How to get promoted from an SMB AE role to an Enterprise AE role

Hi all,

I’m trying to make the leap from an SMB AE role to an Enterprise AE Role (skipping the Mid-Market position). I’m currently within the top 1% of AEs and have strategic relationships with the CRO of the firm, Director of the Enterprise AEs, and have enlisted my managers support in helping me get there.

Does anybody have any feedback that would be helpful for me to consider in order to achieve this objective?

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ScoopinButter

Enterprise AE

Ask what it takes, if you're in tight leverage the leadership relationships. Ask questions.

Ask to see proposals, both won and lost, and make it known you want the big leagues!

sAssMan

Fire Starter

Enterprise Account Executive

Enterprise selling is a very different motion than SMB, as you probably already know.

You need to be able to convey that you understand how to turn fundamental customer challenges into revenue. You may be killing it in an SMB role and know your product extremely well but the nature of customer conversations drastically changes. Enterprise sales doesn’t just mean larger deals. The overall change in sales process can be stressful too because the velocity of deals goes way down and there is a heavier emphasis on closing a smaller amount of deals to hit quota.

At the end, you just have to portray your ability to connect strategically with the customer to understand their business and what value you bring to them.

There is no business if there is no business value.

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SalesCabbage

How to get promoted from an SMB AE role to an Enterprise AE role

2 comments

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