As I think about how to build out the Bravado sales team, I've been mulling one thing over and over in my head: Do I want to hire an SDR team or just bring on full-cycle AEs?
And the more I think about it, the more obvious the answer gets: Full-Cycle AE ๐ย
The biggest reason is my fear of creating dependencies. If my AE team is reliant on SDRs to set meetings, and the SDR team struggles... we miss quota. It's easy to say "oh we'll just have our AEs prospect too in that case", but hard to manifest on a dime.
By having full cycle AEs, each person is an atomic unit of success unto themselves. That isolates my risk and allows a couple overperformers to save the month in a way that the SDR / AE split doesn't afford.ย
What am I missing?ย
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