Jewcan_Sam81

Account Executive

Sales Director or Senior AE?

Hi my fellow soldiers.

As I progress in my career (coming up on about 10 years in sales, 6 years in SaaS sales, the options I have are twofold:

Become a Sales Director and head down a leadership path
Become a Senior AE, work much bigger deals and potentially get bigger commission

The main driving force behind my career is money (you've me talking about being a dirty hooore for money in my decisions for career advancement) and I'm not sure which will lead me to make the most money 10 years from now.

i'm really trying to be super forward thinking about career, and I feel like this is a decision that will "choose my fate" so to speak, obviously not immensely in the short term but most certainly in the long term.

Can any of the super talented, brilliant and sexy AF sales masters in here give me some advice on what you would do when considering these two paths?

☁️ Software Tech

🚀 Career Goals

🎯 Career Development

54 comments

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funcoupons

WR Officer

👑

If you're after money, stay as an IC. It's very rare for management to be making anything close to what their top reps make. You get into management because you genuinely have an interest in coaching and mentoring salespeople, not for money.

Jewcan_Sam81

Politicker

Account Executive

Yeah, that's what I'm afraid of. I'm really a guy that is interested in things, so maybe being responsible for the well being of others isn't the best path for me.

Do you think being a Sales Director opens up opportunities for advancement to like a VP or an AVP and does real, serious money come out of that?

funcoupons

WR Officer

👑

You have to really want to be in the role to be a successful and useful manager...if you're on the fence, don't do it. You'd be doing a disservice to yourself and the reps you're managing.

Depends on the organization. I've seen top reps move from senior IC to a VP Sales role in startups and smaller organizations. If you wanted to be a VP at a large company however, that's not going to fly. VPs/AVPs can certainly earn a lot of money, but again it depends on the organization as to whether they'd be earning more than the top few ICs. Also a lot more responsibility involved.

Are you actually interested in management, or do you just feel like you should be interested in it given you've been in sales 10+ years? I ask because a lot of people seem to fall into the trap of "management is the next logical step" and that if their title isn't changing to something more senior they're falling behind and none of that is true.

Jewcan_Sam81

Politicker

Account Executive

I mean, I like chasing down deals, but I've never been a manager before, so I really have no frame of reference. And I don't think i'm in the "I'm bored AF and could use a change place" right now, so unless the price is right I'm not 100% about it

funcoupons

WR Officer

👑

If changing roles isn’t a hell yes, it should default to a hell no. ;)

justadude

Fire Starter

The only sales guy

I agree with fun. I’ve moved forward into a leadership role and absolutely love it, that said, my guy’s (and gal’s) CAN make more $$ than me. For me it was a stage of life decision. I have never been more fulfilled in a role than I am managing and challenging 60 people to be the best versions of themselves, but it is not for everyone. If you’re chasing $$ then The Senior role is a better look than Director. But, a Director role will tell you (really quickly) if leadership is your calling. And there will always be an IC role to move onto if it’s not.

P.S. the biggest thing I’ve learned, and it sounds hokey AF, is that there is a difference between management and leadership, and sales management sucks, sales leadership is a whole other ballgame.

Omztheonetwo

Fire Starter

Account Executive

That is refreshing.

nwrk

Account Executive

I agree with #funcoupons! Stay the IC course unless leading and growing people is your passion (and you're willing to not make friends while doing it). The highest paid people in a good growth company should always be the good sales people!

Golfguy

Sales Development Rep

The upside to mgmt roles is that most likely you will receive more equity, and could transition in to a VP role at a smaller company, and if that IPOs, then it pays for itself...either way, both are very promising

poweredbycaffeine

WR Lieutenant

☕️

Do you want to manage people? Is that something that interests you enough to shift from selfish to selfless work?

Jewcan_Sam81

Politicker

Account Executive

I am extremely selfish, but I do like mentoring people. Maybe the best balance is just stay IC and be a homie to people that need advice?

Sunbunny31

Politicker

Sr Sales Executive 🐰

There's more money in Strategic AE than there is in managing a team, unless you are reaching for the very top of the ladder and EVP/C level. Mentorship as an IC might be a consideration.

poweredbycaffeine

WR Lieutenant

☕️

Yes, that might be a stronger move. Managing is not only mentoring, it goes deeper into manging expectations, mitigating negative outcomes, driving metrics that you may or may not agree with, etc.

Jewcan_Sam81

Politicker

Account Executive

Love it, and I honestly don't want my fate to be tied into the possible effectiveness or lack thereof from reps I have essentially no role in choosing

Jewcan_Sam81

Politicker

Account Executive

I think this is a solid plan. Just because I stay IC doesn't mean I can't pay it forward to the homies that really deserve it, you know?

Sunbunny31

Politicker

Sr Sales Executive 🐰

Nothing wrong with being a team player where you can - and helping out the others.

poweredbycaffeine

WR Lieutenant

☕️

Mentors are a strong component of any successful rep's journey. Be a good one and you'll find it more fulfilling than had you made the leap over.

MoneybaggYo

Good Citizen

Enterprise SDR

Have you considered a side hustle where you mentor sales reps with 1:1 personalized coaching?

poweredbycaffeine

WR Lieutenant

☕️

Yes, but I need to find a way to make it scalable since there’s only so much PBC to go around.

CuriousFox

WR Officer

🦊

Depends if you want to be responsible for other people.

Jewcan_Sam81

Politicker

Account Executive

I kinda don't, my company hires a lot of young, green salespeople, and being a babysitter to children is something I'd rather do for my obviously much more adorable children

whyyouneversmile

Good Citizen

Director of Sales

I think you have your answer right here. As many stated, wanted to be a manager is about building the skills of others. The best managers see young, green salespeople as an opportunity to grow them into the stellar sellers you are. In that growth, it's often a reflection of their manager as well.

cbhumility

VP of Sales

By your transparent post and updated comments, it appears you already know that the leadership route is not REALLY what drives you. While you like mentorship and teaching people, highly successful leadership, not just a mediocre leader, is obsessed with training, mentoring and overall company growth and innovation mindset. That requires a lot of dedicated hours and brain power and can be a thankless job most of the time! I myself have moved up the ladder to VP role for a small company and am learning about myself that while scaling and growing sales organizations, training, developing, creating marketing strategy and being in the trenches of the day/day business are much easier depending on the size of the organization and their access to resources in people and $$$. That you may need to consider as well.

Leadership is a different level of "grunt work" and sometimes, depending on the culture, may not be the best fit if what drives you is your own personal income goals and work/life balance.

When you do decide down the line that leadership is for you, best advice would be to qualify the hell out of the sales and company culture and make sure that the size of the company supports innovation or leadership style you want to bring to the organization. People underestimate this, I have and am learning my lesson. I am suited for 1 or 2 scenarios in leadership, A- Fortune 500 with proven track record of ingenuity, agility and robust internal staff development or B- Working for a mid-size company who somehow embodies what A has or the trendline is there. Hope this helps! Best of luck!

Beans

Big Shot

Enterprise Account Executive

I'd personally keep grinding until I've met specific personal financial goals before making the jump.

It's been mentioned already that you won't make as much but if you have a passion for leading (like I do) it'll make up for it long term.

Jewcan_Sam81

Politicker

Account Executive

And that's the interesting thing, I'm really only down to help people slightly at the moment, and that might change. But down the line, I'm wondering if running a large sales org will let me rake in some big bucks, you know?

Beans

Big Shot

Enterprise Account Executive

Sounds like you answered your own question.

That leadership path won't close as you continue to grow as a Closer.

Sunbunny31

Politicker

Sr Sales Executive 🐰

When you get to that top level, yes, you might be up for incredible money, but it will take many years to get there.

Sunbunny31

Politicker

Sr Sales Executive 🐰

TBH, the "Sr" never added a cent to my comp. It was always about what org you were in for the biggest OTE.

Jewcan_Sam81

Politicker

Account Executive

I've heard that, yeah. Base might go up a bit, but the access to bigger deals with a more delicious commission rate is attractive as hell

Businesscasual

Politicker

Account Executive

You should get a taste of enterprise before committing to leadership. Sounds like you just need some outside confirmation. As a Jew who’s nickname was two-can sam in college, I love your username

Sunbunny31

Politicker

Sr Sales Executive 🐰

Yep, you need to find the sweet spot of getting those meaty accounts to work. In big companies, that's some level of strategic sales. Base rises when you have clawed your way to that level.

Jewcan_Sam81

Politicker

Account Executive

That's actually a really good call, thinking it'd be awesome to hunt some dragons for a while.

I think we should never stop calling you Two-Can Sam. I'm also open to sharing this title with you my friend, maybe jump up to like Jewcan_Sam97 or something to keep it real

Jewcan_Sam81

Politicker

Account Executive

Right, that's true. And I feel like it makes me super employable if I wanna move to another company and then I can ask for a whole bunch more money

Businesscasual

Politicker

Account Executive

I work for a “start up” about to go ipo, our top enterprise rep will pull in close to 7 figures and the ipo money on top of that next year. He could most likely retire next year since he’s vested over 4 years at the company

Jewcan_Sam81

Politicker

Account Executive

That sounds nice, would love to just not be doing this anymore haha

TheNegotiator

Arsonist

VP of Sales

I am a manager of people, and honestly it’s starting to kill me more and more.

If I had to do it again, I’d stay an IC. Just IMHO

With the experience, you can make the move into management any time, but it’s hard to go back.

10XQLA

Politicker

Medical Sales Assassin

The definition of a true leader is someone who gets others to do what you want and when you want it!!! My advice to you is be self aware and avoid chasing a sexy title. "Heavy is the head that wears the crown 👑 " my brother. Good Luck

Supersize

Personal Narrative

Digital Sales Director

It’s wiping noses and tying shoes. And being sandwiched between that top producer/huge ego rep who demands a new standup desk and wants you to handle that because he/she is important and busy and then the VPs who will sneer at you because Johnny snuck in late to the meeting and his forecast was late. The mentoring part is cool but otherwise being a middle manager sucks.

OldSchoolEightiesStyle

Good Citizen

Global Vice President

Not all super sales people are good managers, nor do they want to be. However, if it's about money take the path that will get you into management. It's very rare a top sales person makes as much as their Manager, Director or VP in the long run. If a sales person is making more than their pay grade or too much period, management will figure out a way to split your book of business, reduce your earnings or just get rid of you. Management roles, especially at the senior executive level can get you so much more than a salary plus bonus/commission. Such as stock, company equity, Exec. perks and incentives, termination agreements etc. Nothing wrong with being a career sales person, just know it will set limitations on your comp package.

LordBusiness

Politicker

Chief Revenue Officer

Short game - IC
Middle game - IC
Long game - Leadership

When I say long game, I say. As you pack up your chips and retire at the end of a savage sales career the leadership role will have a higher overall ceiling, and less compensation ebs and flows. Leaders also have more opportunity for equity, performance bonus', consulting gigs, advisor roles, etc.

spicy

Good Citizen

Account Executive

Director. The Enterprise AE/Leadership dichotomy doesn't exist. Directors give themselves big deals when employees leave all the time, it's not like you won't be selling.

Jewcan_Sam81

Politicker

Account Executive

This is also true. That was one of the things I'd thought of, but do you think I'd kinda be shackled to the competency of others? I'm down to put faith in the ability of other people, but I'd always be concerned some jokers will be thrust on me and my wallet would feel the heat of that

Diablo

Politicker

Sr. AE

If you ask me - I would be an AE for couple more years to earn as much as possible but people management role is something I want to be in after a few years.

Jewcan_Sam81

Politicker

Account Executive

This might be the best course of action, I want to make sure I'm really employable as well, so when those bozo LI recruiters reach out to me the cards are all in my hands

wolfdad

Contributor

Senior Account Executive

Being a sales manager will pay less than a top-performing AE. However, it is easier to take time off because you are not as worried about your individual performance. The other benefit is your take-home should be more stable because your salary should be significantly higher.

With that being said if money is the only thing that matters then go higher in the sales world. Absolutely nothing wrong with being money motivated or wanting to stay in sales.

Bigsaleschasewhales

Valued Contributor

Account Executive

I was in this situation, I chose management. It’s beyond fulfilling, but a pain in the ass. The conversations are more fun, the new challenge is rewarding, the career opportunities are there. On the flip side, it’s more work initially, your top reps will make more than you, there is red tape you have to deal with sometimes from a HR/training standpoint.
I’d do it again in a heartbeat if I had the opportunity, but I’m young and if I really hate it, I’ll jump back to being a rep. Ended my IC career on a top performing year before moving to management.

TheOnlyOne

Member

Solution Consultant

You already answered yourself regarding company roles. But I'll put a cat among pigeons and say that by becoming SD you could learn how to lead/strategize/setup the process and earn much much moorrre $$ by using those skills to create your own business. Think about all those juicy millions of dolars puring into your pocket maan.

CheckBackNextQrtr

Executive

Enterprise Account Executive

I think all of these comments are great and related to your "mindset".

Beyond comp, curious about the differences re: getting equity/stock options at a new company, when joining as a manager vs. sales IC? Does anyone have insight?

theweeknd

Valued Contributor

Account Executive

there's a sales director at my company who I think should've stayed an AE. He had a great rep as an outside AE and was killing it. I think he chose the Director path cus he was title chasing. anyway he's known to care too much about his own image (selfishness), very metrics driven, always wants to kiss executives' asses. Not a great mentor or development of reps.

my current manager is fantastic. he was an ae for 5 years before taking on the manager role. granted he's making less but he's genuinely interested in developing reps and taking care of their wellbeing. there's definitely baby sitting that happens. also i think of him as the "shit umbrella" as in he blocks his team from all the internal political bullshit that gets thrown at us.

Maybe these two people resonate with who you are.

qeqqweeq

Sdr Manager

Managing people is hard work, I went from an AE to SDR manager and actually miss being an IC. I would sit down and work out the pro's and con's of both

thegoodleads

Good Citizen

Senior Account Executive

As a general rule, AEs will have the potential to make more money than management. Of course, this depends on the comp plan and how hungry you are. If money is your biggest driving motivation, I wouldn't go the management route - you'll be frustrated

Coffeesforclosers

Notable Contributor

Director Sales and Market Development

If it was me, and it was i would go to leadership as you can always go back to IC. I am still closing deals, i only get involved at end of big deals which is the fun shit anyways. I wanted to manage people though and enjoy mentoring and fostering talent. You will have to be "ok" with your directs making more than you if you are doing your job right, which is tougher than it sounds. Leadership is great, steady, but its own type of grind. I fantasize about still being an IC, but it is a fantasy that could be a reality as i could go back to IC in a second, getting a leadership shot is harder to grab

dadasaurus

Opinionated

Enterprise Account Executive

Good point Coffeeforclosers. I'm in the last <10 years before I'll get forced out, and I'm struggling with going back to being an IC or staying the course. I do like coaching, but here is the sad reality of being a sales manager: it is a very rare thing to blow out your number. Ever. The percentage of Sales Managers vs IC's that make quota in any organization is much lower. However as an IC, its totally possible - that is, unless you're being setup to fail in which case you won't be at that company much longer anyway. And having my background, I'm absolutely sure I can get an IC role anywhere and easily be in the top 10% no matter where I go.

Finally, I'm going to digress here a bit and STRONGLY suggest everyone checks out repvue.com before accepting ANYTHING. Forget that Glassdoor garbage - its old tech and the data heavily biased by severely pissed off employees. The stats are better on Repvue and they will tell you the percentage of reps that hit their quota - for big companies like my previous employer, the data isn't able to be segmented very well, but if you join any employer with a percentage less than 60%, well - that's on you. Companies that higher than 75%, they're lying.

Good luck and let everyone know how it goes and which direction you chose!

Juancallclose

Catalyst

Director

From my experience the best AEs make more than VPs, much less directors. Now, if you factor in equity, maybe not. Reading your additional posts leads me to believe you should stick to being an AE. You don't want green reps to control yo paycheck playa

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Jewcan_Sam81

Sales Director or Senior AE?

54 comments

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