Erpmobile100

Account Executive

No quota, no chance?

My current role has never had a defined quota, how do I tell this story while interviewing?

Background: I joined a bootstrapped startup 5+ years ago as the first sales hire. We have been up against an entrenched segment-leader and have had no marketing budget. Currently we operate at about $1M ARR as a 5 person team. The direction I was given was to pick off clients from our competitors while documenting their pain points as we continually refine our own messaging/product.

I'm proud of what we've accomplished with limited resources, but I'm open to the next opportunity and worried about how to position this experience so it will be received positively - especially given the current conditions. Any feedback is appreciated.

👥 Hiring

✌️ Growing Pains

🤝 Interviewing/Offer

12 comments

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Revenue_Rambo

Politicker

Director, Revenue Enablement

Simple….How much of that ARR can be contributed to you?

Sunbunny31

Politicker

Sr Sales Executive 🐰

It really does seem that easy. How many customers you acquired, and the $$. And if that entire book of business was generated by you, then you can state you have been responsible for 100% of growth at a new start up.

Revenue_Rambo

Politicker

Director, Revenue Enablement

Ding ding ding

HVACexpert

Politicker

sales engineer

Pretty good story actually

oldcloser

Arsonist

💀

Especially if there’s any truth to it

Phillip_J_Fry

Opinionated

Director of Revenue

While we had no set quota, I was able to onboard X number of new clients over Y timeframe and contributed Z amount in revenue.
Throw some numbers in around average sales cycle time and average deal size and you should be golden.

I wouldn't say that your job was to pick off unhappy clients from your competitors. You did market research and identified ICP companies/contacts and were able to provide value with your product and solve issues that your competitor was unable to.

CuriousFox

WR Officer

🦊

The truth with a positive spin. I like it.

Revenue_Rambo

Politicker

Director, Revenue Enablement

It’s all about the positive spin. I mentor a guy who has a quarterly quota that no one in his company has ever hit. He’s come close a bunch of times, but can’t put down on his resume that he’s been at or over plan.

HOWEVER, what he can state is that he himself has closed 70% of the company’s total revenue. A deal we worked on last quarter alone increased total company revenue by 15%.

Sunbunny31

Politicker

Sr Sales Executive 🐰

Spot on. Not to mention, this is also a key sales skill.

ThatNewAE

Big Shot

Account Executive - Mid enterprise

Ooooo. You should start blogging about all this - Trust me, you’ll have a good audience. Tiktok it.

wolfofmiami

Opinionated

🐺

Just talk about the success you had, some roles have quota requirements in their description and you can just compare what you did to the quota requirement they want. or if its just like a mid market or enterprise role look at the average quotas and compare what you did to the average.

Kosta_Konfucius

Politicker

Sales Rep

How is your performance monitored, talk about that

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Erpmobile100

No quota, no chance?

12 comments

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