BlackVNeck

Mid Market Account Executive

Questioning if the grass is greener

I work for a Series B marketing tech SaaS startup
I'm a Mid Market Account Executive
$70 K Base / $140K OTE
I've been here 6 months, have 3.5 years of experience in SaaS sales

I'm not hitting quota. It's hard for me to ascertain how much of this is due to market forces and how much of this is on me. On one hand, before this job I worked exclusively with SMB so learning how to manage longer, more complex deal cycles in Mid Market sales has been a challenge. On the other hand, market uncertainty is definitely affecting the whole org. My manager gives me regular feedback that I'm making steady progress, and there are no signs that I'm being managed out/ put on a PIP/ laid off.

That being said, I'm not happy earning barely more than my base salary and it leads me to question whether I should be looking for a new job. At my last sales job I found success quickly and so I don't know if I'm being impatient or if after half a year it's clear this isn't the right role for me.

If you were me, would you stick it out, be more patient, try to learn as much as you can OR would you search for greener pastures?

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💆‍♂ Mindset

17

30 comments

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antiASKHOLE

Tycoon

6

Bravado's Resident Asshole

Are you excited about what you are selling? Is is something that you can get behind? I think that might be an underlying cause. belief shows through calls.

BlackVNeck

Good Citizen

1

Mid Market Account Executive

I am excited about what I'm selling but in the current market, with companies downsizing and slashing budgets, it definitely feels like more of an uphill battle trying to sell something that's "nice to have."

You're right about belief showing through calls. I'm doing my best to bring the right mindset to each call.

Sunbunny31

Politicker

4

Sr Sales Executive 🐰

The stress of not making the money you thought you'd be making is difficult. Do your best to not have it affect your demeanor or your approach - which can be a challenge. Pachacuti makes a good point that you should stick it out for the year, which I recommend. If you are still learning, getting coaching, and not in any danger of losing this job, sticking it out will be beneficial to you as well.

Do you like what you are selling? Is it of value to your target market? Are other reps successful? If so, what are they doing? Can you get some tips/shadow a call or two?

BlackVNeck

Good Citizen

2

Mid Market Account Executive

Thank you Sunbunny. Based on the responses I think I will stick it out for the year. I will do my best to learn from the more successful reps.

It's hard for me to answer whether I like what I sell. Does anybody get really excited about Marketing software?

Sunbunny31

Politicker

2

Sr Sales Executive 🐰

I guess "excited" might be too strong a word. Let's phrase it this way: do you believe that what you sell provides value to your customers?

saaskicker

Celebrated Contributor

3

Enterprise AE

Anyone on your team going to hit quota?

Sunbunny31

Politicker

2

Sr Sales Executive 🐰

^^^ This will provide some perspective.

BlackVNeck

Good Citizen

0

Mid Market Account Executive

Yes. Some of the team is hitting quota, which
A) Gives me hope that it's not impossible
B) Makes me think I still have more to learn here

saaskicker

Celebrated Contributor

4

Enterprise AE

Cozy up and recreate what those who are hitting quota are doing, you'll learn a lot. Don't panic too quickly, selling out of fear makes your breath stink to prospects. Get 12-month experience and then come up for air.

mdhcanada

Executive

1

Enterprise Business Development Director

saaskicker is 100% that clients/prospects can smell desperation and will immediately put up their wall of resistance.

Ask the folks who are hitting quota are what they are doing to get the appointment and make the sale. It could work for you too - just remember to make it yours first.

Pachacuti

Politicker

2

They call me Daddy, Sales Daddy

You’re proving my point that I often make that OTE shouldn’t be a consideration when looking at compensation.

It might be the market, your lack of skill targeting larger companies (I doubt it), or it could be your belief in the product you sell.

I would stick it out a year, or at least through the end of this year. I think things will be better overall in ‘23

BlackVNeck

Good Citizen

3

Mid Market Account Executive

Thank you Pachacuti. I learned a valuable lesson about OTE from this experience which I will carry forward for the rest of my sales career.

GDO

Politicker

0

BDM

Exactly this!

CuriousFox

WR Officer

2

🦊

Can you see any light down the tunnel? What does your forecast look like?

BlackVNeck

Good Citizen

1

Mid Market Account Executive

Things are better this month than last month. It's hard for me to forecast more than 2 months out because most of the deals I've had so far have been on the smaller side of mid market and have involved shorter sales cycles (weeks not months)

TennisandSales

Politicker

2

Head Of Sales

I would look for a new gig IF:

1. there is something fundamentally wrong with the product that you cant overcome
2. You think you can get into a different industry that is a little more "recession proof" (i would NOT want to be selling to marketing depts right now.)
3. You think lay offs are in the near future.

I would give it another 6 months before jumping ship at least unless those three things are present.

BlackVNeck

Good Citizen

2

Mid Market Account Executive

Thank you Tennis. I don't think layoffs are in the near future so I will ride it out another six months. Your point about "recession proof" industries is well taken. With Marketing budgets getting slashed I definitely think this is a big factor for why it's taking me longer to find success.

TennisandSales

Politicker

1

Head Of Sales

yep and its OK to realize that. I think alot of sales leaders want you to always take full responsibility of results when they neglect to take economic factors into play which are very real.

rharris415

Contributor

2

Founder

A couple of thoughts:

1. The whole grass ain't always greener cuts both ways. It may not be for you, but the same for them. How much time will it take to interview someone, then hire them, then ramp them to your six months' experience? That's a significant cost to them. Not suggesting you throw it in their face. I would like to share this with folks so you can feel more empowered about your situation.

2. Start interviewing now. Don't wait. Be discreet, of course. Use recruiters; they know how to help around this.

3. I do agree it will look better if you can stay a year; however, it's not a requirement. Everyone has the best explanation for short situations on their resumes these days:

3a - covid
3b - Company did not deliver on what it promised.
------don't get specific because you don't want to burn bridges. Let the hiring manager assume the worst.
3c. - Only ___% are hitting the goal. Which means their goals are not aligned properly.

Finally and most importantly, be sure you can cover your life, housing, insurance, food, etc. We may have to tighten our belts, try not to put yourself in an awkward position.

Finally, finally, no matter what you choose, you will learn more. Stay and you learn more, start interviewing, you learn more. Leave and you learn more

Kosta_Konfucius

Politicker

1

Sales Rep

Completely understand, do you like the role and more complex deals compared the SMB? Is it mostly not hitting quota the main issue with this current role?

Mid Market is going to take a lot longer to ramp up and start hitting quota. I was in your spot before and starting hitting quota around the 8th month.

I would recommend be patient since it’s still early but I wouldn’t rule out leaving

BlackVNeck

Good Citizen

0

Mid Market Account Executive

Yes, it's not hitting quota that's the main issue. The company treats employees very well and I like my team. It's just been hard to not see the results I want.

Thank you Kosta. It's encouraging to hear you eventually got there. I will keep at it!

GDO

Politicker

1

BDM

I would look around. Find something easy to sell (at least that’s what I always try to find). Most of the times it’s something you’re passionate about

BlackVNeck

Good Citizen

0

Mid Market Account Executive

I think you make a good point that being passionate about something makes it easier to sell. That being said, it seems to be there are a lot of high paying jobs selling boring technology.

playerone

Politicker

1

Regional Account Executive

Which is why they’re high paying. Don’t need salespeople for exciting products that sell themselves.

Hifiwifi

Executive

1

Account Executive

I would talk to others who ha e been there longer. If you're getting good feedback and others say they had a rough start then why not try to stick around for 1 year. Meanwhile, it doesn't hurt to casually look.

dncsv

OG Sales Savage

1

SD manager

I say give it like 6 more months before looking elsewhere. The job market is on it's way down and I feel like it's better to ride as long as you can before jumping off to new places.

BlackVNeck

Good Citizen

0

Mid Market Account Executive

Thank you dncsv. The current economic climate is definitely making me feel more cautious about making a move.

Gasty

Notable Contributor

1

War Room Community Manager

strong pipeline? @BlackVNeck

BlackVNeck

Good Citizen

0

Mid Market Account Executive

This month has been better than last month but looking at my pipeline I certainly don't feel like I've turned the corner yet

SellininFL

0

AE

Hey a Vizsla! I have one too

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