QWhiz

Founding AE / ex-SDR

Valued Contributor

first 100 days... OUTPUT

Based in India. First-time AE. First-time Founding AE. First-time in Ed-Tech. 99% of company revenue is from US. Company is 7 years old. I was hired to kick-start the ROW sales motion. My territory is the whole world, except US.

Here's what I achieved in the first 100 days:

$70k ARR from 75 schools (target is $200k till end of dec)
These 75 schools are from 60 odd opps (only 1 is multi-school)
Signed 3 resellers: 2 in Taiwan, 1 in Hongkong
Got the company in the approved list of vendors of a large province in Canada (this now gives us access to 250 schools in the district)
Half of the $70k ARR is from Taiwan (nobody expected this and it wasn't even remotely in the list of the regions to prioritize)
$140k in Active Pipeline (not too sure I can hit $200k with this pipe)
Other deals scattered across the word: Ghana, Thailand, Hongkong, Argentina, Colombia, Indonesia, Uganda, Vietnam, South Africa, China, and Canada
In the good books of everyone in team (apparently, nobody has been able to close a lot from ROW in past 2-3 years)

All this after having 0-days as ramp-period.

I still struggle with taking discovery calls and demos, I think I only know 40% of the product till now, I think I only understand 25% of the day in the life of my target audience.

Long way to go...

🤘 Personal Growth

16

16 comments

Sort by:

3

Retired Sales Professional

One step at a time. You seem to be doing well. In any sales company product knowledge is priority numero uno. #1. All best. Remember to always invest in yourself.

HVACexpert

Politicker

3

sales engineer

Well done, sounds fun to learn all these other markets!

sketchysales

Politicker

3

Sales Manager

This is cool to see and thanks for sharing that. More importantly, you clearly have a great mindset, admitting after 100 days and a good start that you only know a little bit of your product and solution. Im sure a lot of sellers would be quite happy and close the learning doors (i.e. become overinflated in their own mind) after a start like this.

CuriousFox

WR Officer

3

🦊

Shit, I would be a happy 🦊

poweredbycaffeine

WR Lieutenant

3

☕️

What is the consequence of missing your revenue target?

QWhiz

Big Shot

2

Founding AE / ex-SDR

I don’t think there’s going to be any consequence. They’re so happy that I managed to reach even $70k. Everyone that tried selling in ROW in the past either switched teams, or left the company or got the US territory after a while. $200k was overly ambitious and they know it, but apparently can’t do much about it.

poweredbycaffeine

WR Lieutenant

2

☕️

I highly doubt that. Not trying to be a jackass, but if I’m your sales leader, and you’re going to miss a revenue number that rolls up to my goal then I’m holding you accountable.

Confirm the shit out of this point.

Sunbunny31

Politicker

2

Sr Sales Executive 🐰

Yeah - be a bit paranoid and make sure that you're doing as well as you think you are. You may be right, but pbc has a point - not making your number, no matter the circumstances - leaves you vulnerable.
I love the fact that you're keeping track of your attainment and accomplishments. Keep that up throughout your career. It's important to understand your own positive impact on the companies for which you work and be able to list those things out as you have.

QWhiz

Big Shot

0

Founding AE / ex-SDR

You're right. I should check this. I just thought that given the fact there is no concept of "ramping up" here, I've done decently well considering it's the first 100 days. But I should definitely check this with my leadership. I am also thinking of asking them if it's possible to change my KPIs from only ARR, to, ARR + # of Schools sources? The average deal size here is close to $2500, and my average is like $600. I've already closed more opps than a few reps in the team, but in terms off attainment - i'm at 1/5th or maybe even 1/10th of them.

QWhiz

Big Shot

0

Founding AE / ex-SDR

This works. I'm almost always paranoid. Though I'm wanting to change that.

Sunbunny31

Politicker

1

Sr Sales Executive 🐰

A healthy paranoia when it comes to work keeps one from becoming complacent. Just stay observant and alert.

Sunbunny31

Politicker

1

Sr Sales Executive 🐰

Yeah, that is my question as well.

GDO

Politicker

1

BDM

Make sure you know the product etter before burning leads. Especially with such a small leadbase

Pachacuti

Politicker

1

They call me Daddy, Sales Daddy

Great job… keep it up!

antiASKHOLE

Tycoon

1

Bravado's Resident Asshole

keep it going

Kosta_Konfucius

Politicker

1

Sales Rep

Try to follow the 80/20 rule to continue optimizing how you learn the product, features, persona, and the pains your icp has
Good luck!

Bravado is a community of trusted sales professionals endorsed by their customers.

Products

The War Room Jobs Salary Guide Tech Sales U

Company

About Us How It Works Blog Bug Bounty

Contact

© 2024 Bravado Inc. All rights reserved.

Privacy Policy Legal and Privacy Center Sales Jobs

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.