Sabrinathsaleswitch

Ramp/Draw on a 6-12 month cycle?

I'm looking at a new opportunity that has a 6-12 month sales cycle that's not fully proven out yet. (I've historically done 3-4 month cycles).

Company hasn't stated ramp or any sort of draw. I think this could be a reasonable piece to negotiate.

What is standard/might you recommend in this case?

🤝 Interviewing/Offer

22 comments

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oldcloser

Arsonist

💀

Full OTE. They wants a pro. They pays a pro. Yo

jefe

Arsonist

🍁

This is absolutely the best way. I've rarely actually seen it though.

SoccerandSales

Big Shot

Account Executive

Agreed. Full OTE for first 6 months

BmajoR

Arsonist

Account Executive

Baller move, and very appropriate.

Sabrinathsaleswitch

Good Citizen

For first quarter or 2 full quarters?

oldcloser

Arsonist

💀

Here's my head on this: If they tell you its a 6 month cycle. They probably mean 8. But going with their number, there is no way you can possibly source and close a deal in 6 months.
So, there's the answer. Yeah, until it's humanly possible to earn commission. At least start there. You aren't the first hire they've made with this question. There's likely an established policy.

Sunbunny31

Politicker

Sr Sales Executive 🐰

Right here - this is the standard.

CuriousFox

WR Officer

🦊

Yup. I'd also say it takes a year. You have onboarding, training, prospecting, mistake making, etc.

oldcloser

Arsonist

💀

So key. If they don't allow you a little bit of rope for maybe, oh... any of the 1000 ways you could blow a deal while getting up to speed, that's really not reasonable either. Get all the monies for a year would be a goal. Not sure if anyone's seeing this right now, but you gotta ask.

Sabrinathsaleswitch

Good Citizen

Appreciate it! They're hiring a sales manager to lead/carve strategy as well and this is an early AE role. 250+ customers but need to go upstream and no real "playbook" or success quite yet there. SaaS but a non-traditional model.

oldcloser

Arsonist

💀

Could be that you're getting there at the right time. How they did 250 customers with no process just freaks me out.

Sabrinathsaleswitch

Good Citizen

Ha, that's the hope! Teamwork + 1 AE? So there's something. But nothing repeatable, scalable, especially in terms of intentional outbound. Seems to be a lot of upside but I'm always skeptical of being sold "the dream." They're profitable apparently. Other lines/revenue streams/sales teams.

Kosta_Konfucius

Politicker

Sales Rep

Great advice

coletrain

Politicker

Account Executive

Weighted averages and whatnot makes this so true. There's one gem of a deal that closed within a week that brings the average way down and those that take longer naturally aren't as much of a factor.

FinanceEngineer

Politicker

Sr Director, sales and partnerships

I would push for a sign on bonus and a full year of ramp. They will push back, and you negotiate as close to the full amount as possible. Make sure you highlight the sales cycle and other pipeline reasons. When they ask if you really want the job or something similar regarding the ask, just tell them this is always how you negotiate deals and you will be doing the same for them.

DataCorrupter

Politicker

Account Executive

Killer ideas here.

BrianTracysLoveChild

Fire Starter

Account Manager

Word.

BrianTracysLoveChild

Fire Starter

Account Manager

Are you paid on order booking, implementation, invoice or revenue recieved? Unproven sales cycle? Are you desperate for the role? A 90 day guarantee with the option of a recoverable draw over the next 90 is probably the right way to go. Really depends on how you are paid out. If it was me, and I believed in the solution and company, I'd want a salary that almost covers my nut, no draw if commissions are paid monthly - even with a month delay. I would test splitting your earnings / base vs. commissions starting in year 2.

Sabrinathsaleswitch

Good Citizen

Based on booking. Yes, layoff. Pay out not like for 2 months after end of quarter which no me gusta. They're open to creative ways to earn variable like tying it to outbound KPIs or pipeline gen....

Justatitle

Big Shot

Account Executive

5 month draw period where provided that KPIs that lead to sales were hit you are eligible for commission.

pirate

Big Shot

🦜☠️ Account Executive

One month with small companies of guaranteed commission and 3 months with big ones is my experience and what I settle with.

Pachacuti

Politicker

They call me Daddy, Sales Daddy

Ask them what OTE is and how they will help
You hit that while you ramp up. Be ready to offer suggestions on ramp amount.

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Sabrinathsaleswitch

Ramp/Draw on a 6-12 month cycle?

22 comments

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