RomyJax2020

Enterprise Sales Dev

Sr SDR to AE- MM or Ent? How?

I've been a SDR for 3 years now- started as SDR then Sr then Manager, left the company and started as SDR again and now Sr. Only ever worked Enterprise ($500M+)

I want to make the jump to AE, and I LOVE working Enterprise but understand I might have to start as MM AE.

Any advice on how to prepare for the jump? In addition to learning the entire sales cycle, what else is impt?

Just for reference, I've only ever worked in SaaS, specifically in MarTech and worked US East/South and UK/EMEA territories. Outbound is my life and I love it.

Thanks ladies and gents ;)

🚀 Career Goals

🧠 Advice

🎯 Career Development

22 comments

Sort by:

jefe

Arsonist

🍁

Definitely go for AE, but you'll likely have to start SMB or MM.

RomyJax2020

Valued Contributor

Enterprise Sales Dev

That was my thought, too. Thanks!

jefe

Arsonist

🍁

Good good - always know your worth

CuriousFox

WR Officer

🦊

Start interviewing for AE roles only. Focus on closing. Do not apply to other SDR roles. Good luck!

RomyJax2020

Valued Contributor

Enterprise Sales Dev

Thanks! Ya I'm done w/SDRing unless I can make AE money being a SDR lol

antiASKHOLE

Tycoon

Bravado's Resident Asshole

Get your wins in order and get ready to brag on yourself in a humble way.

RomyJax2020

Valued Contributor

Enterprise Sales Dev

That's true, good call. But what about the differences in process as a SDR bringing in new biz vs AE closing biz- any major differences you can think of?

TennisandSales

Politicker

Head Of Sales

so i think everyones situation will be a little different but a big difference is there is more to understand.

you have to understand your process
understand THEIR process
understand the people involved, the problems they are trying to solve, when do you loop in others from you team, what are the true motivators to get a deal done, when do you need to leave one contact and try to engage another one. ect ect.

You will most likely NOT go from SDR to Ent. i think that would be a bad idea too.

RomyJax2020

Valued Contributor

Enterprise Sales Dev

Ya I agree, prospecting ent is hugely diff than closing ent. I'm shadowing my AE on the deals I bring in so I can experience the entire sales cycle. Honestly I wouldn't be mad if I stayed a Sr SDR with higher OTE.

TennisandSales

Politicker

Head Of Sales

Thats good to know! because having an SDR on the team that is really talented and wants to stay an SDR is a HUGE benefit to the team

RomyJax2020

Valued Contributor

Enterprise Sales Dev

Yes, I love it and very good at it once I mastered outbounding. Just want to be paid more... Shall I bring this up to my manager?

TennisandSales

Politicker

Head Of Sales

yeah I would bring it up but you have to have a plan.

do you have annual performance reviews? Does your company give out raises on a regular basis?

braintank

Politicker

Enterprise Account Executive

1) Don't leave for another SDR gig. You start the clock over each time.

2) Find an internal champion (your boss) to help.

3) Meet informally with potential hiring managers (with your current managers blessing) to let them know your interest and ask how you can make it happen.

4) Apply

RomyJax2020

Valued Contributor

Enterprise Sales Dev

Love it. I've been working with my manager on training to be an AE, but I need to go to the Head of Sales, you're right.

Kosta_Konfucius

Politicker

Sales Rep

I have seen it happen, good luck!

RomyJax2020

Valued Contributor

Enterprise Sales Dev

Thank you!

Sunbunny31

Politicker

Sr Sales Executive 🐰

Quick question: is there a path for promotion where you are?

RomyJax2020

Valued Contributor

Enterprise Sales Dev

Yes 100%

Sunbunny31

Politicker

Sr Sales Executive 🐰

Maybe that's the best path. Have you talked to people at your org?

KendallRoy

Politicker

Seen it happen but only in organisations that don’t have anything between SDR and Ent AE. The trade-off is staying in the SDR role for years and having little guarantee of moving up since they’re generally smaller companies. Even jumping from SDR to MM is a stretch, especially as an external hire. Most likely it’ll be SMB/Emerging.

RomyJax2020

Valued Contributor

Enterprise Sales Dev

Hmm very interesting- I'd be happy to remain a Sr SDR if I get a salary increase. Thoughts?

SmashAndGrab

Fire Starter

A lot of value in going to SMB or MM- the volume of deals will, in my opinion, yield a higher learning curve in the first 12-24m in an AE job.
Also, if you love outbounding, youre going to LOVE MM- likely a larger patch with more to aim at.
Try to stay close to your current Ent AE- if you make the step there in the future, I guarantee there are things you will learn from MM/SMB that will make you a better enterprise seller

Bravado is a community of trusted sales professionals endorsed by their customers.

Products

The War Room Jobs Salary Guide Tech Sales U

Company

About Us How It Works Blog Bug Bounty

Contact

Press Careers

If you are hired as a contract sales rep by a Bravado customer, we may ask you to prove access to the employee email account provided to you by that customer. This data will be shared with customers to track your sales productivity; customers can use this data to confirm you meet the minimum activity requirements to pay out your ramp stipend and commission.

RomyJax2020

Sr SDR to AE- MM or Ent? How?

22 comments

Related posts

SDR to Strat. Ent AE

Sr. Enterprise BDR- > SMB AE

MM AE or Senior SDR?