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babby816

Sales Manager

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Sales manager to AE

I entered the b2b/SaaS world back in March as a sales manager for SMB/Mid-Market.

I work for a company who's an outsourced sales business.  I'm contracted with a VERY large company through my emoployer, ALA a vendor team. We sell marketing to direct clients in the SMB/MM realm. I love my current position, but my pay is very low compared to what it would be if I worked for the company directly or for a start up. 

Before this position, I was in auto sales and management for 7 years. I'd love to grow my career and work for a direct company or top start up. Without any actual AE experience, I'm having a hard time. I have been managing a team of 6-7 AE's since March and have great sales experience myself.

Any advice? 
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SaaSam
Politicker
4
Account Executive
I always suggest treating your job search like your pipeline. Lots of attention to the top of funnel through sending out apps and making relevant connections at companies you want to work for.

Every interview you're in, you're selling yourself. Address objections before they are launched, build value by drawing attention to what makes you a better candidate, what do you have that others likely don't. But probably most importantly, do your discovery and qualify the fuck out of every company you talk to.

Like in sales, you're going to see a ton of rejection. You're going to feel deep in your bones that something will close only to find an email saying "thank you for your time but..." don't stop prospecting until you've signed an offer letter.

Good luck, and may the odds be ever in your favor.
Diablo
Politicker
1
Sr. AE
Nailed it, well said. Networking with right set of people opens new avenue.
LilSaaSX
Executive
2
Enterprise AE
Great insight from SaaSam. To play devils advocate I’d caution you to make a change so soon if you just started in the SaaS industry 8 months ago. No matter what you sold before if you don’t have at least 2 years selling SaaS it can be a challenge to get an AE role(one that is actually worth it). Kudos to you for landing a manager role managing closers in SaaS without industry experience. Not very common. SaaS is like a fraternity. If you haven’t done it for at least a year or 2 then you’re not in it just yet in their eyes. Just my own experience from what I’ve seen in the industry. Not saying it’s impossible just not common. But hey anything is possible these days. If you told me 2 years ago we’d all be wearing masks and forced to take a vaccine I’d laugh in your face. Now look at us all hahaha.
I have seen sales managers crossover to AE by being extremely involved in their reps deals and helping their deals get over the line by being on calls with them and being more helpful then the typical sales manager who just asks about your SFDC activity and asks what deals you have coming in that month/quarter so they can report it. The manager above you will take notice to the work you do and when the time comes tell them you’d like to move into a closing role. If you play it right you can make it happen. Good luck

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