Moving from IC to Management - Advice Appreciated!

Hi All,


Background

I am currently a top rep at my SaaS company. I have consistently been in the top 5% of AE's at every org I have worked at over the past 3.5 years.


I just came off a quarter where I was 300% of goal - and my company is rapidly growing. I have always been interested in leadership and recently the opportunity has presented itself for me to move from a MM AE to a MM Sales Manager.


Although my numbers have always been great - I have ALWAYS went above and beyond my IC position to help others: 1x1s, pow wow sessions and large group trainings are things I have contributed to company culture though they aren't in my job title.


I am having a hard time walking away from commissions I am making, but my heart wants to lead and help others get the same success I have achieved.


Comp info:

MM AE: 125k base 250k commission. Actual: 125k base and 180k commission.

MM Sales Manager: 145k base 145k commission. Actual: probably around 220k based on manager sharing.


Ask:

I am looking for advice on the transition from IC to management and some pros and cons. Stories are also appreciated.

๐Ÿ’ฐ Compensation
๐Ÿงข Sales Management
๐Ÿš€ Career Goals
5
poweredbycaffeine
WR Lieutenant
8
โ˜•๏ธ
The biggest change: you are no longer peers with those that you were helping.

The difference between peer and boss is quite large. You no longer are there as an outlet for venting when things get rough, and it's in your best interest to maintain an advisory/coaching relationship with reps that you were once buddies with just weeks/days ago. Should you stop being friendly and spending time with them? No. However, you need to understand the boundaries that will keep you from making them feel like you're not an authority, which is exactly what you've become.

The second biggest change: the responsibility of owning a number you have little to no direct control over. Without becoming a micromanager that takes the closing calls for your reps, you need to now empower your reps to hit their numbers through coaching, 1:1 training, etc. This transition is tough for those that overactive as ICs, but if you trust your reps to perform then you will stress a tiny bit less.

Diablo
Politicker
1
Sr. AE
Enlightenmentย 
insertcleverusernamehere
Executive
0
Account Executive, Growth
Thank you for the detailed response. Ton of good information in here.ย 
Upper_Class_SaaS
Politicker
0
Account Executive
nailed it
CCopa
3
AE
So I had this conversation with my father a few years ago, he went from IC to leadership as well. I will simply parrot his talking points, as I have found them to be true too.
What do you actually want out of a career? If want money, and are a top performer, you will always be able to get that as an IC. You rely on you and thatโ€™s it.
If you want to lead(kinda seems like you do), you will make less money for a few years, but should get more equity(def ask for it) and are then on a leadership career progression pact. Sacrifice a little income for a few years to make way more as you go(also, more equity, equity is used to keep leaders around).
As for making the transition, remember what your best leaders did for you(both big and small), and what your worst leaders did. Learn from both.
Youโ€™re not expected to be perfect, being human, respectful, and helpful is the goal.
insertcleverusernamehere
Executive
1
Account Executive, Growth
Thank you for this detailed response. Ton of good information in here. It definitely will be a short term pay cut.ย 
CuriousFox
WR Officer
3
๐ŸฆŠ
I have no desire to be in management. Yet.ย 
insertcleverusernamehere
Executive
1
Account Executive, Growth
I canโ€™t say the same. I have had days where the grass didnโ€™t look greener on the other side but I always envisioned myself in a leadership role. Agreed it doesnโ€™t look easy thoughย 
MCP
Valued Contributor
1
Sales Director
Donโ€™t jump! Thatโ€™s all Iโ€™ve got.
insertcleverusernamehere
Executive
0
Account Executive, Growth
Donโ€™t jump? ๐Ÿ˜‚
6

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