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Is saas sales stressful?
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Is saas sales stressful?
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Depends on your company's model - in some companies top earners are account managers, in others theres not much left after the initial sale, and in many companies AEs wear both hats.
My personal experience after doing both for a while:
- Workload - typically better for new logos. AM is a bit more operational and I'd say 'busier' given youre dealing with the existing investment context and extended delivery and success teams
- Mindset - AM you go deeper and longer term on relationships and goals, vs new logos where you're trying to find and qualify pain. Need be more resilient in new logos because your inbox probably isn't filling itself up.
- Pay - totally depends on your companies model, in my experience new logo reps range from 0-300% quota attainment whereas account management more around 60-150% ie lower risk, less top earners.
Chief
If you love the thrill of bringing a new logo to your company, go for the AE role. It's a lot harder because you have to convince complete strangers to trust you. But once you've developed that skill, nobody can take it away from you.
Thank you. Expanding on soft skills like this is part of what intrigues me about new business.