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ggd1002

SDR

Politicker
Opinionated
Good Citizen

SDR/AE Alignment Advice

Hi guys,


I've read some of the posts on here about SDR/AE relationships, but still wanted to ask for some advice/best practices. This is my first post so sorry if this is super repetitive, the search bar is my worst enemy.


I recently started as an SDR at a much larger, enterprise software company than the previous company I was at. I'm on the Enterprise SDR team and align with 6 different Enterprise AE's, obviously that's an increase with the amount of reps that I support in this newer role.


I have definitely been a little overwhelmed with time management and making sure I'm putting my best foot forward to do quality work for all my reps so I wanted to hear some best practices from AE's and SDR's. How do you guys make sure you're getting the most of this relationship and what are some of the things your SDR can do (besides obviously building pipeline) to show that they are putting their best work in? (We get paid for opptys moving from Stage 1 to Stage 2 so no worries about booking crappy unqualified meetings).



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9 comments

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CuriousFox
WR Officer
6
🦊
I meet with every BDR that sends a lead my way to formulate a plan and make sure we are on the same page. This will help you.
Sunbunny31
Politicker
2
Sr Sales Executive 🐰
To piggy back on that, I held weekly meetings on a cadence with my BDRs to review the territory.   We'd slack in the interrim, so they would always feel ok to send questions/clarifications as they went.  It was efficient and I built good relationships with my BDRs over time.
Upper_Class_SaaS
Politicker
3
Account Executive
You gotta find the reps that WANT to WORK with you. The others that keep you at arms length, make sure they have some leads in your pipe but WORK harder for those who want to help you and collab with you
InQ5WeTrust
Arsonist
2
No marketing, mayo isn't an MQL
Definitely recommend getting some weekly check-ins with your AE team. 

Good to learn if there's anything special or particular they like to see in the opps you hand them. 
Diablo
Politicker
1
Sr. AE
When it comes to time management, everyone goes through that challenge as velocity is the key. What I would do as a BDR is make my weekly plan and break those weekly plans further into daily plans. As you're new, I would strong advice you to spend sometime every week with different AEs and learn how would they tackle the challenges you have. Also, dedicate 30 mins everyday where you can learn more about the process, products etc. (basically self learning). Helped me a lot.

E_Money
Big Shot
1
💰
Meet with as many people as possible who are NOT on your team. This will help you understand the business and product a bit better.

Also sit in on EVERY discovery call/demo/qual call/whatever the fuck it's called at your company. This will give you insight into how the product is pitched by the pros and how to best position it for your AE.

Never stop learning!
crusherdestroyer
Fire Starter
0
account executive
reward the AEs who close your deals and treat you well
aiko
Politicker
0
Sr. Account Executive
Taking time to meet with your AEs individually is super important. As an AE, I take this initiative myself, but not everyone has the same mindset. 
ChunkyButters
Tycoon
0
AE
I only have one BDR assigned to me/my territory. There are two other BDRs that overlap occasionally. 

I meet weekly with my BDR to sync on accounts we want to target, approach, messaging, etc. We also sit close to each other in the office. They will walk over to my desk after an objection and see how I would have managed it. The other BDRs that overlap will approach me on one-off basis when help is needed. When they find an account they'll ask me about the approach, message, etc. I told my BDR to get with me however often he wants as long as we aren't scheduling hours every week. If I make them successful, I am more likely to achieve. Sometimes I jump into call blitzes so they can hear my approach, and we can critique each other.

Ask your AEs how they want to align to ensure you're delivering quality leads. The AEs that want to help, will; the ones that don't will brush you off. The more you deliver quality leads the more they will want to work with you.

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