baudolino

Senior Account Executive

Personal Narrative

Series A SaaS startup - empty pipeline and low inbound

Hello all,

I joined a series A a few months back. They've been around for some time but haven't figured it out yet. 50-50 OTE with a small stock options package. I replaced the 2nd AE and was promised a pipeline with at least a few opportunities during the interview.

It looks like no opportunities are available and I had to start from zero. Marketing seems to be struggling with inbound leads and outbound is not easy for our product/service. Quota is relatively low in absolute terms but given the existing opportunities, I don't know if I can manage. The other AE hit only 25% this year. Disappointing.

The company has a good product and team. I have already helped a lot in multiple fronts (SDRs, Marketing, Product) but I don't seem to be doing what I'm hired for - selling. Not feeling particularly confident that things will improve fast enough so that I hit quota next year.

Any advise? After only a couple of months, I'm already gaining traction in the company as a valuable member of the team with a fresh perspective. I was thinking of renegotiating somehow the compensation package. Perhaps asking for more stock options - if we make it, I at least get a slice of the pie. My original plan was to stay till June next year and then reevaluate how it is going. Not really in the mood not to make full OTE. I think I could nail it in a different company with more brand recognition.

What do you guys thing?

Best

UE

☁️ Software Tech

💰 Compensation

12

22 comments

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jefe

Arsonist

4

🍁

Are you making enough money to live and save? Is it impacting your lifestyle?

Sounds like you believe in the product, you might want to try and make something out of it but you should definitely try and negotiate.

And maybe put some feelers out to see what other opportunities are available to you.

baudolino

Opinionated

1

Senior Account Executive

Base will be much less than my previous job…

jefe

Arsonist

1

🍁

Ouch. You gotta take care of yourself and your bottom line.

SaaSam

Politicker

4

Account Executive

This is the nature of working at a series A. You're going to wear a ton of hats and provide value in areas that don't fall under your JD. If you like this kind of thing just charge ahead doing what you're doing and finding ways to improve the company. If not, then a series A isn't the right place for you.

CuriousFox

WR Officer

5

🦊

Take all my upvotes.

SaaSam

Politicker

1

Account Executive

Gladly <3

baudolino

Opinionated

1

Senior Account Executive

Thanks SaaSam - I’m definitely in for such environments. My last gigs were similar but with much higher base as I was in a Technical Account Manager role. Main issue/risk for me now is compensation. The rest I’m happy with.

Sunbunny31

Politicker

1

Sr Sales Executive 🐰

Yeah, if you're not getting there on the base, I'd be looking to move on. 25% is not fun.

SaaSam

Politicker

1

Account Executive

If you don't mind my asking, why did you accept the offer if the base was coming in so low? Did you expect to rake in more on the commish side?

In my experience, when it comes to getting a better base with an early-stage start-up, you have to position yourself as a force multiplier. Then, you point that fact out and ask for what you think is fair. If you've truly positioned yourself as such, they'll understand that it's either meet you where you need to be or lose money in the long run when they have to replace you and multiple people need to come in and take on additional responsibilities to fill the gap it would create if you left.

Unfortunately, you've not been at the company long enough to warrant such a conversation. Your options would be to either tighten your belt and put yourself in that position or look for a place with a better base offering.

baudolino

Opinionated

0

Senior Account Executive

Thanks for the feedback. Main reason was transition to full sales role from more technical/sales hybrid. I'm OK with lower base if there is a chance to full OTE.

commishcapo

Opinionated

3

Commercial Account Exec

Classic series A shiz. If you’re up for the ride then u could help build out the sales org. But that’s also a super low OTE so I’d prob just bounce

baudolino

Opinionated

0

Senior Account Executive

Sorry meant 50% base - 50% comm OTE - not absolute values. OTE is good in absolute values.

antiASKHOLE

Tycoon

3

Bravado's Resident Asshole

To be expected for a series A. If you can survive, then stay. If you can't, start looking. The market isn't getting any better.

TennisandSales

Politicker

2

Head Of Sales

this is for sure classic series A probs.

I would not suggest asking to reevaluate your comp within the first year. Also asking for more stock options is probably the wrong move if you dont think you will hit OTE, asking for a higher base would be better. (but also hard)

Also, no one is in the mood to not hit OTE but if you are being appreciated for your effort and your making an impact that is nice.

baudolino

Opinionated

1

Senior Account Executive

Higher base is also a good idea - highly doubt it they’ll have the money though.

TennisandSales

Politicker

1

Head Of Sales

haha yeah another risk with series A 😂

Diablo

Politicker

2

Sr. AE

Tough call considering the shitty market right now. Did you ever thought of discussing this with your Manager as you are getting a lot of traction?

baudolino

Opinionated

0

Senior Account Executive

Yeah thinking about it - we have an open relationship. I think he gets it - not sure whether he can do anything though. Doesn’t hurt to discuss.

Frederickl

Contributor

2

Lead everything

Stop. Do this: be the mother fucking G. Find those opportunities. Your story sounds too passive. You need to take control. All I hear is whining. Imagine this: In six months time, you are sitting in front of the HR for your dream company, and they are asking you what makes you special. You tell them how you smashed it so hard where you are now. You had 0 ops but you turned that around. Despite challenge X, Y and Z, you smashed it. Just take life by the horns and smash it

baudolino

Opinionated

0

Senior Account Executive

I like that Frederickl

Arzola

Valued Contributor

0

Business administration

Searching is not a sin and if you do not feel satisfied searching for new skies is logical, it is also important to give the company the opportunity to recognize you, but that also puts them on alert that you may want to leave and that in the end can make the environment work a problem

IYNFYL

Politicker

0

Enterprise SaaS AE

Been there before doing it all on my own for a startup. I think you try your best for a year at least and gives you clout that you had to come up with it all on your own. Times will get tough but stay in there and hopefully things will work out.

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