GrindingSales

Account Executive

Work for the Enemy? UPDATED

UPDATE: I went over my boss's head to his boss. He said it was a collaboration between him and my manager to pull me off the account. Thanks to advice from several of you, I fought tooth and nail to be apart of it and he said over the phone that he would run it himself with me along side to learn. No details on revenue or commissions yet, but it's at least a step in the right direction.

SECOND UPDATE: I got myself into a SECOND whale opportunity with the biggest medical provider in the state, appointment set up and everything and taken off of this one as well. Gained back one, lost another.

I busted ass and got myself an opportunity to bid for a whale account, 100K

+! I have built the relationship and my big proposal day is in a few months.

However, I was just told by my manager that he is going to take over working that account because it is "too big for me to handle", i " don't have the right talk tracks to work the deal", he wants me to focus on smaller businesses.

What should I do? Should I go work for a competitor? If I'm not qualified to handle the big deal, how do I get the training to work the deal?

Please help!

Losing a 130k deal to my Manager, should I....

Attached poll

go and work for a competitor stay and take my licks, hope to recover 130k with several small deals?

*Voting in this poll no longer yields commission.

🎈 Mentorship

🙏 Mental Wellness

☑️ Qualification Calls

27

96 comments

Sort by:

CuriousFox

WR Officer

16

🦊

Hold the fuck up.

No.

You tell your manager I'm the reason we've come this far and I'm seeing it through. You are welcome to join the presentation meeting I'm leading. Here's the agenda.

A manager coaches you. Shows you the way. They don't throw you out.

Save copies of all correspondence with the customer to prove your case to upper management if you need to take it that far.

MsTech

Executive

3

Business Development Executive

Absolutely. Now you're selling yourself to your boss. If you back down, he's proven his point. Absolutely stick to your guns and drive that conversation. Document everything and get that sale. You built the relationship and the customer knows it. IF, after all that, you are not recognized for your amazing skill set, then consider moving elsewhere.

GrindingSales

Politicker

1

Account Executive

Absolutely will do this!

GrindingSales

Politicker

1

Account Executive

Thank you, I’m definitely taking this advice!

CaneWolf

Politicker

9

Call me what you want, just sign the damn contract

Your poll is wrong. This is straight up bullshit. "Right talk tracks" is nonsense.

You found the deal? He has no right to take it away. Have you argued your case? If so, what happened?

Do you have a relationship with his boss? I'd go over his head. If that doesn't work, scorched earth this shit.

When I was younger, I let myself get screwed a few times. I knew it was bs and I regretted. Now, I've drawn some line in the sands when people tried to fuck me. It's worth it.

If you end up needing to bounce after this, I'll help you find the next thing myself.

GrindingSales

Politicker

0

Account Executive

Thank you so much for your realness!!!

GrindingSales

Politicker

0

Account Executive

I noticed I never signed a non compete, so I have that card to play if it comes to that! I keep being told to suck it up, man up, have thicker skin, blah blah blah but none of that takes the sting out of it.

Worf

Politicker

5

SDR

I would fight day and night for what's mine. If they don't think you can handle it or it was too "big to handle" then I'd challenge them "then why didn't you have the confidence to go for it before?" "If the prospect trusts me and thinks I can handle it, who the fuck are you?" "How am I supposed to learn if you just swoop in and take the glory?"

Fuck. That. Shit.

If they hit you with the "thick skin" bullshit I'd rebutt with a "check your ego. If you could handle it, then why weren't you there with me every step of the way? If I couldn't handle it, then why did they stick through with me?" They're projecting their insecurities on you about "manning up." Real men don't steal other men's credit and work and pawn it off as their own when it comes time for promotions/performance reviews.

You sourced this whale.
You hooked it.
You booked it.
You followed up.

I'm just a "lowly" SDR, but I spent enough time in the military to know what Integrity is, and this is far from it on your boss's part. I would even go as far as to tell the prospect. Your boss doesn't have THEIR best interest at heart like you did. It's like you ran 25.2 miles of a marathon and your manager trips you up and goes "I got the rest from here, I'll mention you in my victory speech."

No. No. No. No. No.

I called Chief. He said this ain't it.

CaneWolf

Politicker

2

Call me what you want, just sign the damn contract

More bullshit they're trying to feed you. @Worf is right. Fight tooth and nail. Also, non-competes don't matter for ICs as it is.

GrindingSales

Politicker

1

Account Executive

I couldn't agree more with every single word! Thank you!

GrindingSales

Politicker

1

Account Executive

Good to know and definitely going to fight for this! Thank you!

Donutpanda

Executive

4

Enterprise Account Executive

Yeah fuck these people I would find a new gig and start the slow process of not doing a fucking thing while you get a solid job elsewhere

CaneWolf

Politicker

3

Call me what you want, just sign the damn contract

"The slow process of not doing a fucking thing" just feels profound for some reason.

Lumbergh

Politicker

2

Sr Account Exec

Noncompetes don't hold up in court. Don't worry about that.

GrindingSales

Politicker

1

Account Executive

This sounds very appropriate! Love it!

GrindingSales

Politicker

1

Account Executive

Love it!

GrindingSales

Politicker

1

Account Executive

It worries me because we employed a service tech from a rival and they sued him directly and threatened to sue our company and we chose to let him go.

sahil

Notable Contributor

9

Deepak Chopra of Sales

That is likely illegal. At best, it's highly immoral and wrong. You should NEVER work for a company that doesn't prioritize your own development.

Go work somewhere that tries to help you get better.

GrindingSales

Politicker

2

Account Executive

Thank you for this platform sahil! It’s nice to not feel alone and have allies in this community while working in a dog eat dog industry!

ARRyouReadyKids

Politicker

6

Enterprise Account Executive

Would you still get quota/commission for the deal?

that's how our process is. If my manager helps me close the deal, i hit my number, but since my number is a part of his it benefits both of us.

Having it any other way seems ass backwards to me

GrindingSales

Politicker

3

Account Executive

All he said before he brushed off my questions was that I would get some commissions, I don't really care about the money as much as I care about being successful and putting numbers on the board. I just dont' know how to feel secure here after this.

ARRyouReadyKids

Politicker

3

Enterprise Account Executive

That's a wild commission structure to me. Definitely might make me consider looking elsewhere.
Either way, sounds like they're not looking to fire you which is good.

Just be as curious and open to coaching as possible. Ask to be a part of every meeting your manager holds w/ the prospect so you can "learn" how to run those large deal cycles. Might help in the long run

GrindingSales

Politicker

0

Account Executive

Thank you, that's great advice! I will definitely ask to be apart of as much as possible!

Lumbergh

Politicker

1

Sr Account Exec

You ALWAYS have to care about the commissions. That's how we get paid. Don't let anyone take your money

GrindingSales

Politicker

0

Account Executive

I suppose I feel the pressure of quota which scares me into thinking I could lose my job if I don't meet it, therefore, I've mentally traded the commissions for deals on the board. BUT, you are absolutely right and I'm glad you said this!

Wolfof7thStreet

Valued Contributor

5

AE

Upset for you rn. In my opinion, be straight with the boss again and ask him what happens with the commission. If the answer is anything but "it all goes to you, and that is to my benefit as your manager," then I'd consider looking elsewhere, or at least at another team within the same company (if possible)

CuriousFox

WR Officer

3

🦊

Also ask where the sales credit is going. Be sure you're not being screwed out of hitting your numbers 🧐

GrindingSales

Politicker

1

Account Executive

This is my biggest concern!

Wolfof7thStreet

Valued Contributor

1

AE

All about quota 🤘

GrindingSales

Politicker

1

Account Executive

Thank you I appreciate this!

Wolfof7thStreet

Valued Contributor

1

AE

Of course, happy to help (if I did lol)

Broncosfan

Politicker

5

Account Manager

Over work me, ok. Micro manage, ok. Dont invest in my growth, ok. But absolutely under no circumstances do you fuck with my money. If you arent getting 100% commission on the deal then he can fuck off.

GrindingSales

Politicker

0

Account Executive

Completely agree!

Coffeesforclosers

Notable Contributor

2

Director Sales and Market Development

Yeah is this still your account and close or totally off your books. I would ask the manager shadow me as this is not the only big deal im going to get in and would like to be able to run them

GrindingSales

Politicker

1

Account Executive

Thank you! I am really appreciative of this approach because I have gotten myself into a couple other whale opportunities, I hope they can empower me to win them or at least hold the clipboard.

CadenceCombat

Tycoon

2

Account Executive

This is BS.

I’d at least make you part of the entire process if I actually had any interest in your development and goals. Kicking you off the deal and giving you commission scraps is messed up.

GrindingSales

Politicker

0

Account Executive

Thank you for this validation!

Accidental_Sales_Guy

Politicker

2

Account Executive

Your manager doesn't trust his own ability to enable you and ensure your success. I would express that to him. If he's not invested in your success, consider a different team or company.

I would not go to a competitor exclusively to spite him, but clear it's time to find a leader who gives a *insert preferred crass language* about your growth as a seller.

GrindingSales

Politicker

1

Account Executive

Such good advice! Although would be hard not to want to get some sort of retribution. Emotions talking I guess

Wolfof7thStreet

Valued Contributor

2

AE

Glad to see the update and that things are moving in the right direction!

GrindingSales

Politicker

1

Account Executive

Thanks to all of you!

Wolfof7thStreet

Valued Contributor

1

AE

Best of luck with both of the deals - looking forward to Update #2!

Tres

Politicker

1

Account Executive

Wow, that's no good! Neither of those sound ideal, although I'd lean towards the second option of staying there. Probably depends how long you've been at your current place and if this is the first thing like this that has happened, or multiple occurrences and this is the last straw? If you trust other people in the org, I'd stick around. If not, start looking.

GrindingSales

Politicker

0

Account Executive

I don't know what to think, just trying to make sense of it all.

SalesPharaoh

Big Shot

1

Senior Account Executive

Look it's a dick move from your manager most probably trying to cover for his quota or simply wants you to focus on the little fish.

Besides, make sure to ask him why did he do that? If you couldn't handle the account how did you close it?

GrindingSales

Politicker

0

Account Executive

I can't get a clear answer from him other than the remarks he made above.

SalesPharaoh

Big Shot

1

Senior Account Executive

Can you speak to someone above them that you trust? Can you check his Quota and achievement?

GrindingSales

Politicker

0

Account Executive

He hasn’t met quota but is jostling for a promotion and wants to “quit selling” and just “close deals for us”

SalesPharaoh

Big Shot

1

Senior Account Executive

Very odd situation because from what he done, if I understand correctly @GrindingSales is that he took your account that you closed to manage it. So he doesn't want to close deals but manage accounts which is very different and should have different KPIs.

Chep

WR Officer

1

Bitcoin Adoption Specialist

I feel frustrated for you. I'd def look elsewhere!

GrindingSales

Politicker

0

Account Executive

Thank you for your empathy! Definitely considering looking elsewhere!

poweredbycaffeine

WR Lieutenant

1

☕️

If your manager won't give you a straight answer then it's time to go above their head. It's not burning a bridge, but it will get the right eyes on what sounds like a sus situation.

GrindingSales

Politicker

0

Account Executive

Thank you! I’m going to do just that!

CCP

Opinionated

1

VP, Business Development

Leave. If you don't, you'll regret it. Don't keep a job for one deal where a piece of sh!t manager takes accounts away from you. There will be plenty more. I started my career selling printer toner for $100 deals. Had I stayed there, I wouldn't be negotiating $20M deals now. I'm not special nor gifted, just kept grinding and found employers that appreciate me.

GrindingSales

Politicker

1

Account Executive

Legit inspiring! Thank you!

WenWest15

Valued Contributor

1

Principal Business Development Manager

NOPE. No no no no nooooooooooooo. He needs to coach you, not take it away. This is why people lose motivation in sales, terrible practice.

GrindingSales

Politicker

0

Account Executive

Hard to get over this one!

DadFather

Politicker

1

Enterprise Account Executive

Along the same line as other comments.... what the fuck!

How do they expect you to become ready for these types of deals without letting you run them?

Instead of taking it over, why isn’t your manager helping you prep, shadowing on calls, coaching you after etc in order to help you grow and win the business????

GrindingSales

Politicker

0

Account Executive

We have a great Regional Manager, but he is too stretched thin to be able to help out. The Office Manager here just is never here so when he is, he gets in Pac Man mode and eats everyone's dots! Has to be that Alpha

DustyGreenField

Good Citizen

1

EVP, Sales

Complete BS @GrindingSales for your manager to snake the deal like that.

His commission shouldn’t vary, regardless of his involvement.

I would count that engagement as a win, polish off the resume and use that story during your interview with the closest competitor you can land an interview with. Screw that guy!

GrindingSales

Politicker

1

Account Executive

Definitely keeping this story in my holster!

Finesy

Valued Contributor

1

Account Representative III

Uh. What. You go put your big boy pants on and tell your manager to kick rocks. If he doesn’t have faith in you then he can work the deal with you. That’s your deal. Period.

your boss is trash.

fight to keep the deal. Win the business. Then leave the company after you get paid on it.

GrindingSales

Politicker

0

Account Executive

This would be a great feeling!

1nbatopshotfan

Politicker

1

Sales

You gotta fight for your money. This is your deal. You can learn from the manager but getting kicked off a deal is BS.

Adslanger1

Opinionated

1

Senior Account Executive

That’s YOUR account. The reason we do what we do is to earn those “whale accounts”. All the credit goes to you for landing it.

Fight for it like it’s the last bottle of viagra and you’re all alone on a deserted island full of hotties and no rescue in sight!

Kiona

Opinionated

1

Head of Business Development

Boundaries = Respect. No one else will ever defend you. At a minimum work together and take 60% of the commission. If s/he can do better than you then make them bring you along and learn something. Otherwise they’re poaching your deal.

detectivegibbles

Politicker

1

Sales Director

GTFO of that company ASAP. That's terrible leadership. Your boss should be side by side with you on that deal (and any deal for that matter).

If you want to go fast, go alone. If you want to go far, go together.

UserNotFound

Politicker

1

Account Executive

I'm in a similar situation, actually! Love reading all this input- however let me give you my specifics and why it's got me feeling the way I do, and you can tell me if you're in a similar boat.

I'm new to my industry and it is not only incredibly nuanced, but to move someone from legacy technology to current requires a comprehensive understanding of both technologies. Which I don't have, what I do have is sales acumen that helps me navigate my way through personal relationships and trust building. I don't currently work ANY deals by myself, I have back-up 100% of the time.

I got a large enough opportunity that could come close to doubling the size of the company I work for. We aren't a start-up either, this is just a giant opportunity. The owners, understandably, said hold the fuck up, we're going to run point- you watch and learn on this one. Now, unfortunately for me most of the work they've done hasn't been at convenient times for me to watch and learn (ie middle of the night). So I'm left just casually asking 'how's that one going' and hoping for updates.

Here's why I'm not mad:
1) I'm getting all revenue credit and commish for whatever closes in this account.
2) Long-term, this will be my account to maintain after the sale.
3) In recognition of the size of opportunities I've able to open up, I got a sizable base increase.

So long story short, based on your explanation I'd be pissed too- however, there are companies out there that will do this the RIGHT WAY. If your current manager is just trying to steal the glory and payday? Fuck 'em.

GrindingSales

Politicker

1

Account Executive

Thank you for taking the time to tell me your story! This sounds like a parallel situation. I would love for my situation to end up like yours, that would be amazing! So happy for you! I'm going to fight to at least get what you got and see how that goes for me. Thanks again! Crossing my fingers! Otherwise, I'm out!

UserNotFound

Politicker

1

Account Executive

Good luck. It was interesting to read your story as well because it made me realize how awesome my employer really is for treating it the way they are. Now, I still think there's room for improvement (hard for me to use this as a learning opportunity if I'm not involved in the nitty-gritty, also hard to service an account if you dont know why some decisions were made) but I'm still thankful that I don't have a thief just trying to take credit for my work!

Beans

Big Shot

1

Enterprise Account Executive

Toxic.

Get out.

nomdeguerre

Executive

1

Account executive

I feel for you. My boss does this all the time, unfortunately he is also the owner and CEO of the software start-up I work for.

The list is long, but here are a few examples:
- working an opportunity with one of the world's largest IT/computer companies in the world to get into their contact center for months. Finally getting some traction and my boss tells me that someone is and he is going to work the deal because the other guy have some executive contacts... well why wasn't he working that already then? No answer.

- boss told me to work with a connect into one of the largest financial institutions/credit card companies. Worked the connect for months, finally got some traction. My boss then takes the deal and works it himself and tells me nothing.

- huge outsourcing company; worked with one of our reseller partners for month and customer is ready to move forward with a paid pilot. Boss tells me that he and another guy in the company (who is not in sales) has been talking to them for a long time and even responded to an RFI (none of which is in our crm and they have zero traction) and he takes the deal for himself screws both me and the partner.

The list goes on... I'm definitely looking around for other opportunities.

GrindingSales

Politicker

1

Account Executive

Wow, we live in similar worlds! I"m so sorry you are going through that! I think that is my biggest frustration, I'm doing ALL of the leg work and being swiped right as its ready to close. I can't get answers either and there is absolutely nothing in the CRM. I'm blown away.

nomdeguerre

Executive

1

Account executive

I know it is so annoying... We are a startup, so some lack of organization is to be expected but this is just absurd.

The way I look at it is is this... somebody is paying me a pretty good base and I'm basically using the time to work on my side gig and building out my network while also looking a potential new opportunities.

GrindingSales

Politicker

1

Account Executive

This is my exact plan if things continue this direction.

Rallier

Politicker

1

SDR Manager and Consultant

Show your bosses the responses in this thread. Straight BS

GrindingSales

Politicker

0

Account Executive

No doubt! Not sure I've ever seen a more unified set of responses! Feeling validated!

cw95

Politicker

1

Sales Development Lead

I think, holistically, it depends on what you sell. E.g. If you go to your competitor but you have already rinsed certain regions & companies on Linkedin & via email then the target market you would want also with your competitors may be inaccessible. However, If you sell something which literally any company could have, then crack on.

GrindingSales

Politicker

0

Account Executive

I figured if I left I would goto a company that sold the same brand because I know it in and out and love it. It would be hard to get behind another brand. Great advice though!

jjdicaprio

Old School Bravo

1

VP, Sales

I'd go above his/hear head and speak to someone up the chain. Clearly this person slept through Leadership 101.

GrindingSales

Politicker

1

Account Executive

It seems he is making up his version of leadership on the fly as long as he is the number one person benefitted.

sktech

Executive

1

Sales Advisor

Time to move on.

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

© 2024 Bravado Inc. All rights reserved.

Privacy Policy Legal and Privacy Center Sales Jobs

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.