GOT AN AE OFFER! What other questions should I ask?

Got an external offer as an AE yesterday! Amazing news and it's proof that external BDR -> AE transition is possible!


But now I have the offer, it's time to start negotiating/asking questions.


If you were me, what questions would you ask the recruiter/sales team for further clarity?

☁️ Software Tech
👥 Hiring
11
CoorsKing
WR Officer
2
Retired King of the Coors Knights
Ramp, OTE, Stock, signing bonus, etc.
BmajoR
Arsonist
1
Account Executive
Ask what percentage of reps hit quota, how does lead allocation work, will you be prospecting entirely or have inbounds, average tenure for AEs, what percentage of quota attainment is required to make your OTE and average deal size/length.
countingmyinterest
Politicker
1
Account Executive
For company A, Series B healthtech startup - I start cold outbounding and get SDR/marketing support for leads. 2 week sales cycles, <5k/year ACV. They just hired 10 new AE's, so insignificant data for tenure. 

Company B - smaller private company in adtech. Start calling warmer prospects and then move onto cold. 2-5 month sales cycle, 2.5-50k ACV. Most of the people on the team have been there for 2 years. 
BmajoR
Arsonist
0
Account Executive
My preference would be company B, but if you prefer more transactional sales then company A would be a better fit. Keeping your sales team together for 2 years in today's landscape is a good sign to me, plus I like the more involved sales process with larger deal sizes. 
countingmyinterest
Politicker
0
Account Executive
So company B has a lot of industry risk, especially with Apple and Google and legislation, there might not be a business for them in 5 years. 

Company A seems like a hot sexy startup. 

I'm also interviewing internally and we're a publicly traded dinosaur so my RSU's have value and I'm well-liked there. 
SaaSguy
Tycoon
1
Account Executive
Are people hitting their number? 
countingmyinterest
Politicker
0
Account Executive
They say they are, but every recruiter says that.... 
Blackwargreymon
Politicker
1
MDR
Ask what percentage of reps hit quota, how does lead allocation work, will you be prospecting entirely or have inbounds, average tenure for AEs, what percentage of quota attainment is required to make your OTE and average deal size/length.
beachNsales
Politicker
0
Sales Manager
Congrats. Ask about ramp period. How long till they expect you to start bringing in revenue
mrsexyspizza
Politicker
0
Account Executive
Ask how they manage their top performers. Try and suss out if you're going to be micromanaged or not
GDO
Politicker
0
BDM
-what kind of people are successful here?
- what can I expect from manager collegues to become succesfull
- territory 
- training -…
Clashingsoulsspell
Politicker
0
ISR
Would someone swimming the English Channel, after almost making it fully across, turn around and go back because they’re tired?
MR.StretchISR
Politicker
0
ISR
Sounds like you're close, especially if you have 2 AE final round interviews. keep going!
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