MyHappyPlace profile picture
MyHappyPlace profile picture

MyHappyPlace

Business Development Representative

Big Shot
Executive
Good Citizen
+4

Top SDR

Hi team!

My first time posting, but I've been reading and engaging posts on here for some time now.


I work at a SaaS company, "government solutions" software. I started in August 2022 and hit the dials in September of that year. I had an "okay" AE; he wasn't the strongest seller, and then in October the company "trimmed fat" and let him go plus a few more AEs. So, I was left without an AE and was told by my then-SDR Manager to pretty much fend for myself. So, I put on my running shoes and build my own pipeline of accounts plus those sent over by my previous AE.


That same quarter they threw me to a "new" SDR manager (so I couldn't exactly bond with the previous one) and this new manager didn't know the product or service, and she was training. So little help or coaching from her.


Then they did another "trimming of the fat" in November this time SDRs were on the chopping block. I was an early adopter of ChatGPT in the org, and I kept that secret sauce to myself. I was joining sales coaching webinars from top sales leaders and listening to 30m to PC podcasts, etc to up be coached, learn, and grow since I didn't have a manager "coach" nor AE to back me up like most SDR's at my org.


Plus, I was in the vertical of manufacturing, but because I didn't have an AE, I was able to touch "unprotected verticals" and go after accounts. So, this situation expanded me to Enterprise, Mid-Market, and SMB.


I survived being PiP'd, and then I was chosen to be a part of a new team of 5 and be in an Inbound/Outbound role where DM's held is a top priority, but my conversion metrics were heavily eye-balled.


New quarter of 2023 and I became the top SDR in the org with 84 DM's holds, my conversion metrics were above 40% which the standard is 20%, and 64 opportunities moving forward with AE's closing deals I've set which came up to $615k.


I was proud of myself. Didn't have proper training at the org nor a player coach and had fellow SDRs reach out to me asking me how I did it and what did I do.


The higher-ups did not like that a woman and, to boot, a woman of color knock out their "star players", their "favorites." Now new quarter, and the cold shoulder is phenomenal.


I was told by my recruiter friend of mine to start looking for a new spot because they can sabotage you or find a way to "let you go" even if you are killing it.


This is my first time in SaaS and at a global company. Is this normal to be freeze'd out, I guess, maybe as a female in a male-dominated industry?


Please, anyone can speak on this, I don't care what sex or race you are; I def want to hear some opinions.


Oh, and I won't be offered senior SDR promotion.

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23 comments

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oldcloser
Arsonist
2
💀
Neither your gender nor your color are material or measurable in sales metrics. The scenario you described has a strong implication if not accusation on the surface. Can you substantiate what “higher ups did not like” means? Did they tell you that they didn’t like your success because of your appearance?

And what does “freez’d out” mean specifically? Were you told directly that you would not be promoted due to gender or race? Or was this somehow overheard or implied through innuendo?

If it’s innuendo, it’s just as real as a direct statement. I once witnessed an over 40 teammate get dressed down in public. Sales manager told him he sold like a tour guide on a senior citizen cruise. It cost the guy his job and the company a settlement.

Thing is, without something that supports the allegation of discrimination, if you’re gonna bring it, you’ll need some more facts.
MyHappyPlace
Big Shot
1
Business Development Representative
I've been in sales for 5 years. I've witnessed or have been a part of "if you're too successful or outshining people then we have to put an end to that."

It's small signs, small innuendos and it all adds up over time. I've topped the top SDRs and I'm not offered a promotion as those same SDRs, nor am I recognized either. The SDRs that barely made their metrics are now in training to become a senior SDR. So yes, it may not be told straight to my face but rather actions or lack thereof it's enough to get a whiff of the stench.

Yes, I was told I wouldn't be promoted based on my position as holding both Outbound/Inbound rep. It was implied early on as the quarter started that in this role I would be up for promotion and becoming a mentor if I succeed the metrics.

I did all of that and then some and was told, "sorry but we don't see a need to promote you to a senior SDR in this role and you won't be able to become a mentor either. But, we will add harder but "attainable"metrics for you this quarter."

Look, it happens in companies probably more than you know. It's unfortunate. Maybe my race plus gender has a push to the blatant disrespect but I do have people in my corner at the company, top selling AE's who've I've help strategize on accounts will support me and sees the ignorance.

Again, it happens, though it shouldn't.
I agree your metrics and work ethic should be the only thing that matters.

Not all places are the same.

I'm just here being open about my situation and I appreciate the feedback, honestly.
oldcloser
Arsonist
1
💀
Bias is a very real thing. We’re all a little bit pre-programmed to believe all kinds of things. Unfortunately, with all of the sunlight shining on bias these days, it literally takes a conscious effort too remain biased and not get caught. I guess that’s when real discrimination happens.

I hope you get the resolution you want and deserve. ✊
MyHappyPlace
Big Shot
1
Business Development Representative
It is a real thing that still continues like a disease no one wants to find a cure for but only a bandaid.

Thank you and I hope so 🙏🏽 too!
BorderlineCollie
Opinionated
1
Enterprise/Corporate Sales
Bias also goes both ways. Usually the less-than-top performers that are offered promotions before #1 have some internal champions/clout in the company. They're likeable, people will put their name forward.

I would generally avoid attributing actions to malice when there are other explainable actions. Companies want more revenue. If they believed you would generate them more revenue in anothe role, they'd put you there (unless I'm being too naive).
MyHappyPlace
Big Shot
0
Business Development Representative
Your right they do have internal champions. Most of the top performers on my small team do not have people backing them even though we are killing it.

Favoritism at its finest in most organizations.

I have a champion who fought the VP of Sales Development for me to be his SDR in Enterprise, though it didn't work out that way but I understand having at least on champion who sees my value and embraces my capabilities.

I'm not asking favoritism I'm asking to be valued considering I'm bringing them revenue and I'm taking on projects outside of my sales role at org.


BorderlineCollie
Opinionated
0
Enterprise/Corporate Sales
If you're looking for advice, I'd write out a document or formal letter describing your performance over the last 2 quarters or so and how it compares to your team and the SDR org entirely. Directly tie to revenue if you can and also ducment your projects outside of your specific role and how that has provided value to the company. Quantify, quantify, quantify.

But I do see that you mentioned "most of the top performers on my small team" which stuck out to me. How many people are on the small team? How many top performers are there? How is this team's role distinct from another adjacent team?

It's different being the biggest fish in a small pond and being alpha dog of the entire ocean.
MyHappyPlace
Big Shot
0
Business Development Representative
I appreciate the advice and I will take that. I thought about writing a formal letter and tie that to the revenue.

Most of us are in pods. They restructured the SDR teams. It's something we are trying to get used to.

What I mean by top performers is the top #3 me being #1.

But, yeah I definitely appreciate your advice. Will work on that.
Sunbunny31
Politicker
2
Sr Sales Executive 🐰
I've not been in your shoes, but I am a woman in sales, and it's been just little things here and there throughout my career. Nothing that can be proven, nothing that can be fought, but you know it when it happens.

If it wasn't happening, why is it that women are still being paid less than men in the same role? So, yes, it's still happening. You're not imagining it, and it is real. It is better than it used to be, but it's not yet at parity, just inching there. Some orgs more quickly and deliberately than others. Some of the big tech programs have initiatives to encourage diversity, which may be helpful. You've proven you're a self-starter, can excel, and have the numbers to back up your initiative and hard work. I want to encourage you to look for somewhere else to work away from those who would subtly or unsubtly look for your failure.

Over time, I've managed to land in an organization where my entire team is women - led by a VP, who is a woman. Those places do exist, and it's refreshing.

Head high, I'm here to tell you you can do it. Don't let them push you out. You have earned the seat you hold and your place in sales. May your next company embrace your capabilities and enable your success.
MyHappyPlace
Big Shot
1
Business Development Representative
So inspiring! Thank you.

And you hit the nail on the head.
It's crazy because some think I'm paranoid and I am not. As you said subtle nuances.

Great on you finding your place at an org that will value you and embrace your capabilities!!

Thank you again!!
Sunbunny31
Politicker
2
Sr Sales Executive 🐰
Those nuances are so hard to detect that they’re impossible to prove. You’re not paranoid. The trick for your own peace of mind will be to not let those things bring you down or stick a chip on your shoulder that gets in your way of accomplishing your goals. I’m here to pick you up when needed. Looking forward to hearing about your inevitable successes.
MyHappyPlace
Big Shot
1
Business Development Representative
I hear you and you're absolutely right. And thank you. Same here for you.
Onward and upward.
CuriousFox
WR Officer
1
🦊
🦊❤🐇
1
Account Manager
Sales is commission based, not gender based
Maximas
Tycoon
1
Senior Sales Executive
I endorse you to jump ship, you're doing so good however you're not even sure if you'll be the next one at the layoff cycle,you certainly deserve better with much extra support,much of luck!
MyHappyPlace
Big Shot
0
Business Development Representative
I appreciate 🙏🏽 this. Thank you!
FoodForSales
Politicker
1
AE
That's a very demanding environment you're in with a lot of turmoil.

However reaching for the gender/race card without direct evidence of discrimination is pretty messed up. You obviously don't understand the basics of the start-up and SaaS cultures. And if you can make the case for actual (instead of perceived) discrimination, I'm sure you know you have recourse. Oh, and bias does not equal discrimination.

That said, you're not liking it, you are free to leave.
MyHappyPlace
Big Shot
-1
Business Development Representative
I wholeheartedly disagree with you.

I'm not reaching. Direct evidence is subtle nuances that build over time.

That said, unless you've been in a situation where you're being overlooked even though you are the top performer and people actually like you then you don't have much to say on this.

If have been in this position then your opinion is your opinion.

Best of luck to you.
Kosta_Konfucius
Politicker
1
Sales Rep
I am really sorry to hear that, its really shitty to hear that. Life is too short to work for a company that doesnt value you.

I would update the resume and find one that does
MyHappyPlace
Big Shot
1
Business Development Representative
It is def shitty, but it won't keep me down. I appreciate your support!
SoccerandSales
Big Shot
1
Account Executive
If you don't feel valued, I would go somewhere where you are.

A bit interested in this line: "

The higher-ups did not like that a woman and, to boot, a woman of color knock out their "star players", their "favorites." Now new quarter, and the cold shoulder is phenomenal." What are higher ups doing to get rid of you? Seems counter-intuitive?
MyHappyPlace
Big Shot
1
Business Development Representative
Well, they are blocking any move for me to move forward. Blocking the senior SDR role or an SDR lead coach role. So, it could be their own "issue" as to why they are doing that. Hell, they even ripped the mentor role away, which is guaranteed after two quarters with the company.

So, it is what it is, and I appreciate them giving me my start.

And thank you, being valued is important, especially in roles like an SDR.
RelationshipMaker
Opinionated
1
Head of Sales
I’ve never heard of this happening tbh. In my field (tech security sales) top performers are hailed, male or female.
It may be heaps of professional jealousy, I get that daily and I wear it proudly. Is it this? If so, they won’t let you go but they won’t make life easier for you either.
My approach? Ask them for guidance, advice and if this doesn’t work, look for somewhere else where you’re valued. You sound fantastic!
Don’t ever settle for something that makes you feel undervalued. Good luck.

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