Ramping on my first ever AE role

Greetings warriors!

So I started my first ever AE role this September, production started October.

Haven't closed a lot of deals or built a lot of pipeline yet, but I have closed some deals. I have a territory of 350 emerging accounts that are current clients, my goal is to upsell them and I commission on the ARR variance (commission is extremely low, 2.5% for SaaS) but oh well, at least it gets me the experience needed to move on to a better role down the line.

We are about to take a MASSIVE hit, as this month a new policy rolled out where basically 95% of our sales are automated and sales reps can't work them.. We sell licenses for our SaaS tool, emerging is 95% upselling from pro to business and 5% business to enterprise. Now, sales reps can only process sales from business to enterprise. (sounds like lay offs coming next quarter for the emerging team, which is about 100 reps)

I have to work more on understanding the product in and out, and learning on using the tools. I have always worked with just 2 tools or so in my previous roles, here we have an arsenal of about 15

Frankly, I have not done as much as I could have. Im behind the wheel but reaching the metrics (I cant over perform and go ham or else I'll smoke my territory within a couple of months so... gotta stretch those accounts out, we can't get more until 12 months so there is that to have in mind)

Anyways, if you have any questions or tips, throw them my way!!

Much love <3