pickupthephoneandstartdialing

Account Executive

Valued Contributor

My startup is failing

I work as an AE for a tech startup and man it's been rough. I report to the VP of Sales who holds a leadership role alongside our CEO. our product is incomplete, I've made over 5k calls and set over 400 meetings yet have only closed 30 accounts. when I joined the company we only had 1 customer and following my leaders directive we've onboarded more than a share of unideal customers who never used our solution.

We recently laid some people off and I feel like all the pressure is on me to bring in sales and no one else is doing their part. I'm pretty burnt out at this point, find it hard to stay motivated and though I push myself through the day to day, I feel like I'm at the bottom of Everest.

Has anyone ever been through something like this? any startup people that have found success in changing roles? at this point that's all I think about is leaving, but I haven't found the right opportunity yet. Curious to hear your input team!

42

81 comment

Sort by:

saaskicker

Celebrated Contributor

14

Enterprise AE

Let's file this under posts to share when people ask about joining a Series A start up.

Sunbunny31

Politicker

2

Sr Sales Executive 🐰

+1.

pickupthephoneandstartdialing

Valued Contributor

1

Account Executive

I can share some crazy stories

saaskicker

Celebrated Contributor

1

Enterprise AE

stay tuned, it's been about 43 minutes since some asked the question, what do you think about joining a series a start up. your time will come to drop some knowledge.

pickupthephoneandstartdialing

Valued Contributor

1

Account Executive

lol what do you mean? Sorry I had to read this several times and still am not 100% clear.

Sunbunny31

Politicker

3

Sr Sales Executive 🐰

There are a bunch of threads about the risks of joining startups, Series A in particular.

pickupthephoneandstartdialing

Valued Contributor

1

Account Executive

Mine is seed funded so pre series A

saaskicker

Celebrated Contributor

1

Enterprise AE

even better

pickupthephoneandstartdialing

Valued Contributor

1

Account Executive

You seem to be very knowledgeable after checking out your page. I’m in a place where I either want to be in enterprise sales at a large saas org and understand how they operate, selling a sick product that I know I can sell, or I’m also thinking about service based industries such as IT and consulting…where the company provides developers to build custom software.

The other alternative is to go back to my old industry which was the travel industry where you sell a travel service with the help and support of SaaS products and people.

With your experience and understanding what my challenges are on a high level, what would you suggest I do as a next steps?

Sunbunny31

Politicker

1

Sr Sales Executive 🐰

You can definitely stay with tech, but I'd be looking for jobs at far more established companies with a good track record. You now have some experience, so you can leverage that as you look, but at a bigger company, you may be taking a lateral move (for now) into a similar role. The tradeoff is more stability and support. From there, you can then plan the next step up.

Have you started looking and applying?

saaskicker

Celebrated Contributor

0

Enterprise AE

Check out TripActions - I get a lot of messages from them growing. Understand Covid was rocky. I'll have a more thoughtful answer for you later. Busy day. Feel free to DM me if you have iOS.

pickupthephoneandstartdialing

Valued Contributor

0

Account Executive

Very interesting that you mention TripActions. Do you work in that industry?

saaskicker

Celebrated Contributor

0

Enterprise AE

I do not, but I get hit up by their recruiters a fair amount.

sketchysales

Politicker

13

Sales Manager

Sounds dire. With the way things are going in the world I'd try look for some job that gives you long term security someplace else right now as this doesn't sound great, even if it is a step back.

SoccerandSales

Big Shot

5

Account Executive

I agree with the above, the second you lose faith in the product and the long term success of your org, it is time to start looking

pickupthephoneandstartdialing

Valued Contributor

2

Account Executive

I've been struggling to love the product since day 1, I believed that it would come around but I think we've made adjustments to it in the wrong directions so it still is weak vs the competitive set.

SoccerandSales

Big Shot

0

Account Executive

Sounds like a great reason to explore any and all new opportunities

TelecomBro

0

Sales Manager

Agreed, at a basic level you need faith in your product. What you really want is passion for your product, customers will pick up on that passion and you will be an unstoppable selling machine

pickupthephoneandstartdialing

Valued Contributor

1

Account Executive

My former employer in a different industry would welcome me back. I am waiting to see if this one opportunity through a recruiter will open up. To be honest, I am paid well and so most new jobs are such a cut in salary it makes it hard to move...also I do have some loyalty that is holding me in for a bit.

sketchysales

Politicker

1

Sales Manager

I get where you come from with the pay etc etc. However from the limited info you have/can give, it sounds like the company would be vulnerable during a downturn if you have seen so little interest in your product in good times. Personally, I think job security at this point is the biggest priority, if you feel your current role gives you this then fair enough

pickupthephoneandstartdialing

Valued Contributor

1

Account Executive

We struggled to raise our second round of funding due to various challenges, primary one being we didn’t show enough traction from a revenue perspective and I believe it’s because we as a sales team under my bosses insistent directive were spending too much time onboarding and selling to the wrong customers. Additionally our leadership decided to build product functionality to support these incorrect customers and now we sit in a position where they don’t use us and the target customers we fall short in several categories from a feature’s perspective. I consistently provided strategic insight during the course of this journey but it wasn’t listened to, I had it out last week and now suddenly they want to listen to my opinion alongside my teammates.

I think that both our founder and our vp of sales, whom neither are selling and lead generating on a day to day, relying on myself alone to do so, it’s a heavy burden.

pickupthephoneandstartdialing

Valued Contributor

0

Account Executive

Even if salary to a new role is cut by 50%?

SalesSails

0

Sales Consultant

Sound advice

jefe

Arsonist

10

🍁

Sounds like you might be on a sinking ship and need to find your lifeboat

pickupthephoneandstartdialing

Valued Contributor

1

Account Executive

You have a lifeboat for me?

jefe

Arsonist

2

🍁

Just good vibes, unfortunately.

pickupthephoneandstartdialing

Valued Contributor

1

Account Executive

Lol I’ll take ‘em brotha

antiASKHOLE

Tycoon

7

Bravado's Resident Asshole

Best bet is to take some time to do some high intensity job searching and applying.

pickupthephoneandstartdialing

Valued Contributor

5

Account Executive

I have so much I can share

Salesvet123

1

Account Executive

Your sharing helps others understand what they might be getting into.
Totally get the commitment and loyalty, you’ve worked this hard…but the product isn’t reciprocating and your loyalty unfortunately accounts for doodely squat if the ship actually sinks.
Share your stories and find a more stable mission, my two cents.

pickupthephoneandstartdialing

Valued Contributor

-1

Account Executive

Yea I’m giving it my all as I patiently wait for this one opportunity to open up. I also have a call with a recruiter today, my leaving will be extremely awkward.

Sunbunny31

Politicker

4

Sr Sales Executive 🐰

Sounds like the writing is on the wall. No market adoption means no referenceable customers.

Sounds like you've started looking, so I would continue to do that, and see if you can find a more established company this time around so you can find a groove and not be as burned out.

pickupthephoneandstartdialing

Valued Contributor

1

Account Executive

No one talks about how hard it is at a startup. It sounds glorious when you sign up.

Rallier

Politicker

3

SDR Manager and Consultant

Sounds like you already know what you want. Go out there and find a new role. The pressure sounds intense there

pickupthephoneandstartdialing

Valued Contributor

0

Account Executive

Yea for sure

Kosta_Konfucius

Politicker

2

Sales Rep

Dang this has to be tough, good luck!

ventox35

Politicker

2

Sales Leader

hi are you my clone? i'm with you. i've closed over 400 clients, and probably 60% have churned, which is absurd.
Feels like the Sunk Cost Fallacy was on to something...when do you pull the plug, when do you see the writing on the wall? if you find the answer to that, let me know.

pickupthephoneandstartdialing

Valued Contributor

0

Account Executive

It just feels impossible

productivityenthusiast

2

Founder

As a startup founder myself, you need to cut your losses here. I can empathize with the situation, but if your startup reached the point where they hired a VP of Sales and still have an incomplete product, its' done.

pickupthephoneandstartdialing

Valued Contributor

1

Account Executive

Sales led growth, haven't found true product market fit, founders don't sell, doesn't feel like all hands are on deck.

productivityenthusiast

1

Founder

Founders not selling is a major red flag tbh. Really unfortunate situation my friend.

pickupthephoneandstartdialing

Valued Contributor

0

Account Executive

I report the concerns/objections that prospects tell me on a day to day, when I share this information sometimes it’s met with an emotional resistance and a narrative around my responses to the pushback aren’t sound enough. However, it’s easy to come up with looping responses and imagine them going perfectly when you have an internal discussion about it, it’s much different when live with a prospect.

productivityenthusiast

0

Founder

Absolutely. I honestly can't imagine not being the main sales guy for my startup currently. The product has evolved 3 times across 3 different pivots based on the customer-facing role I've taken. That is the only reason we're still alive.

If I had not done the customer calls we'd be dead in the water.

Hope you find a better company/product and founding team.

pickupthephoneandstartdialing

Valued Contributor

0

Account Executive

The thing is our CEO has an impressive big business resume. Was a President of a Fortune 500 company and has managed 100’s of people and teams. Our VP of Sales comes from outside of tech and definitely has taken a long time to understand the complexities and development involved with SaaS. I grasped the technical debt and the issues related to product market fit right away, since I deal with customers all the time.

Are you interested in a beast sales guy?

ChumpChange

Politicker

1

Channel Manager

LOL... I've been in your position and my breaking point came to where they questioned my ability to sell which I then told the VP "there's only so much glitter you can put on a piece of shit."

pickupthephoneandstartdialing

Valued Contributor

0

Account Executive

Looool

TennisandSales

Politicker

1

Head Of Sales

sounds terrible.
But on the bright side, this experience is super valuable.
If you take this story to a new organization they could really like it.
doing that much work and having the much pressure and STILL succeeding is great. especially at a start up.

Go see what you can get at another company

pickupthephoneandstartdialing

Valued Contributor

1

Account Executive

Yea man I’m learning so much and can say with confidence I’m a beast as a result of this

TennisandSales

Politicker

0

Head Of Sales

love it! no go find a company that will PAY you for that expereince!

pickupthephoneandstartdialing

Valued Contributor

1

Account Executive

I think that’s where I’m facing some challenges. A typical account executive role pays 40% less than what my base is currently. I’m looking at maybe it services where bases sit more between 130-160k with huge ote. Any suggestion?

TennisandSales

Politicker

0

Head Of Sales

ahhh haha that is always a problem with a high base….what helped me get a really solid base is to look for other companies in your vertical that would really value your experience. Maybe it’s not the same product you sell but the buyer is similar and you know the industry.

ChumpChange

Politicker

1

Channel Manager

Just doing the numbers on the output alone... no es bueno. Get the parachute ready.

pickupthephoneandstartdialing

Valued Contributor

0

Account Executive

I don’t look forward to coming to work, everyday.

appaed

Good Citizen

1

Want to be a Sales Engineer but how?

S

ZVRK

Politicker

1

Enterprise Account Executive

AE-to-AE, if the whole business is depending on your sales alone, that`s too big of a burden, that kind of pressure can`t be good not now or in a long run. That`s a founder`s job, no an AEs. I`m joining others in the tread here - start looking.

pickupthephoneandstartdialing

Valued Contributor

0

Account Executive

thanks for your input. To be transparent I’m more than just an ae here. My responsibilities would have me with the following titles. SDR, AE, Implementation Manager, Account Manager, Sales Engineer, Product Manager, Marketing Support.

Lol.

calebeli

1

Sales & Circulations Officer

This does not only happen in startups but even matured companies. For example i work in one of the biggest newspaper companies in West Africa. Our company did not move to market during the digital awakening and we are now trying to catch up. Unfortunately for us, the people at the top are all older folks and still believe we can still sell hardcopy newspapers to make enough profits. The burnout is real, no one wants to buy the newspapers except some corporate bodies and some elderlies. Its frustrating, but we keep pushing, getting new work in Africa is tough so what i personally did was to to write proposals to the MD and Board to process a digital revolution and adoption in the company. Although its slow, but there have been some traction towards the idea. This keeps me from giving up on the company.

If your inputs are not being asked about why sales performance is not picking, i will suggest you write a proposal and share your thoughts with some constructive criticisms. If it still gets rubbished, then it will be a blessing to get a new job asap.

I hope this helps. All the best

pickupthephoneandstartdialing

Valued Contributor

0

Account Executive

I just did a presentation 2 days ago to our leaders. We will see what happens

pickupthephoneandstartdialing

Valued Contributor

0

Account Executive

Thanks for your input and advice, I’m hoping you get some results!

montham757

1

BDR (Business Development Rep)

Going through this same thing at my Series A startup just had layoffs and they've thrown the additional workload onto us left. I literally started applying to jobs today best of luck to you man. I hope it turns around for you

pickupthephoneandstartdialing

Valued Contributor

0

Account Executive

Let’s keep each other updated bro man

montham757

0

BDR (Business Development Rep)

Definitely will man!

RonChapstick

Old School Bravo

1

Sr. Sales Strategy Consultant

Typical early startup shit. If you're not going to leave, be vocal with your VP (and the CEO if you're able) about what you need to be successful in your role.

That could mean marketing support to drive some level of inbound (or at least brand awareness), better prospect data (you mentioned bringing on "unideal" customers. is part of the issue targeting/poorly defined ICP?), some facetime with the product team to let them know what customers actually want from the platform, and lastly some real transparency about the direction of the business both at the product and business level.

Pachacuti

Politicker

0

They call me Daddy, Sales Daddy

Do you share the vision for the solution? If so, keep at it a bit longer. But regardless, sharpen the resume and be ready to jump ship if the right opportunity comes along.

pickupthephoneandstartdialing

Valued Contributor

0

Account Executive

Conceptually yes, but features wise no. If they adjust my pay and lower my salary it will be the final straw for me.

Pachacuti

Politicker

0

They call me Daddy, Sales Daddy

you gotta be ready for that eventuality. If they can't afford to pay you, you need to find a different job. That's the high risk/reward scenario of a start up.

pickupthephoneandstartdialing

Valued Contributor

0

Account Executive

Yea. It has been invaluable regardless, but that last piece is literally what’s keeping me so if they adjust that then..

FinanceEngineer

Politicker

0

Sr Director, sales and partnerships

Start applying and only move if it is going to be a better position. Remember, they need sales to grow. If you bring in the sales, you are needed.

Valueselling

Member

0

Managing Director

You can never compete with a sales person that is fully confident and falls in love with the stuff he/she is selling, because that confidence is transmitted to the customer. If you have lost such confidence for whatever reason, I can see only to options: either you recover it ( talking to product dev/ceo/ etc) or you have to find another job where you recover the confidence on the product you are selling. To sell a product you trust, not only gives you more confidence in the process, but makes you feel better because you are proud of what you are doing. You will get home happier, regardless you overperform or not

pickupthephoneandstartdialing

Valued Contributor

0

Account Executive

I’ll be attending a conference this weekend where I can apply confidence by targeting specific icp’s and seeing their response rate. I think much clarity will be gained following this weekend and it will solidify my final opinion.

Thesaasvendor

Tycoon

0

Solution specialist

You have a couple of choices, Imagine you are responsible for bringing the sales back up, that would land you a good position anywhere! (but if the product and the team sucks, you have little chances)

pickupthephoneandstartdialing

Valued Contributor

0

Account Executive

I think there is still a small chance for success, the company runway is 24 months and a lot can change during that time..but do I want to be part of that journey? That’s where I’m not sure.

Thesaasvendor

Tycoon

0

Solution specialist

the journey makes for a very good story when applying for other roles ;) I guess If you believe that the product is good, then I would stay. It's all about perspective!

pickupthephoneandstartdialing

Valued Contributor

0

Account Executive

That’s a good question that I have for you. When interviewing for jobs, do I open up and be honest of my situation or do I fluff it up and act like we are flying?

AnchorPoint

Politicker

0

Business Coach

When you have communicated this with your manager, what is the response?

pickupthephoneandstartdialing

Valued Contributor

0

Account Executive

Just they give me answers that I already know when it comes to objections or challenges from customers.

JC10X

Politicker

0

Senior Sales Manager

You need some head room for whats about to come, find something more stable, quick or make it work.

pickupthephoneandstartdialing

Valued Contributor

0

Account Executive

Is what’s to come really bad?

BlueJays2591

Politicker

0

Federal Business Dev Director

Bringing in 30 accounts for a start up is no small feat. I know the success percentage is low, but that's start up life. Sucks that they're failing but I wouldn't feel like I was failing if I were you. I would ramp up your search and leave the sinking ship behind.

BriBooo12

0

SalesPerson

75/hr

epanocrusher

Personal Narrative

0

ceo

It's always hard at first stay focused and stay strong it will pay off brother

Bravado is a community of trusted sales professionals endorsed by their customers.

Products

The War Room Jobs Salary Guide Tech Sales U

Company

About Us How It Works Blog Bug Bounty

Contact

© 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.