salezkween

Enterprise Account Executive

Red flags 🚩

I just took a Strategic Sales position at a company, and it seems like everyday I'm there, there's a new red flag.

During the hiring process, they told me they wanted me because I have more enterprise experience than the two AEs they promoted from within. The role is new and they want to win key logos and increase ACV.

That being said, I took the job knowing that I would have to grow the ACV over time, having a diverse pipeline of small, medium, and large deals.

I start and after the first month I find out:

🚩 $48k of my OTE is tied to hitting a monthly quota (with a $4k bonus)

🚩 While we have to hit monthly quotas instead of quarterly, they pay out our commission 2 pay periods after the quarter.

So if I close something in Month 1, I don't see that commission until end of Month 4.

Today, I found out that my ramp commission is not OTE, I only receive $4k for M1 and M2 of my ramp (and not $13.5k from variable OTE pay).

EDIT: They still don't have the comp plan out that they said they would have in Q1, and it's end of M1 of Q2.

It seems like they don't know what they are doing, how to use a comp plan to drive enterprise results, and duped me into the role without all relevant information.

What do I do?

P.S. Since starting I've 3x ACV (that should close this month) and generated a $500k+ outbound opp in eval. No one on the team is playing the same game.

10

13 comments

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SalesBeast

Politicker

4

Sales Leader

Sounds rough but I would stick it out a bit. Try to keep going. Close a few deals and make some money. But do keep interviewing 100%

jefe

Arsonist

2

🍁

I'm inclined to agree. You're making some shit happen, so try and build goodwill to get your comp adjusted.

The whole monthly quota with pay tied to hitting 100% but being paid out quarterly doesn't make sense, especially with a 2 pay period delay. Annual or quarterly quota with a one period delay after EoQ is understandable, but not this.

CuriousFox

WR Officer

2

🦊

Sheesh just when you think you are sick of your current shit

poweredbycaffeine

WR Lieutenant

3

☕️

Did you not ask to see a comp plan, or already get a walkthrough, ahead of signing the offer?

salezkween

Opinionated

1

Enterprise Account Executive

They still don’t have their 24 comp plan out! 🚩

poweredbycaffeine

WR Lieutenant

1

☕️

What about 23?

salezkween

Opinionated

1

Enterprise Account Executive

Yes, but it’s based on their commercial sales team, which is selling like $5-7k deals.

Hence the $4k monthly bonus tied to hitting monthly quota.

No they didn’t show me the comp plan because they said they were making a new one. This was Dec/Jan. It’s April.

poweredbycaffeine

WR Lieutenant

2

☕️

Feels like you’re gonna need to use those red flags to build a sail.

salezkween

Opinionated

1

Enterprise Account Executive

Won’t that look bad in interviews that I’ve only been at my current role for 3 months?

poweredbycaffeine

WR Lieutenant

3

☕️

That’s up to how you frame it, but I was more so saying make a sail and keep moving with the wind. The comp plan eventually comes out.

Pachacuti

Politicker

1

They call me Daddy, Sales Daddy

Most companies have a policy of the sales rep gets paid when the company gets paid. So if a sale is made its still going to be up to 90days later till the company gets its money. So there's that.

The rest - i would give it a bit of time to see if it works itself out. If you're happy with most everything else, they the comp will work itself out in time.

JWA

Personal Narrative

2

Business Development Manager

Look into the book Crucial conversations. Good tools for stuff like this.
If you like the product, place and people, it could be worth a chat to voice concerns in a professional way, especially if you are bringing value.
Sounds like a smaller company with less experience here. Maybe they based it off being burnt in the past some how or just don't get sales perspective.

With that in mind, I have been through something recently where I didnt address the redflags, and it only leads to stress if you dont communicate expectations.

If they can not follow through setting up a 30min meeting to present the comp plan in 3 months time of being hired in a way that makes it tangible and actionable; while you are likely having weekly or semi regular 1 on 1s, then where else will they have a hard time following through.....

If you already found some issues with the comp plan without them presenting it, you will likely find more.

A senior rep at my company, avg brought in about 3mil a year has a friend in a competing company who brought roughly the same amount of cash to their company.
Mine only made $140K while their counterpart made $250k+....all because our plan has stupid nuances.... bet you cant guess whats going to happen to the sales team that learns that....

ThePiedPIPr

Valued Contributor

0

Enterprise Sales Executive

Make sure you keep track of everything and bring it up in conversations with your managers. Also, I think it is good to keep asking about the comp plan. If you don't push, they will never get it done.

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