Mr.Saucey

Commercial Account Executive

Valued Contributor

No luck with Enterprise role without Enterprise experience

Hi all savages,

I have been a Commercial AE for going on 7 years. I've typically been selling to companies ranging from 251 to 1,250 employees. The only year I didn't hit quota was 2020 (and covid can fuck right off). So I've been exceeding quota for 2 different companies during this time span primarily bringing in Net New business. My years have ranged from $383K to $700K as I've moved up in position within my Comm sales org.

Recently I've been looking to spread my wings and give Enterprise sales a try. I'm finding that most recruiters and hiring managers are incredibly concerning about what quotas $$ amounts I've carried in the past. The fact that I have a tract record of exceeding quota pales in comparison to the fact that they just want to know that I had a large quota placed in front of me.

At this point I feel like I would be better off if I had a completely unattainable quota like 2 million and only hit like 20% of it rather that being at 121% of my current quota which is right around $414k.

What advice would you give me in these interviews? Should I just stay where I'm at and try to be promoted to an ENT position from within my current company? How did you Enterprise AE's get your start?

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14

17 comments

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InQ5WeTrust

Arsonist

8

No marketing, mayo isn't an MQL

Worth looking at Seed/Series A companies - they'll be more willing to take a hot rep from midmarket and risk it on him.

You're unlikely to earn full enterprise bucks initially but you can bleed yourself there and then hop ship.

CuriousFox

WR Officer

5

🦊

I feel like this is a good plan.

techsales

Politicker

6

Enterprise Account Executive

I dealt with this 2 years ago when I was interviewing and ended up getting an offer and making a jump from MidMarket AE at my original employer to now being an Enterprise AE at my current role for 2+years. Here's my advice if you don't want to stay put and get an Enterprise AE role at your current company:

-Call out the concerns proactively with both the recruiter and hiring manager. I started every call with something like "I'm sure you may be concerned with XYZ. While my title isn't "enterprise AE," here are examples of how I have developed transferrable skills for this type of sale. And then I listed specific skills that I had developed.

-Come prepared with 2 detailed deal stories that show you have had "enterprise" experience while not being an enterprise rep. I specifically walked the hiring manager through a win and a loss where I had to deal with a large buying committee, building a champion, developing a business case, etc. I recommend choosing your deals with the highest TCV.

-Go "challenger sale" on them. I poked holes in the logic that just because you have a higher quota doesn't mean you are a more senior or more skilled sales person. I remember talking with my current manager in the hiring process and arguing that a procurement-led process with spreadsheets of RFP questions you normally see in an enterprise role did not necessarily equate to better selling.

Hope this helps. Good luck.

Mr.Saucey

Valued Contributor

0

Commercial Account Executive

Ummm yeah this helps a hell of a lot! Thanks.

homeschooled

Opinionated

0

Executive Client Partner

This is good advice. Also read the Qualified Sales Leader by John McMahon to get an understanding of how an Enterprise Sakes leader thinks, what matters to them, their vocabulary, etc.

LordBusiness

Politicker

4

Chief Revenue Officer

"enterprise" selling isn't necessarily about the target you carry, its about the different nuances to the sale.

1) Enterprise sales cycle is LONG in most cases
2) Enterprise sales cycle has huge buying committees, lots of red tape and requires a ton of different champions.

If you want a shot at enterprise interviews, bring stories about how you had multiple champions, pushed through a long sales cycles, showcase to them the SKILLS needed to be successful in the enterprise space.

CaneWolf

Politicker

0

Call me what you want, just sign the damn contract

Yeah, you're not going to make a ton (most likely) in your first year. Just know that.

FormerStartupJobHopper

Tycoon

2

AE

This is a great question that I'd love to know the answer to

Simo

Politicker

2

Director of Sales

I’ve found that the best way to get into enterprise sales is by rising the ranks within a company. Does your current business sell to the enterprise? If so, make your interest known and put together a plan to get there with management. If not, get a mid market or strategic mid market role at a company that does sell to the enterprise and do the same. It’s going to be a steep uphill battle to get hired into the enterprise role without years is experience

Diablo

Politicker

0

Sr. AE

This sounds like a plan to me as well.

Njanack

Good Citizen

1

SDR

Mid market is the best

jefe

Arsonist

0

🍁

I've definitely encountered this. It SUCKS

Hopefully some other Savages have some insight.

Jewcan_Sam81

Politicker

0

Account Executive

Gotta find a place that isn’t garbage and stay there for 3-5 years, and be a title grabber. The higher your title gets on the LinkedIn the most attractive a candidate you’ll be. And once you have even 2 years at one place recruiters will reach out to you with roles at higher sales levels at smaller companies. You got this!

cw95

Politicker

0

Sales Development Lead

I’ve also dealt with this but never knew the answer! Commenting to see!

CaneWolf

Politicker

0

Call me what you want, just sign the damn contract

I was able to get into ENT by getting promoted at a current organization. That's the path that I've seen most people take. Is it possible for you to switch within your current org?

Mr.Saucey

Valued Contributor

0

Commercial Account Executive

Yeah. It's a situation where I think it would take 2 or 3 years but I could make it happen. I just want it NOW. Lol. I'll probably sit tight and continue to work my way up.

CaneWolf

Politicker

0

Call me what you want, just sign the damn contract

I'd work to start building a relationship with the ENT leadership. Let them know you're interested.

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