Armageddon profile picture
Armageddon profile picture

Armageddon

Enterprise Account Executive

Opinionated
Executive
Valued Contributor
+6

Move to Ent

Hello fellow WR savages. I'm looking to make a move up market into Ent in the coming months and I am hoping to get some advice for those who have made the transition in the past. What is the biggest piece of advice you'd give to someone moving from a mid-market/commercial role into an Enterprise seat?

๐Ÿ‘‘ Sales Strategy
11

9 comments

Sort by:
braintank
Politicker
8
Enterprise Account Executive
Prepare for everything to take longer
CuriousFox
WR Officer
1
๐ŸฆŠ
And prepare for the infamous board of directors. ๐Ÿ˜‘
CPTAmerica
Opinionated
5
President/CRO
My advice would be; Don't buy into the idea that selling to enterprise is somehow magically different. It can be more complicated (RFP's, scoping, in depth IT reviews), take longer and involve more stakeholders. That doesn't change the fundamentals and psychology at play between buyer and seller. So stay confident, if you were good at mid market you can absolutely excel in enterprise if you don't start doubting yourself.
TheColdestColdCall
Executive
1
Enterprise Account Executive
I agree here - it really depends on what you're selling and the complexity of the product as it aligns to the complexity of the challenges you're solving.

I think the biggest thing I've witness from the outside looking in, is what a lot of people have mentioned... a lllottt more cooks in the kitchen and therefore a lot more roadblocks, relationships to build, and people you need to influence.

At our company, Mid-Market and Enterprise are awfully blended and I've seen deal cycles 45 days or less, and others that took 180-365 days.
Pachacuti
Politicker
4
They call me Daddy, Sales Daddy
Longer sales cycles, more hands in the decision making pie, fewer potential clients who you hope have more money, etc...

Its still selling to people, just more of them typically.
Kosta_Konfucius
Politicker
2
Sales Rep
Not an Enterprise AE, but feel like the best thing to do is always connect with the top rep of the team to see what they are doing differently and learn what helped them make the transition
saaskicker
Celebrated Contributor
2
Enterprise AE
product market fit and enterprise customers that are similar to who you will be selling to are major key.

brand new enterprise territory with no PMF or case studies is going to be a huge grind.
oldcloser
Arsonist
1
๐Ÿ’€
Extra digit in the price tag and a longer cycle. You're still selling software. Keep immaculate notes as you navigate and be hypercritical of yourself when evaluating your communication with a title or role you haven't sold to yet. Ask your management and peers for input. Does this role care about this? Could I have said this differently?

But you got yourself there. You're qualified. Go kill it.
Maximas
Tycoon
0
Senior Sales Executive
Do find this article pretty useful in this regard!
https://womeninsaleseverywhere.com/blog/successfully-transition-to-enterprise-sales/

Related posts

8

Moving into enterprise sales from SMB

Question
๐ŸŽˆ Mentorship
10
10

Selling ENT vs MM & SMB as a BDR

Question
๐Ÿ”Ž
๐Ÿ“ž
12
Is calling into enterprise accounts still the most effective outreach method?
59% Yes
41% No, I will comment what works better.
51 people voted
Bravado is a community of trusted sales professionals endorsed by their customers.
Apple Store logo
Products
The War Room Jobs Salary Guide Tech Sales U
Company
About Us How It Works Blog Bug Bounty
Contact
Press Careers
ยฉ 2024 Bravado Inc. All rights reserved.
Privacy Policy Legal and Privacy Center Sales Jobs
If you are hired as a contract sales rep by a Bravado customer, we may ask you to prove access to the employee email account provided to you by that customer. This data will be shared with customers to track your sales productivity; customers can use this data to confirm you meet the minimum activity requirements to pay out your ramp stipend and commission.