JonCobb

Outbound SDR

Full Cycle AE

Hello fellow savages,

I've been working in a SaaS startup as an SDR for about a year now (moved from inbound --> outbound) and trying to work my way up into an AE position.

I've seen full sales cycle jobs popping up here and there and wondering who has experience and can share some pros/cons of this?

Also, what are some things to consider with regards to joining a small team (10 people total) as a full cycle AE (with no closing experience)?

👥 Hiring

10 comments

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Justatitle

Big Shot

Account Executive

Full cycle is such a pain but I’d only do it if the company expects 20% of what you close to be self sourced. If they expect 100% they better have an awesome base and incentive plan for me since I’m not getting a BDR to support me

JonCobb

Contributor

Outbound SDR

Okay good to know.

Right now it looks like the AE also gets inbound leads as well.

Other than the percentage of deals that I source, what are some other questions I should be asking ?

Justatitle

Big Shot

Account Executive

What does the ramp look like?
How do they plan to enable you to make sure marketing helps to get the pipeline you need to be successful?
how many of their current reps are hitting their number in this model?
things like that

Wolfof7thStreet

Valued Contributor

How many current reps hitting their number is huge

GDO

Politicker

BDM

My second job was full cycle. Did not like it at all. Time management is crucial in such al role even more.

JonCobb

Contributor

Outbound SDR

Did it teach you a lot though? I dont have closing experience so I would love to know in that environment how much you learned/you already knew.

GDO

Politicker

BDM

I had closing experience, but yes i learned a lot. It was a real sales organisation (pretty well known). Now having been a full cycle AE there just helps me get a job.

ButWaitTheresMore

Politicker

Senior Sales Engineer

I've been a full cycle "AE" (we are kind of sales engineers) for the past few years - first big gig out of college.

Some pros:
Breadth of experience
Doing SDR/BDR activities feels like it keeps me sharp
Building relationships seems it would be a bit easier since you carry the customer cradle to grave
It feels good becoming a known quantity within the community

Cons:
Sucks to come off of a high closing business only to hit the phones like an SDR
Putting out lots of fires towards the end of deals or dealing with customer repair issues really takes the steam out of my prospecting efforts
Compensation doesn't feel quite fair - while this can be a company-to-company issue, a lot of times you feel like you are doing 5 jobs in one.

JonCobb

Contributor

Outbound SDR

You're a legend for this!

With that being said i'll eval the compensation structure and make sure im getting paid accordingly.

CuriousFox

WR Officer

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JonCobb

Full Cycle AE

10 comments

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