ugh. in jan we were promised 60/40 for demo generation with a team of 10 bdrs, end of Q2, head of sales at a 50 person startup disbanded entire bdr team (story for another post). with a 12-18 month sales cycle, earning potential for next year is dead, so evaluating new roles.

everything (enterprise AE +, 300kote +) seems to be 100% self sourced full cycle with 0 support from BDRs.

pipe gen will always be a key skill, but between disco/demo/closing/multithreading/proposal & business case creation, and account management for expansion, (etc etc etc) time:return is critical.

prospecting expectations pre-covid were 50/50 with a good bdr/ae ratio.

what's changed or am I looking at the wrong roles?

Have startups given up on BDR teams?