Malber

Account Executive

Is this a red flag?

Folks, I have a possible opportunity at Series A funded SaaS startup. The organisation is HQ'd in the UK with reps selling in UK, US & Asia (Middle East & Subcontinent).

I have been hired with the intent of solidifying Asian presence and much to my surprise while the SDR/BDRs are locals, the AEs working on these deals were all based out of the UK. Naturally, this is not a feasible situation due to timezones and they decided to hire folks out of specific regions.

The possible red flag here is that if I do get the job, I would be the first AE in this geography. I've never worked at a place where there has been no history before me and that is becoming a concern for me. What do you all think?

Note - The product feels good, solves an actual need and I don't have any concerns on that front.

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17 comments

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braintank

Politicker

Enterprise Account Executive

It should be a concern. Your senses are correct. If you've never take a whole region live before then perhaps this gig isn't right for you. And that's ok.

bandabanda

Tycoon

Senior AE Mid Market

Is there ever a good context to learn this in? (Ie. How can you learn if you never do it yourself?)

braintank

Politicker

Enterprise Account Executive

I've never done brain surgery. I wouldn't learn by putting my kid on the table and busting out a bone saw.

I'd go to medical school, I'd shadow skilled brain surgeons to watch and learn. I'd practice on a few dozen cadavers and convicts.

In this context, being part of the team who opens up a new region (as opposed to doing it solo) allows you to watch and learn. Or being an early employee at a company opening a region.

It's a problem of "you don't know what you don't know". So you need to learn from someone who's done it before.

bandabanda

Tycoon

Senior AE Mid Market

He does it again. Thanks

*humbly bows at your sales prowess*

UrAssIsSaaS

Arsonist

SaaS Eater

Its interesting, a few of us have recently been advising people to be cautious of these types of roles and a lot of people are taking it as DON'T EVER JOIN A STARTUP YOU'LL FAIL NO MATTER WHAT.

That's not what we are saying. We are saying that if you have the experience, have been in the weeds with it, and are moving to a company that has legs, go for it. If not, you need to be really cautious and understand the risk.

There is nuance to the conversation. Not all series A roles are doomed, you just have to be thoughtful about it.

braintank

Politicker

Enterprise Account Executive

Well said.

Although statistically, most series A are doomed ;)

CuriousFox

WR Officer

🦊

I thought y'all were clear before 🤷‍♀️

UrAssIsSaaS

Arsonist

SaaS Eater

Shhhh whats the fun in that?

UrAssIsSaaS

Arsonist

SaaS Eater

People are dense

TennisandSales

Politicker

Head Of Sales

I always tell ppl that in order to be successful in a start up you need to have done the job before somewhere else.

So if you have never opened a terriroty before, you need you make sure you TRULY understand what you are getting your self into.

also read this thread.

https://bravado.co/war-room/posts/why-joining-that-series-a-is-a-bad-idea

Pachacuti

Politicker

They call me Daddy, Sales Daddy

Greenfield is not bad. I actually prefer it to walking into an already worked territory.

If you believe in the product, and have experience with it or the industry you're selling into, you'll be fine.

DungeonsNDemos

Big Shot

Rolling 20's all day

If you have experience in selling to Asia and have a set plan for 30-60-90 days out with great leadership to help, you might be ok.

BUT
It's hard enough to enter a new market with a product, but doing so where you are new to the product at the same time is exponentially harder. Plus when it's a series A product/team that is still figuring it out in the first place.

How can you know how to pivot when you don't know your basics yet?
If you have experience doing this sort of thing before I wouldn't be as worried but you're facing an uphill battle no matter what.

AnchorPoint

Politicker

Business Coach

Being the first is not a red flag depending upon the company expectations. It doesn't matter what the plan is now - it will change once implemented. How willing are they to work out those changes? That would be my concern.

SADNESSLieutenant

Politicker

Officer of ♥️

All I read was:

Is this a red flag? Folks, I have a possible opportunity at Series A funded SaaS startup

And

I would be the first AE in this geography. I've never worked at a place where there has been no history before me

So here: Read this

https://bravado.co/war-room/posts/should-u-quit-die-negotiate-or-find-a-better-job

TLDR: if ur already having doubts, yes, dont.

DataSlangah

Politicker

SAE

I say go for it. While you are the first local rep, the UK team has been selling into that region for a time. Lean on them and make the process your own. No risk, no reward!

Corpslovechild

Politicker

Inbound Sales Manager

Rule of thumb..... if you think it's a red flag, it's a red flag.

fuzzy

Notable Contributor

CMO (Chief Meme Officer)

I mean…How confident are you in yourself? APAC is notoriously difficult to sell into unless you know how to navigate all the different cultures. Can you do it?
Then maybe go for it. A bit intimidated but still confident? Maybe ask for leniency in the quota area for a year since it’s entirely green. If

it’s going to be too much of a challenge, then pass on it.

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Malber

Is this a red flag?

17 comments

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