wholesumdimsum

Account Executive

Help me vet this Ent AE offer

I'm a mid-market rep with 5 months of experience. Just gotten an offer for an enterprise AE role from a Series D Canadian tech firm. I'll be the second hire in APAC. Quota is 600K with an OTE of 180K (120K base and 60K comms).

The 180K OTE had an original base:comms split of 60:40 but it's been raised to 67:33 and I suspect it's due to the risks involved in a 100% remote role, expanding into a new territory, being part of the landing team etc, so a higher base was given.

Also, I've seen a few reps who were SDRs before and got this role as an enterprise AE in this company.

A few questions:

1) Is this OTE and quota low for an enterprise role?

2) Doesn't an enterprise AE need to have a good 5-7 years of experience at least? If I were to make a jump to this enterprise role, would it be devalued and cause me problems in getting my next enterprise AE role subsequently because this may not be seen as a legitimate enterprise AE role?

3) What other questions would you ask? would you take this offer?

🤝 Interviewing/Offer

☁️ Software Tech

16

18 comments

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braintank

Politicker

11

Enterprise Account Executive

Sdr to remote ent AE is a red flag

wholesumdimsum

Opinionated

0

Account Executive

Yea I thought so too tbh

TennisandSales

Politicker

8

Head Of Sales

1. Yes it is low. most ENT roles are going to have a quota of over $1MM. what is the average deal size?
2. this really comes down to what they consider "enterprise". And yes, other companies may not value this experience as much if you look for a new role in the future.

here are my questions for you:
1. what is your average deal size and sales cycle length right now compared to what this job offers?
2. why are you looking to make this move?
3. will this be a pay raise?

when it comes to Enterprise sales here is how I would define it:
- Ent sales is really selling one product that can be uses across an ENTIRE company. Like multiple departments will use this product.
- there will be multiple ppl that will have to give approval before the product can be purchased.
- i find it hard to believe that his product can be under $100K
- sales cycles are typically 9-12 months AT LEAST. because of the number of people involved and when purchases an be made.

What i DONT consider to be true Enterprise sales:
- when you sell a product that is $35,000 per year and its used by one department but you are selling to fortune 500 companies.

enterprise sales is not defines by the Logo of a customer, or the size of a customer, but by how the product is used at companies.

with all that being said, this could STILL be a good move for you depending on if this is an increase in pay, increase in deal size, and increase in responsibility

CorporateStiff

Executive

2

Account Executive

great thoughtful response here. You should pay attention to this comment, in my opinion.

here's how I answered the questions you asked,
1. Yes.
2a. Yes. 2b. Depends on if the future company is in the same industry and/or related to the company you were working at. I've found that many hiring managers don't do a ton of research on the company that I'm coming from, beyond verifying that I have actually worked there.
3a. See post above - I might potentially throw in questions about how their current employees are doing in terms of quota attainment and what other reps in similar situations at the company (other emerging markets) are actually making/attaining. I also feel the questions about capped or uncapped commissions is super important. I simply won't work for a company that caps my earnings in any meaningful way. 3b. No.

Diablo

Politicker

3

Sr. AE

SDRs getting into Ent AE is a bit umm for me.. base sounds okay but.. is the commission capped or uncapped? Quota - really depends on the company.

wholesumdimsum

Opinionated

1

Account Executive

Yea I get what you mean about SDRs moving straight to an enterprise AE role, which was why I was skeptical about whether future employers will view the enterprise AE experience as legitimate 😂

Sunbunny31

Politicker

3

Sr Sales Executive 🐰

Are they going to know that much about the origin story of every AE?

CadenceCombat

Tycoon

2

Account Executive

I'd say this depends on the role you're potentially leaving.

GingerBarbarian

Opinionated

2

Lead Sales

This is really tough to gauge. Here are a few thoughts.

1) Base commission split seems good to me. Never a great thing to see a change in OTE/Split, but that is small enough to not be overly concerned.
2) OTE seems to be a made up number. Ask how many of their reps are actually hitting OTE. Try looking up the company on RepVue too.
3) Enterprise AE is a totally different skill set compared to an SDR role. It is about farming as opposed to hunting. Highly suggest reading the Challenger Sale before walking in to the interview.
4) The tech world does not care as much about experience or time served. They care about talent. That could explain the time frame gap.

Hope this all helps.

CorporateStiff

Executive

1

Account Executive

agree with reading Challenger Sale. It has really helped me thrive this past year.

fidelcashflow

Catalyst

1

Account Executive

The OTE for your quota is extremely good. That doesn't mean it lines up with typical ENT pay/quota. Your quota is less than 3.5x your OTE. Most places do ~5x. Pretty rare to see pay under 200k for ENT. and also pretty rare to see quota under 1mm for ENT also. I'd be super thankful for that split also! 50/50 makes no sense anymore, especially at startups.

Sunbunny31

Politicker

1

Sr Sales Executive 🐰

Are you excited about the role? Is it a step up (at least) from where you are?

CuriousFox

WR Officer

1

🦊

Do you like your current position?

Pachacuti

Politicker

1

They call me Daddy, Sales Daddy

1- you applied. They like you and want to hire you. They think you can do the job. Don’t you? Don’t second guess things.

2- enterprise doesn’t have a firm definition. It’s whatever the company defines it as.

3- if you’re happy with the money, again don’t second guess it.

Lambda

Tycoon

0

Sales Consultant

What role are you leaving
Titles mean nothing
Look at the role and the achieveables
If this a pipedream or a startup
what is the expansion beyond enterprise?
Where you you fit in 5 years at the company?
Who is managing the department?
Whats the total market size?

Justatitle

Big Shot

0

Account Executive

do they have a strategy in APAC? Have they seen interest in that region? are they just calling this an ENT role and really it's whatever opps open you get? how are they supporting you in terms of Demand gen, sales dev and such?

activity

Politicker

0

VP, Business Development

A little sus. Seems like that's everyone else's opinion too.

BlackVNeck

Good Citizen

0

Mid Market Account Executive

Why are you looking to leave your current job after less than 6 months?

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