Going from Greenfield to Assigned Accounts

Savages,


I've been in SaaS for 5+ years, from series A do what you want, close what you can through a few more established companies.


I'm evaluating the job market and making a switch to a f100 SaaS business that AE's get 200 accounts per year. There's more opportunity to add licenses/cross sell and some greenfield.


Anyone have tips or want to share their experience from going heavy prospecting across the entire TAM to moving into a rigid territory?

👑 Sales Strategy
☁️ Software Tech
😎 Sales Skills
11
UrAssIsSaaS
Arsonist
5
SaaS Eater
Go slow to go fast. Take time to rank and prioritize which accounts you want to work first and why. From there talk to top AEs to understand what language and positioning works to break into those types of accounts. 

Map out a plan for the 15-20 accounts you want to work and give your SDR some specific and personal outreach cadences to start breaking into accounts. The devil is in the details with this type of role. 
hh456
Celebrated Contributor
2
sales
If you're the creative type who gets hyped making it happen, you're gonna hate it. If you crave structure, a set schedule, the comfort of leads coming through and you're just supposed to run the playbook and go home, you'll probably enjoy it.

Think about how you've functioned and what you've thrived under prior to jumping ship.
Stax
Opinionated
0
AE - Major Accounts
200 is still a ton of accounts. Plenty of room for creativity and making it happen. It's not like OP is considering a move to covering ~15 accounts. 

The bigger change will be going from a Series A startup to an established F100 company. Might be worth considering a slightly more established startup to maintain some of the flexibility. 
Diablo
Politicker
1
Sr. AE
Agree with Grizzle, depends upon you personality and what you love doing. If you want to explore something new and see this to be adding value for your future, you might want to dive in.
poweredbycaffeine
WR Lieutenant
1
☕️
Will you get 200 accounts that you work on your own, or that you can delegate to an assigned/shared S/BDR?
saaskicker
Celebrated Contributor
0
Enterprise AE
Can use an assigned SDR to help break into accounts. 
Sunbunny31
Politicker
1
Sr Sales Executive 🐰
You may find that the majority of your time is spent on territory and account planning, which will be a lot of administration, updating, and reporting.  If you're good at that and organized this way, then you'll be able to manage this.    Hopefully you have a team and tools to help manage this, because a lot of what you'll be doing is relationship building and penetrating new divisions.
countingmyinterest
Politicker
1
Account Executive
If you've got ZoomInfo, export all your accounts from SFDC and upload them as a list to ZoomInfo. 

Create Intent lists so you can see who's searching for what topics. 

It helps when you have named accounts so you have a head start for outbounding. 

Happy hunting! 
CuriousFox
WR Officer
1
🦊
200 accounts that you have on your own? Or do you have to share? What's the quality of said accounts? 🤔
saaskicker
Celebrated Contributor
0
Enterprise AE
200 accounts to have on my own, quality is still TBD but this business unit & territory in the company has been hitting targets at a 70% rate YoY. 
Blackwargreymon
Politicker
1
MDR
Think about how you've functioned and what you've thrived under prior to jumping ship.
Justatitle
Big Shot
0
Account Executive
I'd make sure to ask how the reps with an assigned territory are currently performing? Make sure it works prior to jumping in 
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How do you prioritise accounts?

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9

Named account list vs geo territory?

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