TennisandSales profile picture
TennisandSales profile picture

TennisandSales

Head Of Sales

Politicker
Acclaimed Answer
Executive
+9

Has anyone gone from AE -> Director of sales?

So ppl ask all the time if they need to be an SDR to get to an AE.......


But what about going form AE to director, and skipping the sales manager role.


Has anyone done that?


If you have, im curious to hear your story.


If you are a VP looking to hire a director of sales, what would you need to understand about their experience if they dont have 3+ years as a sales manager?

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The_Sales_Badger
Notorious Answer
6
Account Executive
I lived this - Account Manager to National Director of Sales for a new product launch.  The role consisted of far more than sales, as I was expected to do the job for marketing, customer support, sales, branding, and social media.  

Shiny titles don't mean shit unless they're at a reputable company. Executives realize that salespeople's egos tend to feed off of recognition, and putting a little spit-shine on a title will save them in some capacity. 

Make sure you look at the duties of the role, and if they're realistic for one person to manage. If not, push back and ask how others have completed this in the past?
CuriousFox
WR Officer
3
🦊
Outstanding answer. 
Gasty
Notable Contributor
4
War Room Community Manager
I'm sure @Justatitlewould have something to say here ;)
Justatitle
Big Shot
0
Account Executive
In your scenario here does this mean you would be responsible for all the sales managers in that vertical then report to the VP? That would be good for sure and I’d love the ability to offer to jump on different teams calls with prospects to see how they are engaging them and share it across the teams and such. I’m just curious what the responsibilities are and how this role is going to work.
techsales
Politicker
3
Enterprise Account Executive
I'm going from AE > Dir next month.

For context, I've been at my company for just about 3 years. We are a very lean org and my VP was spread thin either directly managing or influencing multiple departments (AEs, Outsourced SDRs, SEs, AMs, Dedicated Trial Team, etc). They needed a 2nd in command to directly manage AEs but also take an active role in our go to market strategy. Prior to this role I was already an AE with many 'side projects' and worked closely with our marketing, product, and services teams wearing multiple hats, so it was a fairly natural transition.

You could argue I'm a sales manager with a director title.
HeStoleMyTwix
Valued Contributor
1
AE
How is your comp Changing? Can you tell us before and after?
UrAssIsSaaS
Arsonist
3
SaaS Eater
I have only seen this happen in 2 situations. 1) when an AE -> Dir title is just a bump in title as an IC still. Our industry is weird and we have 3 AEs but their title is Dir of Sales. 

2) In smaller orgs when you have a Director title but are still managing AEs day to day. 

I personally have never seen someone skip a manager level when it exists. 
LordOfWar
Tycoon
2
Blow it up
Yes, small company with only 2 other reps to manage. I handle all our strategy, marketing, reporting, forecasting, etc.

Before that I was basically an AE for a few of our divisions but with no reports.

I'm still responsible for closing 90% of our revenue, so its a very "unique" role. I like the work and comp is nice, but the workload is tough.
braintank
Politicker
1
Enterprise Account Executive
So skipping front line manager and going straight to second line? I've never seen it but I'm sure someone has. 
Pachacuti
Politicker
1
They call me Daddy, Sales Daddy
They are just titles. I have known plenty of VP of Sales who are just AEs with a big title.
LordOfWar
Tycoon
4
Blow it up
Yes, titles mean little, it's the actual role and responsibilities that matter. I was a division director yet was basically an IC the whole time.
jefe
Arsonist
1
🍁
Why would someone want to hire a director with 0 management experience?

How do you see that playing out?
TennisandSales
Politicker
0
Head Of Sales
i didnt exactly say they have 0 management experience. 
Just not 3+ years in saas (or what ever arena you arein) 

I am more curious to know if VPs (assuming that is who would hire) 

Would have that conversation. 

I know many AEs that have developed AEs, and SDRs help people get jobs, been involved in hiring processes but never had the title.
SaaSam
Politicker
1
Account Executive
Happens a lot in small organizations. At the end of the day, it's all just titles. You'll find that a good portion of these VPs, Directors, Managers etc are just AEs.


TennisandSales
Politicker
0
Head Of Sales
i see this alot with titles like: 'national sales director' and stuff. 


CuriousFox
WR Officer
1
🦊
You'd probably be able to swing that at a company you've crushed it at and get promoted from within, or a start up taking a chance.

IMO of course.
TennisandSales
Politicker
1
Head Of Sales
yep I agree this is where I think I would see this the most. 
Juancallclose
Catalyst
1
Director
A couple of the companies I've worked for are even calling their managers "VPs"  Titles don't mean much these days imo
GDO
Politicker
0
BDM
Seems quite impossible to me. I think you need some SM experience
ThatNewAE
Big Shot
0
Account Executive - Mid enterprise
I should, some day in the far future. 

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