Saleskiller

Account Executive

Global account manager (one account) thoughts?

I have one account and have been stuck on it for the last three years. They don't move people off accounts unless it's performance-related and the only way to get more accounts is to get demoted to mid-market. The account has a ton of shelfware and I've got no way to hit quota. Thoughts?

☁️ Software Tech

30 comments

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braintank

Politicker

Enterprise Account Executive

Get a new job?

Saleskiller

Valued Contributor

Account Executive

Thanks. I like the company and wanted to stay but maybe that’s what has to be done

braintank

Politicker

Enterprise Account Executive

I get it, but seems like you've hit a we ceiling. Are there other options within the company that you'd prefer?

Saleskiller

Valued Contributor

Account Executive

There’s management but not sure that’s for me but I may give it a try

DungeonsNDemos

Big Shot

Rolling 20's all day

You can only work with what you have. If it won't work, then looking elsewhere is nothing to be ashamed of.

nomdeguerre

Executive

Account executive

Do people make more money in mid market? If so maybe it’s not a demotion.

Saleskiller

Valued Contributor

Account Executive

Lower base, but more opportunity (accounts) and a lower quota

nomdeguerre

Executive

Account executive

Might be a better gig. Otherwise you might have to look elsewhere.

CuriousFox

WR Officer

🦊

Seriously I was about to answer look for a new job.

punishedlad

Tycoon

Business Development Team Lead

We love to tell people to look elsewhere here in the War Room, so it can get a bit tired, but honestly... maybe look for something new.

Sunbunny31

Politicker

Sr Sales Executive 🐰

To that point, the recommendation is to look around if a rep has reached the end of possibility and see what's out there. Sometimes it is better to sit tight for the time being, but looking around and educating one's self on the opportunities on the market often isn't a bad idea anyway. Maybe you'll end up finding out it isn't so bad after all. ;)

Pachacuti

Politicker

They call me Daddy, Sales Daddy

Do you have to hit quota to make money? I have been in companies with crazy quotas but you still make money even if you don’t hit quota.

Or do you need to be hitting quota to make money? In that case you need to talk to your management and set their expectations correctly.

Diablo

Politicker

Sr. AE

Why just one account? Even if I like my company, if I don’t make money I expected because of no expanded opportunities, I would rather get into something where I can.

Saleskiller

Valued Contributor

Account Executive

We have a lot of billing with the customer but I don’t get paid on renewals just growth where the opportunity is limited

RandyLahey

Politicker

Account Executive

What is the industry/vertical you're servicing?
Sorry you're going through this. I'd consider polishing off that CV and applying elsewhere.

Maximas

Tycoon

Senior Sales Executive

If I were you I would seek a better opportunity somewhere else tbh.

ZVRK

Politicker

Enterprise Account Executive

The base/variable ratio is something you look at with a different set of eyes depending on what stage of life you’re in. I was happy to take on lower base, high ote jobs before kids, now not so much. Think about what makes sense for you and your financial stability.

Saleskiller

Valued Contributor

Account Executive

I’m the same boat as you. I don’t want to leave for a lower base and the prospect of making more. That’s all that there seems to be out there right now. With kids, I can’t have their security riding on me hitting a quota

CastleIsland

Tycoon

Associate Account Director

Is this a blue chip company aka Oracle or Salesforce you are working for? If it’s not, you may be able to slide into mid-market while still keeping your OTE. Get more opps, lower quota, and crush it. Shit like that happens at smaller companies

Saleskiller

Valued Contributor

Account Executive

That’s right it’s a “blue chip” company with a lot of shelfware

Sunbunny31

Politicker

Sr Sales Executive 🐰

Have you talked to your manager about your concerns? Maybe this is a managed account rather than growth or strategic at this point - do they have those classifications?
I can understand the interest for your company in maintaining a great connection to such a large account, but sounds like it should transition to AM/CSD rather than AE/SE.
Other than that, if they cannot find it in themselves to move you to another account to work, you may have to find another position. I'm sorry.

Saleskiller

Valued Contributor

Account Executive

Thanks for this. So leave the company?

Sunbunny31

Politicker

Sr Sales Executive 🐰

You said you liked it, so I'm not going to tell you to do that. And I'll always say to look for other roles and see if you can land an offer that's good before you decide to leave.
If you want to stay and consider mid-market, maybe that's the communication you have with your manager - "I love it here, but this account is tapped, and there's very little potential for me as an AE. I'm considering moving to MM for this reason, and would like your support". Will that go over well?

Saleskiller

Valued Contributor

Account Executive

Thanks. Good advice. They will likely say yes but ask me to stay on until next fiscal to avoid “disruption.” This helps me think about what to do next

Sunbunny31

Politicker

Sr Sales Executive 🐰

Of course they'll ask - it's in their best interest. The trick is to simultaneously get them to recognize that keeping you at the company, happy and selling, is also in their best interest.

FinanceEngineer

Politicker

Sr Director, sales and partnerships

Just ask to be moved, and possibly take the demotion. Or, better yet, find anything currently open (talk those in management) and see if you can lateral. Make up a reason if you have to.

Justatitle

Big Shot

Account Executive

so your 3 choices are
1.) have no chance of hitting quota with the current account (current situation)
2.) Get demoted to Mid-market to change accounts (not ideal)
3.) Test the market to see what your worth (most attractive option)
How much confidence do you have that your director likes you and is willing to go to bat for either quota adjustment or a better base? From their eyes having the same account manager for 3 years for an important account is probably worth something.

AnchorPoint

Politicker

Business Coach

Why would anyone keep a high performer stuck is such a situation?

Saleskiller

Valued Contributor

Account Executive

I have performed and my company keeps raising my quota on my performance. Since I’ve performed, they’d like to keep me on the account but the incentives aren’t there for me and I’m making less money each year as I put more money against a growing quota

TennisandSales

Politicker

Head Of Sales

sounds like there is only one option....jump ship.

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Saleskiller

Global account manager (one account) thoughts?

30 comments

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