funcoupons
WR Officer
22
👑
AE by far. An SDR's only focus is to book qualified appointments. An AE is responsible for intro calls, discovery, proposals, negotiation, following up, closing...way more complex and requires a much more comprehensive skillset.
JC10X
Politicker
13
Senior Sales Manager
That's very true, so in a sense - an SDR is like the host in a restaurant and the AE is the waiter that serves you, takes your payment, etc. That makes sense.
eds
Opinionated
2
Salesy
I had never seen it this way, that's a good analogy.
Panda4489
Politicker
4
Head of Some Shit
I wouldn't say the SDR is a host. The SDR is the guy or gal on the street corner holding out the sign (spinning and dancing) trying to get people out of their cars at the intersection to come into the restaurant and perhaps think about having a discussion about whether or not they'd like a table. 
NoSuperhero
Politicker
7
BDR LEAD
100%, I'm an SDR myself and don't think I'm doing more work than an AE. Doesn't go to say our work isn't hard to do, because to get qualified meetings isn't easy either, but it's clearly harder to be an AE than what  I do day in and day out. 
JC10X
Politicker
4
Senior Sales Manager
Qualified meetings and cold outreach is not easy at all, for the AE's the table has somewhat already been warmed up so its an interesting one.
funcoupons
WR Officer
3
👑
SDR work is not easy at all. That said, there's a reason AEs get paid more haha.
eds
Opinionated
2
Salesy
I agree with coupons in general terms, but I have seen many companies where the SDRs get most of the workload and AEs are just glorified support agents.
funcoupons
WR Officer
4
👑
In every sales org I've heard of, SDRs were never responsible for closing deals...Account Managers are often glorified support agents but they have a completely different role than AEs.
Macdaddy
Arsonist
4
Team Lead
They're just different, many AE's don't understand the science behind high-level SDR processes. I'm not saying you fall into that category, it really comes down to different skillsets.

I've seen struggling SDRs go into AE roles and flourish... It doesn't mean that AE is an easier role, correlation doesn't always equal causation.    
letmeseethatSaaS
Contributor
1
SDR Manager
Agreed 100%!!
dlang
0
Enterprise SDR
100% Agree. Not all AE's are great SDR's and not all great SDR's would be good AE's.
alecabral
Arsonist
10
Director - Digital Sales Transformation
I can only answer based on my experience: I remember my SDR days as tough but safer than my AE days, so I voted AE. As a SDR people expected me to be less experienced and I had more chances to make mistakes as I was "learning the job". When I got my first AE job, I was given a quota, book of business, and pat in the back. The minute I missed my forecast for the first time, I got a nice and hot kick in the nuts from my manager. Metaphorically speaking of course.
JC10X
Politicker
3
Senior Sales Manager
Wow, thanks for your take on this. I have not had AE experience so I've had that gap but it makes sense - SDR is tough but safer, thanks!
Beasthouse
Opinionated
2
Corporate trainer
id have to disagree, I get your point for sure however SDRs are a dime a dozen and can be replaced in 4 days an AE takes real money to onboard companies that will train to assist and support AE's a lot more than an SDR any day. yes, your standards are higher however your lead list is better and your skills are corollary. If they were not up to par then the AE was promoted too soon and can easily shadow for a month to catch up that's all. Most AE's are promoted for consistency of delivery with 6 month or 12-month reconsideration windows. whereas SDRs are judged on mind-numbing repetition with no guarantee of a future or path beyond their next commission check and heavily judged on 30 max 60-day reconsideration windows. that's the entire reason I went into training and ops instead haha

alecabral
Arsonist
4
Director - Digital Sales Transformation
You can disagree as much as you want of course, but that's still my experience. As a SDR I was never pushed heavily one way, and I understood perfectly that my job was entry level from day 1, so I'd have to prove my worth. I was never exposed and I was always motivated, even challenged to move forward and try and learn the sales job before getting it. SDRs are pushed for pipeline primarly, and secondarily for revenue whereas AEs are accountable mostly for revenue, hence the more pressure they get.

That's how I experienced it!
Beasthouse
Opinionated
1
Corporate trainer
for sure i totaly get that
SaaSguy
Tycoon
10
Account Executive
SDR isn't a walk in the park- but as an AE I am basically an SDR that also closes the opps I generate. It's harder, more things out of your control, and you need to get people to put pen to paper (not just take a meeting.
JC10X
Politicker
3
Senior Sales Manager
True that, anyone can take a meeting but only 1 or 0 will buy.
SaaSguy
Tycoon
0
Account Executive
Amen
NoSuperhero
Politicker
7
BDR LEAD
In terms of pressure sure the AE has more to deal with. However, I'd like to point out there's a reason we call SDR work ''leg work''
JC10X
Politicker
6
Senior Sales Manager
It gets the machine moving!
eds
Opinionated
5
Salesy
I keep thinking that the better the SDR, the easier you can get away with an ok AE, because with a good layout, all the AE has to do is handle the paperwork to wrap it up.
Beasthouse
Opinionated
4
Corporate trainer
and we all hate leg day period
Rachet
Politicker
7
Account executive
I think they are both harder in their own way.

When it comes to straight grind I give it to BDR. Calling 100-150 calls a day is draining and it is going to feel like a grind all the time. So just being willing to do that with less compensation and less reward. Its Repetitive and not for everyone. I think its a great build of character and it is because of this experience that when someone moves into the AE role they have a good chance on success. 

When it comes to mental work I give it to the AE no doubt. That AE is the one really needs to have sales skills and being able to run a deal and close a deal. Since they are attached more to revenue you know they are held to a higher standard and that alone can be rough. And when the BDRs aren't bringing in enough for the AE to hit quota they now have to wear both the BDR and AE hats. 

At the end of the day, both are hard jobs and both are crucial for a sales team. 
JC10X
Politicker
4
Senior Sales Manager
Rachet, this was great. SDRs - tough grind and tough compensation - AE's stronger mental game and higher standards. They both are crucial, thanks for sharing needed to read something like this as my company is transitioning some SDRs to AEs without a lot of prep so.
Rallier
Politicker
7
SDR Manager and Consultant
I guess I'm in the minority here. I think the SDR role is more difficult. At least being an AE I only speak with people who want to speak with me. 

As an SDR, everybody I was reaching out to was actively avoiding me
Sunbunny31
Politicker
5
Sr Sales Executive 🐰
I'm joining you in the minority, and for largely the same reason.   Outbounding is difficult.  
goose
Politicker
4
Sales Executive
This is a very narrow view of the AE role.  Perhaps it's easier at your organization but there is much more complexity for AEs.
JC10X
Politicker
3
Senior Sales Manager
That's true, but the AE is not in charge of just speaking to people and taking meetings but they have to create proposals and close deals to the people the SDR sent over to speak with. I get where you are coming from, you can't close a deal if you don't OPEN it first.
eds
Opinionated
3
Salesy
Uff yes the rejection you get as an SDR is taxing, as an AE you're mostly meeting with people that kinda know what they're getting into
goose
Politicker
7
Sales Executive
AE is more difficult and has more at stake.  SDR can be (not always but usually) an entry level job and, while there are repercussions for non-performance, the bar for success is lower.
Kinonez
Celebrated Contributor
6
War Room Enthusiast
I don't believe one is tougher than the other. They both require a set of skills and dedication that will put a toll on you at the end of the day. That being said, AE's get a bit more of compensation for their hard work, so in retrospect it might take a bigger toll as an SDR since they don't always feel like they are getting paid what they deserve based on their hard work. That can be psychologically harsh on some. 
JC10X
Politicker
3
Senior Sales Manager
Hey, that's a good point - the payment structure is definitely a cause of stress and discontent, Ive seen AEs take 200,000 a month home while an SDR 2000...
mrsexyspizza
Politicker
4
Account Executive
Only a BDR that hasn't been an AE would vote AE. I long for the days of setting two meetings and worrying about nothing else but how I'd kill time the rest of the day
eds
Opinionated
3
Salesy
Amen brother
TheNegotiator
Arsonist
4
VP of Sales
SDR isn’t easy. We’ve all done it and it’s a grind. Being a good SDR is obviously the challenge- the difference being the ability to book strong QUALIFIED appointments. But closing, and the back end of the cycle will always be harder than the front. That’s just the reality. Even harder is when you’re an AE working with a poor SDR. You then have to do double work, often cleaning up or backtracking what the SDR failed to capture as info.
JC10X
Politicker
2
Senior Sales Manager
Oh man, tell me about it. I see it, the struggle is real, in every lane just with a little more complexity on the AE side.
TheNegotiator
Arsonist
2
VP of Sales
10X baby. No white space on the calendar. Keep your pipeline full and crush targets
UrAssIsSaaS
Arsonist
4
SaaS Eater
I think it depends on how you define "tough". SDRs deal with a much higher frequency of rejection and have to do a lot more "grind" work.

AE's jobs are WAY more complex and challenging though because they are responsible for every piece of the sales cycle aside from initial outreach and setting the first meeting. 
JC10X
Politicker
2
Senior Sales Manager
We can agree they are both necessary pieces of the space for sure. I guess its all about perspective, for some - grind and rejection is tougher than process and detail orientated business transactions. 
Wolfof7thStreet
Valued Contributor
4
AE
AE is an SDR with more responsibilities in my company. I still prospect, but also have to deal with proposals, closing, negotiating, paperwork, etc.
GrindingSales
Politicker
3
Account Executive
The time the prospect sometime takes between the proposal and closing can get long and drawn out.  I think the AE job is definitely harder, but also more fun and challenging. 
JC10X
Politicker
3
Senior Sales Manager
Thank you for sharing your perspective, its true - AEs have to work from proposal, follow up and closing. What would you say makes it more "fun"?
Beasthouse
Opinionated
2
Corporate trainer
so true and there's always this sense of being accepted into an inner circle that really drives so many AE's to a new level 
FromaBlankPerspective
Politicker
3
District Manager
I think the SDR role is harsher, while the AE role is more complex. You can't really benchmark them against each other. 
JC10X
Politicker
2
Senior Sales Manager
That's true, I see that's what it has come down to - wrong benchmarking. 
APalmoze
Good Citizen
3
Business Development
SDRs have built the warm connection so that the AE can make it through the gauntlet of the Sales Cycle.

 It was from that first call the SDR was able to open up that prospect. And sometimes it's not the first call, sometimes it's multiple calls, emails and LinkedIns, including rejections, hang ups, being left on read, etc. Sometimes that ONE call took 6 months to get to a meeting, because either the prospect didn't pick up, they were on vacation, they changed numbers, etc. The finally on that one lucky off day, the SDR was able to say a one liner (or maybe the sun hit the prospect nicely on his left cheek) to get the prospect to agree to a meeting. 
SDRs are the windshield of a car, driving on the highway in a rural area, where mosquitoes and other insects stick to, until you have safely arrived at your destination. That destination is that first meeting, and we allow the one who gets into the car (AE) to drive to its destination (POC won) to go a little more smoothly.

 When I do the first call, sometimes I’m getting yelled at, telling me I’m dumb, having me call back when they've "read my information/emails first,"   The way the prospect spoke/treated me the very first times I connected with them were totally different than how they connect with AEs. 

Prospect to SDR:
*yells* - I'm not interested!!!!! Leave me alone!

Prospect to AE:
*smiling* - "Oh heyyyyyy! thank you for having me today!" lol


I'm not going to discount what the AEs do. They do a lot - negotiating, needing some product experience for the prospect to even consider looking at the demo, following up, prospects going cold, etc. But I feel thanks to the crap SDRs go through, it's made the conversations more warm and friendly versus cold and pestering, allowing them to move through the Sales Cycle easier (not easy but easier).

Also what hurts is the SDR pay. I understand if an SDR is making a certain amount of money with their type of job, then sure, the SDR job would be easier, but if they get paid 3x to 5x than their AE, then the job SDRs do are way harder. For instance, there are SDR jobs that are paying way below the average, with having to do A LOT of work. Low salary, low commission. Meanwhile, the AE can sit back, and if he/she is not getting meetings, they're still making average to above average pay, bi-weekly/monthly. So think of the psychology of that - getting paid a low wage and doing A LOT OF of the work, while the other is doing little work and getting paid a lot. Think of a month where there were no meetings scheduled - the BDR even doubled up on calls, emails, LinkedIns, got rejections, the run around, etc. That AE is sitting back (and if they're remote, even better), and collecting that $100 to $175k base (or however you want to break it down for the month)................for doing little to nothing!

There's many ways to look at this.


1.) Would an AE be able to pull off a first meeting of 30 minutes without a cold call before?
2.) Do you think the Sales Cycle would go more smoothly with a first quick, 1 to 5 minute intro cold call or not?

These are obvious questions and answers, but this is something to consider on the PSYCHOLOGY of having an SDR in place.



*sound of mosquito splatting on window*
CaneWolf
Politicker
2
Call me what you want, just sign the damn contract
Didn't we do this two weeks ago?
JC10X
Politicker
3
Senior Sales Manager
Lol, I checked and could not find a thread - we are transitioning some sdrs to AEs and just wanted to garner some insights and things to consider. What do you say?
Beasthouse
Opinionated
3
Corporate trainer
you may have hahaha i haven't even scrolled through two weeks of content yet lol
JC10X
Politicker
3
Senior Sales Manager
Hahaha less goo! 
Beasthouse
Opinionated
2
Corporate trainer
honestly, SDR's have it rough AE's don't bash their heads against the constant onslaught of no no no. don't get me wrong AE's get it too but it's different. AE's will always have a better list of contacts more support and priority attention from management all that together makes for a much better experience. Not to mention that the AEs are much calmer due to that experience they don't have the same stress level of the initial learning curve. For me, AE's have it way easier. Yes there is more expectation from them but its not hard for them to do the only real battle with an AE is consistent delivery and adapting to shifting market places quickly.
funcoupons
WR Officer
3
👑
I don't know where you've worked but AEs hear no all the time...and what's worse? Hearing "no" to an appointment when you've only spent five minutes with that prospect or "no" on a proposal you've spent months on? And again, I wouldn't say AEs are calmer than SDRs either...maybe we appear calmer because we need to have a certain degree of polish to function well in the role but we have so much more to lose. Sometimes there is a five figure sum riding on the prospect doing what we want, SDRs do not have that pressure.
Beasthouse
Opinionated
2
Corporate trainer
i hear ya and i did mention they get it to and I totally get the pressure side as well. just from my experience AE's are equipped and supported to go through that challenge where as SDRs are tossed into the fire to see who survives

JC10X
Politicker
1
Senior Sales Manager
I agree with you 100% the responsibility level and revenue accountability is heavy for the AE. Thus they are compensated under a better model. I'd like to see a similar model for the SDR so the role in itself can be taken much more seriously - which is what most AE's do.
JC10X
Politicker
1
Senior Sales Manager
That's true, its the real hunger games haha.
JC10X
Politicker
2
Senior Sales Manager
I dig your perspective on this, there is something with the overall "experience" but in terms of difficulty mode - they both have their sheer amount of complexity and pain. Consistent delivery and shifting markets is something for both SDRs and AEs to work on.
Santipodero
Politicker
2
Sanix
Soy AE y no ha sido fácil y más con the llamadas en frío
APalmoze
Good Citizen
2
Business Development
Oooh great post. I am grabbing the popcorn!
FattySnacks
Politicker
2
Senior Account Executive
As a newly minted AE working the SMB space, I am still pretty much an SDR as well. While the SDR job is more of a daily grind and beats down on you mentally, working through a full sales cycle is definitely a harder job. There are too many points to drop the ball and a lot more responsibility is placed on your head. Just my .02
Sniper
Valued Contributor
2
Enterprise Account Executive
Whoever gets the signature
Balloons4baboons
Opinionated
2
Account Executive
I'd argue the risk of burnout is higher for a SDR simply due to the repetitive nature and there's a lot of empty promises in being one but as far as challenges in the role I think AE takes it, especially with a more complex sale. 
Worf
Politicker
2
SDR
I voted SDR because I think there’s one variable that makes the job harder; but I can tell my AE’s have a harder job than I do: they not only take the meetings I set, they deal with everything afterwards. If the deal needs time to close, they keep them warm. If the company is undecided, they maintain the relationship, keep tabs on their competitors, and show them how it helped others in the same time frame. Why do I think my job is harder? The wildcard joker “suspects” (we don’t even call them prospects) that come through. Whether intentional trolls or people who can’t handle cold outreach due to their role, or they like wasting people’s time. I think that singular daily uncertainty in almost every interaction makes being an SR nerve-wrecking, but it can help build skill sets for future AEs.
Stratifyz
Big Shot
2
Account Executive
How the hell did 105 people select SDR… I’m an SDR and think this job is the easiest shit I’ve ever done in my LIFE. There’s nothing difficult about doing some research, calling people, and sending emails. Sure, are you only going to get 1-3% talk time of what you do and does it suck? Yes. But, to say it’s tough is a long shot. As an AE, you have SO many variables that come in to play when running a cycle. Navigating that is tough.
JC10X
Politicker
1
Senior Sales Manager
I can't believe the results either. Wow
deathsalesman
Good Citizen
2
Account Executive
Its like comparing apples and oranges. Plus both role can vary from company to company.
Panda4489
Politicker
2
Head of Some Shit
Honestly I don't know why this is even a conversation sometimes. The two jobs are just so different and I don't think one has it more difficult than the other they're both difficult in their own very distinct way... 

Because let's be honest it takes a special person to be a very successful SDR. We become AEs because we want to make more money and not have to grind like they do. 
Stax
Opinionated
2
AE - Major Accounts
AE is definitely a much harder role. Not only are you responsible for mapping your territory, establishing relationships with customers / partners, facilitating meetings and closing deals, but you also need to do the same outbound pipeline generation that you were tasked with as an SDR. 

I'm sure there are some instances where the inside team is handling all the demand generation, but that hasn't been the case with any of the orgs that I've been a part of. 

Realistically, both jobs can be really brutal and there is probably nothing worse than a call center type SDR role (taking compensation and monotony into consideration), but being an AE requires a much more diverse skill set and comes with far more pressure attached. 
letmeseethatSaaS
Contributor
1
SDR Manager
From someone who’s been both… they both have their challenges and the work they do and effort required is different. It’s tough as hell to get cold meetings, constantly being ignored, and told no from an SDR perspective. But taking on the rest of the sales cycle to close the deal as an AE is also hard work. Good question! 
JakeTR
Good Citizen
1
Senior SDR
SDR is way simpler but there is zero fulfillment. It's harder because it's almost impossible to be an SDR for longer than a few years. I wonder what the burnout statistics are for SDRs that don't promote?
Brbman01
Opinionated
1
Account Executive
Define tougher? Tougher as in requires more skills and time or as in more of a mental grind? AEs the former, SDRs the latter.
6

Most valuable skill going from SDR -> AE? (SaaS)

Question
14
6

Going from SDR to AE

Advice
6
10

AE vs SDR

Question
10