Pros
The 4 day work week is nice
Cons
Sadly, this once-great organization is floundering while trying to figure out who and what it wants to be. They've lost sight of their GTM strategy in the course of trying to evolve into something they're simply not, and leadership has failed in executing the strategy needed to get them there.
Average tenure of a Dir. of Sales is @ 8 months, and the average life cycle of an AE for the last several years is just as dismal (see past reviews).
Question everything twice, as you'll be told whatever it takes to get you in the door during recruitment.
Don't let data from one busy week or "leads per AE" during a time when the team was at half-capacity fool you...the "overwhelming inbound" they promise doesn't exist.
Same goes for "AE's trending for PC". If you're told "XX% of the team is tracking to make quota", clarify if the "team" they're talking about is at full strength or currently at half-capacity and doing the work of 2-3 people each, thereby making them look great on paper at the moment. Request receipts for the last AE that actually made PC and how they rewarded/recognized that achievement.
What you should know:
New Logo ARR is ~ $9000
Days to close is 31-45 days
Conversion from disco to opportunity is @ 60%
Close ratios = @ 25%
The math: To hit a $1mm quota, you need to close 2.2 deals per week (50 weeks) at $9k each avg. At a 25% close ratio, you need to be giving ~9 demos per week. At a 60% disco-to-opportunity conversion rate, that means you need to also be doing 15 discos per week.
(At a $750k quota, the numbers go down to 12 discos and 7 demos needed per week.)
Given that, it's important to note that Q2-Q4 2025 discos per week were 1/3 to 1/2 of what was needed for those numbers to work. So, question how they see you getting to the necessary discos per week, because when the numbers = reality and the math doesn't math despite your best efforts, your job is at risk every day.
Despite their ill-prepared push to be an "enterprise provider", the product is not enterprise-ready. (No integrations with any major HRIS and a vague, mythical roadmap for developing them. Anyone in SaaS sales knows that enterprise orgs demand your product integrate with the systems they're already using or you're eliminated right away.) So you spend your days trying to persuade tiny organizations to pay enterprise pricing, meaning close ratios suffer and commissions are a fraction of what they tell you is possible.
