Samantha Conigliaro

Searching for AE role at Cintas

Field Sales -> SaaS BDR -> SaaS AE

Hello friends!

I was in a field sales role for almost 3 years in the medical field prior to hopping over to SaaS. I started as a BDR because I wanted to expand my knowledge of the tech world since my background knowledge was more healthcare-focused. After 2 very successful years as a BDR, I'm now finding myself stuck in this situation where tech companies won't look at me for SMB AE roles because of my experience in SaaS as a BDR (not full sales cycle). I would love to hear some advice on how I can make myself stand out from my previous end-to-end sales role and the lessons I learned as a BDR to prove I'm ready to be an AE. Or if there are any companies who hire for associate AE's in my position.

Thanks so much!

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16 comments

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TennisandSales

Politicker

Head Of Sales

yeah this is one of the biggest problems in Saas sales. no one wants to take non-saas sales experience into consideration.

Where are you getting pushback? initial recruiter screen? Second interview? Or not getting responses when you send in your resume?

Searching for AE role

Thank you so much for responding!

I have been leaning into the power of referrals so I’ve gotten a few interviews that way and made it to the 2nd and 3rd rounds that way, but no hits on just applying with my resume.

feedback from the last place was that the time between my end to end sales and now has been a long time and they were worried I wouldn’t be able to manage a pipeline or understand terms like MSA and what not. I was closing very small deals as a Sr. BDR for Enterprise accounts where it wasn’t worth the time for my reps so I do have recent experience. I need to figure out how to tie it all together better is what I’m thinking.

another mentioned I need to hone in on explaining my skills better and how they can relate to a full sales role in software vs how I was previously face to face

sinbadthesailor

Personal Narrative

AE (Account Executive)

I’d play up the closing experience.

Searching for AE role

Thank you! What would you say are the most important factors with closing that folks are looking at in interviews?

Sunbunny31

Politicker

Sr Sales Executive 🐰

Not trying to sound snarky, but the fact that you have closing experience is important. You’ll need to have them understand can manage a pipeline, and that you can articulate value, and understand the sales process through the whole cycle - all of which you have, based on your comments.

sinbadthesailor

Personal Narrative

AE (Account Executive)

@sunbunny31 gave you a great template.

I’ll add that hiring managers want to see numbers, if there was a quota, or/and you remember the dollar value of booked business, mention that because you created it out of thin air, even if it’s small.

If you didn’t have a quota, explain the processes you set up and how it contributed to the company.

poweredbycaffeine

WR Lieutenant

☕️

Is there a pathway to AE at your current company?

Searching for AE role

I actually stopped working at my previous company last month, so I’m unemployed at the moment.

poweredbycaffeine

WR Lieutenant

☕️

Stopped electively or laid off? Intrusive question, but it matters to sales leaders in the current market.

poweredbycaffeine

WR Lieutenant

☕️

Homie! Your background and accomplishments at your two orgs should speak for themselves.

Are you not positioning yourself properly in your resume? Are you leveraging your network? Orange bleeds orange forever. Let us help you out.

Also, if you figure out who I am based on LinkedIn views, don’t mention anything that identifies me. This is a mostly anonymous forum and I’ll help so long as it remains that way.

Searching for AE role

@poweredbycaffeineyes please!! I would love a chance to connect with you! That is incredibly kind - I appreciate it!

Searching for AE role

Also thank you! first time posting so wasn’t sure

braintank

Politicker

Enterprise Account Executive

Emphasize your previous full cycle experience in medical sales

Maximas

Tycoon

Senior Sales Executive

Haven't you participated at any stages of closing a deal before?

ChickenWings

Opinionated

Tom Callahan's Son

Definitely speak to the closing experience you had prior to BDR.

Are you still in your BDR role or open market?

If still in the role, how close are you to your AE?

If multiple, pick one to follow through the entire sales cycle and draw alignment to stories you’ve had.

Not only will you be able to close the gap between your experience and SaaS, but also stand out as a BDR that took ownership past the initial disco call.

CRAG112

Valued Contributor

Account Executive

You got conned by the SaaS world.

You already had full cycle sales experience in a massively competitive environment. However, you took a large step backwards being a meeting generator and cold caller (something you already were doing successfully while closing deals).

Now your issue is getting past the perception that you are not a closer. So how can you prove to people that you are, knowing they will see your past experience as an SDR as anything but?

I would come prepared to talk about the company's ICP. How they sell. Messaging. Out bounding effectively, and being fully prepared to walk someone through a sales process.

Keep in mind with the above you want to ask questions with what you know, not tell them what you know.

Example: So it always seems like B2B marketers care about these top 5 things when speaking with them...... "list those 5 things" have you encountered the same or are you seeing something different in today's selling environment?

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Samantha Conigliaro

Field Sales -> SaaS BDR -> SaaS AE

16 comments

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