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bendandsnack profile picture

bendandsnack

Account Exec

Politicker
Arsonist
Executive
+8

Negotiating $ when promoted from SDR to AE

Year & a half SDR fucking FINALLY getting promoted from SDR to AE.

I say "finally" because I've been to hell & back with my company. Merger, acquisition/private equity, 3 rounds of spontaneous mass firings across my team/the AE team, covering 8 AEs at once...the soul hath been crushed.

Anyways, finally making it at the start of Q2. The job market is bananas, I have some internal clout, and there's more than enough $ flowing through the company - how do I negotiate my offer when I get it?  I have a few weeks, should I get a few other offers on the table? 


🧠 Advice
🎯 Career Development
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24

28 comments

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Sunbunny31
Politicker
5
Sr Sales Executive 🐰
Yes, get other offers on the table, it won't hurt at all.   Definitely know your worth.   If you do get a great offer at AE elsewhere, you are in a good position to go.
CuriousFox
WR Officer
4
🦊
Why not? And if you get a fantastic offer then take it. Don't stay.
E_Money
Big Shot
3
💰
Getting other offers on the table definitely wouldn't hurt.
Pachacuti
Politicker
2
They call me Daddy, Sales Daddy
wow - do you really want to be an AE at that company?!
bendandsnack
Politicker
5
Account Exec
Of course not lol, but I need the new title under my belt to avoid starting over as an SDR elsewhere. 

Due to the nature of our business people often leave & go to Google or AWS, still milking that network
poweredbycaffeine
WR Lieutenant
8
☕️
FYI, you better put in 6mo+ to retain the AE title in your next move.
Tightquotacrush
Executive
1
Manager
No one wants to be an AE at the company that strung you along for a year and a half then made it seem like they were doing you a favor by interviewing you for a job they said they would when they recruited you to be an SDR. 
TennisandSales
Politicker
2
Head Of Sales
I would echo @Pachacuti. but if you really want to stay, I would suggest looking at RepVue and glass door or the article that Bravado posted about comp for AE's. 

Id have that data to go back to them with if you think its low. 

its always easier to get a raise if you switch companies unfortunately; 
bendandsnack
Politicker
1
Account Exec
Thank you, very helpful!! Didn't see the article on new AEs
TallR
2
Account Executivee
I think you may run one of several scenarios:
1:  Your company has a set base salary for people who move from SDR to AE.  This will be lower than the market and lower than if they bring on a new AE w/ several years of AE experience.
2:  Your company has a set base salary for AEs regardless of where they came from.  If they are an "AE" then this is what they get....

While the job market may be crazy, you still need "AE" on your resume to be considered seriously for another AE role.  Go ahead and check out GlassDoor and other resources to see what the salaries are.  Take phone calls from recruiters and see what they are offering.  At the end of the day, you may be best sticking at your job as an AE for another year, and then venture out.  Good luck.  
henryherazo
Executive
2
Partner
Start searching for work right now and feel what you are worth in the market, once you establish it, come across with a request that supersedes what you are 100% sure you can get elsewhere. Don't gamble if unsure, it can backfire.
braintank
Politicker
1
Enterprise Account Executive
Has the turbulence at your current company calmed down? 
bendandsnack
Politicker
0
Account Exec
For the moment we have our structure & new CEO in place.  However private equity is definitely in the process of trying to make us look pretty on paper to sell, so it's only a matter of time
braintank
Politicker
1
Enterprise Account Executive
Do you have an offer yet?
bendandsnack
Politicker
1
Account Exec
Nope! 
braintank
Politicker
3
Enterprise Account Executive
Can you ask for a "sneak preview" of what one would look like. Hard to negotiate if we don't know the details. 
bendandsnack
Politicker
1
Account Exec
Good idea, thanks!
bendandsnack
Politicker
0
Account Exec
Update - the money is fine, but the quota/ramp period I'm wondering if I can get some wiggle room.

$85k base/$205 OTE.  Quota 2 mil / year.  Ramp period - $0 quota for 3 months, then I'm expected to his 100% every quarter. 

Any thoughts?  I was floored by the OTE & base but as a pessimistic realist I'm not expecting to hit 100% first year
braintank
Politicker
1
Enterprise Account Executive
That seems like a low ote to quota ratio. Are you in SaaS?

I think @CoorsKing has a good ratio formula.
CoorsKing
WR Officer
1
Retired King of the Coors Knights
Avg # of deals * avg annual sales price * accelerator model = variable portion of OTE. It should in theory also be equal to $2m * accelerator model at 100% attainment 


OP is not a true 50/50 split so they have a higher variable. If there is a good accelerator structure and/or decent home run potential, I don’t think that is too far off
Justatitle
Big Shot
1
Account Executive
When FA happens in sports, the way that agents get their players the most money possible is by having interest from other teams and using that as leverage, this is no different.
lackofbudget
Contributor
1
SDR
Always advocate for yourself! Get those offers and it can only help to negotiate as well
DannyD
Good Citizen
1
Director of Sales
If you have a good relationship with your manager or new manager I would pre-negotiate. Feel them out, ask about the role, salary, ect.  This will give you an opportunity to look surprised if a low ball and express this to them rather than after the fact.   
10XQLA
Politicker
1
Medical Sales Assassin
Absolutely, know your worth and remain self aware!!! Good Luck 👍 
Igrowcoachingbiz
Member
1
Growth Consultant
Use the magic question: What would it take to get (the $ you want)?
diggitytron
Politicker
0
sales savage
Take what they give you renegotiate after you prove yourself as a closer based on the market. Be ready to walk if they don’t give you what you want during that re-negotiation. You have little to no leverage, as they will tell you to kick rocks if you try to ask for more out the gate and move onto the next SDR who will gladly take that offer. You are replaceable. Tough if not impossible to negotiate an entry level AE internal promotion with no proven SaaS closing experience. You don’t have AE on your resume so you will not have chips to bargain with.
bendandsnack
Politicker
0
Account Exec
I’m replaceable externally, internally they’ve fired all the other SDRs minus our former CEOs daughters fiancée who neither wants to be an AE nor would they offer an AE role.

I hear where you’re coming from though
AustinOG
Executive
-2
Acvount Executive
Brah, the job market is cray because people are cray. 🤪🤑 Strategy, negotiations, tryna game these employers…. 👩‍💻🚫⛹️‍♀️ SDR’s are not pro athletes. Companies just so happen to need lots of 👨‍💻👩‍💻👨🏻‍🏫 to spam the shit out of their ICP because the VC 🤑, wanna see revenue 💰 📈. Employers will get rid of people without hesitation😳and it’ll start with 🤓who thought he was ⛹️‍♂️. Ask yourself 2 questions:

1. What matters to you? Define your happiness. If it’s really money, go get you some! But know that everything is at a cost. 

2. Who matters to you? How does your next move effect the people that matter. Wasting peoples time by securing offers so you can hammer your employer is not a good look Bro. People remember, and you are going to need a shit ton of supporters along the way. Decide who they are and get all “authentic” and shit. 

Peace, happiness and people! Get these and the money shall follow🙏

Steppin off soapbox now….

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