Has anyone gone from sales at a larger, well-established/known company to a startup? What are some key differences in your role and WLB, and how did you like the change? Any must-ask questions in the interview process? I have a final interview coming up.

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Yes I've done it and ended up making 50 percent less while still performing at a very high level. I wouldn't recommend it unless you really just want to feel like an integral part of a small company. But that might come at a high opportunity cost in my experience

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My base right now is $70k, and the startup will pay between $105-125k base, so comp is a big reason I’m considering it. The role I’m in now pays me 30% less than my prior role, so I don’t want to end up decreasing comp again.

At a larger/more established company the territories end up getting sliced and diced so much that it becomes increasingly difficult to hit your OTE. I was at Gartner for 7 years, and they kept raising my quota while also cutting my territory. I still made plan every year, but found that I was sacrificing my personal life to get it done and it was taking a toll on my marriage. When I left for a start up I made significantly more - almost double because my territory was larger. You just need to ask questions about percentage of sales people that are hitting target and if it’s reasonably possible to make quota the first year with your territory. I would say Slalom is probably right down the middle of a large company and a start up.

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Thanks, SC1. I have had 7 calls with Slalom, and it seems like an incredible sales opportunity.

You should know their funding and valuation. I would also ask for IPO plans. You should negotiate heavy on equity. You will become filthy rich if they end up having a successful IPO. I would also only work at a startup if I truly believed in the company.

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Think about the quality of your life. Do you want to be a number at a big company or do you want to be an integral part of the company--helping develop the processes, marketing outreach, etc.? I think it's truly a personal decision.

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I went from DocuSign and others to two startups (one Series B, the other series E). At a startup you’ll need to build things for the first time. That means decks, cold outreach messaging, etc. You’ll also have less tech systems since the budgets are smaller. But you get to own all of these things. One of the hard parts as an AE at rapidly growing startups is leadership never knows how to set quotas. They’re often aspirational since there isn’t much data on how sales people can / will perform.

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