What's wrong with me? Please help

I started as a SDR in SaaS and was the top-performing rep there. However, it was a very lousy culture and there was 100% turnover in a quarter, and so I left because my morale got seriously affected and also because I was underpaid together with everyone else. I then got a closing role in a seed company where I was supposed to do channel sales, and I was sold on the idea that it would be a rocketship, it would IPO or get acquired in a few years, so I jumped into it because I was just excited to start on a closing role and was sold on all the upsides of the company.


Here's the reality:


  1. Sales team had CCO (1st sales employee), Sales Manager (2nd sales employee), me (3rd sales employee) and they hired another sales rep (4th rep) soon after I joined. My CCO and Sales Manager are doing their own closing as well. I've only been on the job for 1 week before I started cold calling and getting on discovery calls. As a new AE, I then realised I needed a lot of structure and 'hand-holding' to ensure that I was getting the best experience and results I could have as a new AE. I was self-learning everything, watching webinars and subscribing to newsletters to know how to start a discovery call, what questions to ask, how to deal with objections, how to close a client, how to talk through pricing, etc.
  2. I'm the only female and my CCO, Sales Manager and the other sales reps are male. I get that SaaS in itself have more males than females, but I only recently found out from my Sales Manager that I was hired because I was likeable, showed potential and also because CEO (who's a female) didn't want the company to be a sausage fest with all males. I felt so insulted that I was hired based on my gender and it made me question just how much the decision to hire me was based more on my gender vs my potential and likability.
  3. I've always wanted to do direct sales but CCO told me during the interview that their direct sales were focused on enterprises whereas the channel sales was focused on SMBs, so he wanted me to do channel sales first as a start to gain more confidence, and then do direct sales after I've shown progress and results after a year. I accepted it, and my compensation plan was based how many channel partners I closed etc. However, when I joined on the first day, I was told that the company's direction has changed and they wanted me to do direct sales instead. I was ecstatic, because I've always wanted to do direct sales! BUT. They made me sell the basic subscription plans that were worth less than $150/year even though it's completely self-served and people could just come to our website and pay for it themselves to start using it. Their rationale they gave me was that I had no experience, so they wanted me to get my hands dirty on selling basic plans even though these plans were self-served online, and also because they wanted me to boost website traffic and get more visitors going to my company's website. They then gave me an impossible quota and when I questioned it, they told me that they give high quotas to encourage me to reach for the moon, and that even if I miss quota, at least I'll still fall among the stars. Needless to say, I didn't even hit 20% of quota because I was demotivated and felt absolutely helpless about my situation.
  4. Have I mentioned that I was sold on the upsides of the company that I accepted a lower base for this AE position than the base I had gotten as a SDR? And because the direct sales quota was impossible to hit, I'm earning way lesser than what I was earning as a SDR. I am so angry at myself, so unmotivated and am feeling so so so tired and upset that I can't even bring myself to work properly.
  5. They soon realised that selling $150/year subscription plans weren't gonna make a dent in their revenue because they want to hit 1M ARR, so they got me back to doing channel sales AND direct sales. I soon realised I hate channel sales, or maybe because I hate the market segment that I was selling to. It bores me and I'm unmotivated, tired, sick of this job, have no one to talk to in my team because who else can I rant about work to? My CCO? My Sales Manager? The other sales rep got hired by my CEO because he's the son of a rich person and have tons of connections, so I feel completely alone in this situation.
  6. The culture is so boring. I find no joy in this. I'm dragging myself out of bed everyday and I can't even get started on work. I know my drive as a SDR, I am damn bloody driven and resilient and all my ex-colleagues could vouch for the kind of sales rep that I am. I was the last to leave my previous firm, but I eventually left after being fed up and lost the drive because everyone in my team (including me) was underpaid and everyone left, and my morale was at 0. I accepted this AE job with a lower base, excited to make a difference, only to find out the reality is so far from whatever I was told. I have no equity as well, and was told that the CEO will be rewarding it based on performance.
  7. Company has no tech stack and I'm really turned off by this. I feel like it's the 90s or early 00s whereby I'm in a boiler room just cold calling a list of companies instead of how I did prospecting really well in my previous firm as a SDR, using good tech stack to gain insights about a company and building a good sales cadence.
  8. I can't tell if I'm burnt out from being only at this company for 3 months, or whether I'm not cut out for sales, or whether I'm just at a point in my life where I'm tired. I don't know anymore. I just want to find a company where I can have a good support system in my team, have clearly defined responsibilities, and pays fairly well. I know that I can crush my goals but now that I've only been in this AE role for 3 months, it's so hard for me to get an AE role and I'll be so so disheartened and discouraged to go back to a SDR role and restart because it's not certain that a company can always promote internally.
  9. I haven't even worked today because I can't bring myself to get started. I hate this, I'm so tired, but I don't know why. Am I mentally weak? I don't think so. But why can't I get myself to start working? I'm so tired.


Should I leave this job before I get the next job? I honestly don't know how long more I can stay here without feeling absolutely shitty and miserable. It's already taking a toll on my mental health as you can see from point no.9

🐱 Off-Topic
☁️ Software Tech
👥 Hiring
23
Do.it.for.the.checks
Politicker
11
Account Executive
Life lesson. Start-up culture doesn't breed career development.

Find a slightly larger company if you like this type of world. 5 to 10 AEs should be enough that you don't have to invent the wheel, but get to be involved in a growth company.

If you don't like this and just want to learn to sell, go join a big company. 2 to 5 years and you'll have what you need to make a jump.

Most startups fail by an alarming rate. Can be fun and have a strong upside, but big companies are a safer bet to develop and learn. I like "Goldilocks" not too big not too small but just right.
CuriousFox
WR Officer
5
🦊
I like what you said here. 💯
Sunbunny31
Politicker
3
Sr Sales Executive 🐰
Yes, very much agree.  Larger companies often have specific training paths for BDRs all the way up through Enterprise AEs, and ways to enable a rep all along the way.   From there, it's easier to jump to another role at a company that might be more exciting - but you'll be in a better place to know what you need in order to be successful, and you'll be a trained, seasoned rep.
DungeonsNDemos
Big Shot
0
Rolling 20's all day
Y'all got some of that "just right" porridge? 
techsales
Politicker
4
Enterprise Account Executive
I'm also a woman in sales and I've been told on more than one occasion that I was a diversity hire on a team. That is, unfortunately, the reality of the world we live in where companies half-ass trying to truly have a diverse team and will just hire based on gender. My advice would be, wherever you land next in your career, be the top rep on the team and no one will ever question why you were hired.

I'm of the opinion in sales that you're either a startup person or a corporate person. If you're a startup person you can handle ambiguity, wearing multiple hats, and the general chaos that is an early stage company. Sounds like at this stage in your career you want a larger company that has more systems and processes in place that will allow you to build your sales skills.

Based on multiple comments of feeling tired and unmotivated, you may just be depressed about the company vs. "not fit for sales." My advice would be to find ways to mentally take a break from your current role, whether it's workout, take a walk outside, call a friend, while at the same time looking for a better gig.

Good luck.
Lhatem
Opinionated
3
BDR
Totally normal to feel this way in such an environment.
Apply on the side and try to find a company where you genuinely see yourself grow and develop yourself.
BUT NO RUSH, don't make the same mistake twice.
Now, also keep in mind that the grass isn't always greener on the other side so work on a list of what you NEED a company to have and what you're willing to compromise on.
It's also ok to take a step back and consider moving back into business development if you think you'll be more comfortable. 
DungeonsNDemos
Big Shot
1
Rolling 20's all day
@qwerty I second this. Don't make a jump in haste, but be analytical and really hold your own line when looking at where you want to go next. 
I'm sorry to hear you're in this position, but I can speak from experience, this will keep your eyes open as you move into your next career step.
ragnarlothbrok
Politicker
3
Key account manager
there's a lot to be said about mental health and how important it is. However I like to live indoors to and have food on the table! So if you have the means to support yourself whilst looking for a new job, I guess you could take a gamble. Personally i would stick it out until I have another job lined up 
jefe
Arsonist
2
🍁
I think the biggest benefit of the pandemic has been the shift in understanding and appreciating mental health and the importance of taking care of ourselves.
Sunbunny31
Politicker
1
Sr Sales Executive 🐰
Yes!   I think that's something that's very important.   If what you're doing isn't working, take care of yourself and make a change.
jefe
Arsonist
1
🍁
It's bloody ridiculous that it took the ending of life as we knew it ( for a time ) to come to this realization, but I'm glad we're here!!
Sunbunny31
Politicker
1
Sr Sales Executive 🐰
Nothing like a major global pandemic to drive some introspection.  :)

There's always an upside.  
wholesumdimsum
Opinionated
2
Account Executive
I didn't expect this thread to get so much traction, thanks everyone! I'm actively looking out for job opportunities and am really particular about what to look for next. 

Let's hope this turns out well. 
FeedTheKids
Politicker
1
Solutions Consultant
Collect a paycheck until you find the next gig 
goose
Politicker
1
Sales Executive
Nothing you've written surprises me about technical sales in a start up.  Did you expect to make a million dollars in your first week?
UrAssIsSaaS
Arsonist
1
SaaS Eater
Unfortunately these types of stories happen more than you think/would want to hear. I promise you are not the first person to go through this and wont be the last.

Based on what you have outlined here it sounds to me like you need to make a move to a large company with substantial process and support system built out. Not everyone is cut out for startup life and the constant change that comes with it. It may not be your cup of tea so go to a giant, learn the ropes for 5 years and then make your forray back into something smaller. 
lisa
Notable Contributor
1
Product @ Bravado
Hi @qwertyif you haven't already done so, I suggest filling out a profile for Bravado Jobs: https://bravadomember.typeform.com/to/GZuqakHs

We'll hand-match you to vetted opportunities with great sales leadership where you'll get the mentorship you need to succeed as an AE. Plus, you'll get 1-on-1 interview coaching with @sahil himself!
jefe
Arsonist
0
🍁
This sounds like a nightmare, and while far too common it's not like that everywhere.

If you've got the runway to feed yourself and keep a roof over your head etc., find something new.

Market has never been better.

Don't trash the old jobs/companies, but make it clear why there wasn't a fit and why you moved on.
cw95
Politicker
0
Sales Development Lead
So, to the title, and the question involved. Nothing, nada. You be you. 
Diablo
Politicker
0
Sr. AE
Sorry to hear that. If I were you, based on what you said, I would leave this work but I will also make sure I secure another job and become more selective in terms of the new company. 

I always like to read reviews, see how many people work in the company, in the role that I will be in, if there are any news about the company etc. before making my decision.
FormerStartupJobHopper
Tycoon
0
AE
After reading both your posts yes you definitely need to leave. I'd take this as a lesson that you need to be a bit more selfish/ruthless frankly in your career aspirations. Don't accept less bc you're excited about the company, and do a bit more "discovery" in your interview process.

You may need to start over as an SDR. I did, but it worked out. Find a great SDR shop where you get a raise, with a proven history of promoting to AE in 12-18 months, and where the AEs hit quota. And stick around for at least a year when you become an AE again
whathaveyousoldtomorrow
Opinionated
0
sales
I feel you on #2. My direct said something similar in a large room of people - its an issue at large corporations too. 

Yes, I would start looking. 
DataSlangah
Politicker
0
SAE
You have the AE title now, and you are not a tree.  Put yourself out there and get a new job instead of winging about.  In the meantime, change your attitude about your job.  You said that you love direct sales, well love it and use the adversity to get better at your job.  There are plenty of free tools out there that you can use instead of a perfectly curated tech stack.  
ZeroGrit
Valued Contributor
0
VP of Hoping My Emails Find You Well
I don’t know where you’re based but some companies to look at that will give you the structure you need and a path forward: Asana PandaDoc Twillio TalkSpace Gong (HOLD YOUR RAGE WarRoom) LaunchDarkly Crunch base Verkada Digital.ai Salesloft Quantum Metric And always… all the big dogs like SFDC and shit Go get ‘me girl, use your prospecting skills to go somewhere fucking sick. In the meantime, talk to your CCO and sales manager for a plan - meet with them and see how they structure their day. Don’t give them a reason to lay you off before you find a new gig. Start meditating and doing exercise if you’re not already - depression is a real cunt (I know too well how you’re feeling and it’s awful) - so try to do little things to offset the symptoms. You’re going to be ok 👍
AnchorPoint
Politicker
-2
Business Coach
Obviously a female... NO man would write something this long for advice... just sayin.. 
wholesumdimsum
Opinionated
0
Account Executive
And your point is?
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