales Executive

I'm always a big fan of trying new stuff,so give it a shot for B),to give yourself a chance to see how the other SMB world looks like for the sake of getting an additional experience there ,if it fits then great keep on it,if not you could get back to your old company NP!

Pachacuti

Politicker

3

They call me Daddy, Sales Daddy

If you can leapfrog over the hell that is being an SDR, than you should do it.

RandyLahey

Politicker

2

Account Executive

So I made the mistake of jumping to a full-cycle 'AE' role after barely 7 months experience in the role. Only a few wily vets warned me against that, the rest said CHASE THE TITLE YOULL NEVER LOOK BACK.

Well, I did look back, cuz I got laid off 7 months into the AE role, as did about 20% of the workforce, only to see about 50% of my pipeline come in in the week after I got the axe.

I was burnt out, and felt I regressed. I should have stayed in my previous role, where I had access to a solid team of AEs and was learning a ton.

Ask yourself this: which company do you believe will offer you a greater long-term trajectory? There is always a time and place for selfish greed in sales; you gotta get yours.

However, there is massive value in being patient and developing the right skills.

Slice

Valued Contributor

1

Business Development Representative

Thank you very much for this.

ASalesCoach

2

National Director of Sales

I will start by saying you can go either way and the multiple roads can lead to the same destination. however, I would lean toward the Enterprise BDR role as it gets you the experience you need with larger and more complex buyers. my current company has promoted a number of BDRs to AE roles with success.

I have seen people move from SMB to Enterprise with success. I have also seen seller fail when making that move.

You have creds at your current employer. coming out of college, you cannot imagine that value that delivers. it is a scary world out there and not all job offers are what they promise. so you have a bird in the hand and that is worth 10 offers from companies you have never worked for.

lastly, it is great to have goals and future desires. I would suggest being focused on working your way to the top of the sales charts. work on being #1 and learning as much as possible and less on being a manager in 5 years. I too have been promoted to manager very young at different companies and in retrospect, I wish I would have stayed in sales and honed my skills more.

2

President/CRO

3 years is a long time as a BDR but you’re also starting early on, which is great. I’d go with whichever option has the best sales training, leaders, etc. Right out of school I’d be looking to learn as much as you can while you get paid for it.

BowtiedCocoon

Praised Answer

1

EAE

yo slice - If you’re semi serious about your sales career the goal should be to move Mid Market / Enterprise AE ASAP (realistic timeline is 2-3 years).

Coming out of college, you have been dealt a pair of As. You better not fuck it up as you can gain 2-3y on your career if you play it well.

1) You got offered a role at a fast growing org (you seem to be crushing your numbers, goes to show there is strong demand for product)

2) Well done playing politics and acquiring social capital (ie good impressions last and means you will get good accounts/territory to flywheel ur numbers with less efforts)

3) Leadership committed to move you upmarket within 6-12 months (assuming this came from people that actually matter, then you can take it at face value)

SMB AE is a joke imo. If you’re doing Enterprise Sales you want to be dealing with Apex predators at top of the food chain (c-suite at F500).

Only BDR/MM & AE will provide exposure to build the *skills* and communication *style* that will pay big $$$ (+$250k).

final note — if you’re coming out of college and have strong GPA, I’d actually suggest you consider pursuing high status job like Management Consulting at big 4 or M&A. Do this for a year then jump straight to closing +30k ACV. You’ll be guaranteed to avoid SDR limbo. good luck

Adored

Executive

1

Sales Director

Personally, I don't think you should ever move company for less / the same money as your current job. It's a waste of a career move IMO as these tend to be the best opportunities to increase fixed earnings and you only get them every couple of years.

You've proved what your worth at your current org, I'd lock down the Ent. BDR 'promotion', have that as a great story on your résumé and then in 3-6 months look for an AE move elsewhere for more $$$. Might be a stretch to get an Enterprise role at that level but if you were open to working in startups, I could see it happening tbh

It also gives you an opportunity to stay somewhere you know whilst the economy figures itself out, last thing you want to do is move and be the last person in the door and the first out if things went south quickly.

-3

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Fenderbaum

Politicker

2

Retired Choirboy🪕

.

CuriousFox

WR Officer

1

🦊

Ooh I like this one Fendy

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