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Shabadoo

Head of Growth

Contributor
Fire Starter

Ramp for new Enterprise full cycle AE

Hi Team,

I'm bringing on an enterprise AE for the first time in this company.  This role will be managing the top 100 accounts nationally but working with regional reps to close deals with the local offices. 

I'm curious what kind of ramps you have had?

I am considering 100% comp Q1 and some comp Q2 TBD but thinking about putting against future earnings split over a period of 12 months. 

I'm pretty confident this role can hit target as it is a hot territory that is gettting consolidated. 
Thanks  for sharing your experiences. - Shabadoo
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18 comments

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Sunbunny31
Politicker
5
Sr Sales Executive 🐰
How long is the sales cycle?
Shabadoo
Contributor
2
Head of Growth
It is a 50-60 day sales cycle at this level.
Sunbunny31
Politicker
2
Sr Sales Executive 🐰
That’s pretty fast for Enterprise. Sounds like you’ll be fine with 1Q ramp, but consider 2 so you can get your pipeline truly full.
Sunbunny31
Politicker
6
Sr Sales Executive 🐰
Sorry, read the initial comment wrong. You’re “bringing on” a full-cycle AE, not “being” one.
I’d offer 1Q ramp for sure and 2 if you’re able to, unless you’re also giving a signing bonus to offset missed commission from their current/previous employer. Thanks for taking care of your team. May it pay off for you.
oldcloser
Arsonist
5
💀
Seems like you’ve got some more digging to do. You referenced the top 100 national accounts, then called it a hot territory. Is that how they refer to those 100?

What does the pipeline look like there, and for the regions? Then, as has been asked, the cycle? Not rinse, not motor, and for gods sake not menstrual. Your sales cycle.

To answer directly: 6 months, full pop.
Shabadoo
Contributor
3
Head of Growth
The person will have a list of 100 target accounts. 45 of them are already our customers. With lots of capacity to get multiple deals from these deals.

The majority of revenue is from these accounts.

Thanks for the intel re: the 6 months. Am I right in that normally it’s paid straight up and is the cost of onboarding a new sales person?
oldcloser
Arsonist
4
💀
Yep- guarantee, forgiveable draw, ramp, guaranteed OTE. It’s straight up pay, whatever you call it.
Shabadoo
Contributor
3
Head of Growth
Thanks @oldcloser
jefe
Arsonist
3
🍁
6 is the best. Hopefully you can swing it as it'll help you bring in the best talent.
Pachacuti
Politicker
3
They call me Daddy, Sales Daddy
Ramps can be variable - dependent on sales cycle, etc. Most common I have seen is about about 6 months with variations of full payout to a descending schedule (full at month 1 to some % in month 6 to 0% starting month 7). You want this person to be set up for success and to be hungry enough to be working for when they are off ramp but confident that the company cares about them.
Shabadoo
Contributor
1
Head of Growth
Thanks @Pachacuti Appreciate the context.
HVACexpert
Politicker
2
sales engineer
Ramps in our industry are usually 100% comp for 6 months. Should give you plenty of time to get introduced and some deals in the pipeline typically. But obviously I don’t know what your sales cycle is, you should take that into account.
poweredbycaffeine
WR Lieutenant
2
☕️
What is the ramp structure that you already have in place? Or are you asking how other reps have historically performed in new roles?
Shabadoo
Contributor
1
Head of Growth
I’ve only recently joined and it sounds like they didn’t have ramp structures before.

Which is why I am putting one in.

I think normally they would have lower targets for first quarter or two and get comped per deal.

Looking back it looks like most reps hit target in first couple quarters but this if the first time we have this national role.
poweredbycaffeine
WR Lieutenant
0
☕️
Are you building YOUR ramp structure?
Shabadoo
Contributor
0
Head of Growth
No, I am building my team's ramp structure. This is the first person I have hired since I started. I have also inherited a team so have not had to create a ramp structure yet.

I believe historically, there has not been one for new starters. I negotiated mine into my contract. I want to make this standard practice, otherwise you won't get good sales people.
poweredbycaffeine
WR Lieutenant
0
☕️
Got it. Have you built one before? Without knowing the basic KPIs of your sales cycle it won’t be easy for us to help.

Lay it out.
Beans
Big Shot
0
Enterprise Account Executive
What about a recoverable or non recoverable draw?

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