- Leadership is abysmal. From the top down there are deeply rooted toxic mentalities that pervade across 2nd and 1st line leaders, akin to things you'd see at a used car dealership. Most lack emotional intelligence as the only people who can be promoted are those who sold a ton, instead of those who have the ability to lead others or deep product/customer understanding (more on that in a bit). They develop their favorite reps and then collaborate with other leaders on how to "manage reps out of the business" that aren't meeting that same standard. - Account distribution is essentially a nuclear wasteland of accounts that have been burned through for 5 years and 8-10 reps non-stop (not hyperbole). The small minority of great accounts are given to reps who have demonstrated some success (often through lucky timing) and then it snowballs from there; the rich get richer. If you do close a deal, you have to wait until the second month bill is paid, which typically takes 3 months from closed won - good luck forecasting your bills. - Unachievable quotas (ARR matching some Mid-Market and Enterprise roles at other SaaS companies) and the distribution problems in my previous point lead to around 5-9% of reps hitting their attainment for the year - quite a marked difference from the 40-50% communicated in interviews. Lead-gen and SDR influence are like the icing on the cake, except your manager decided that only one of your teammates gets the cake, and that you also have split the icing with everyone else on the team. - The culture is *Grind* There are 3 days required in office each week, 8:00ish to 5:30ish on those days, with no exception. PTO is unlimited, but if you try to take too much or schedule a personal appointment on an in-office day, your manager almost assuredly will be talking poorly about you behind your back. If you like the feeling of constantly looking over your shoulder - even when you're working hard - then this job is for YOU! - Professional growth is non-existent. They would rather churn out a wake of young sales professionals to meet their margins than actively support and develop the people who could make a lasting impact. If you lack emotional intelligence and are content to be used as a club by leadership to beat customers into submission, you might have a long and storied career in this vertical. If not, your days are likely numbered. - Most importantly, they lie. They lie about attainment, leads, career progression, and commission. They weasel their way with a tight corporate legal and HR team and find ways to wring you dry, mind, body, and soul - all while you make almost no money beyond their below-market base pay. You are even lower in their eyes than just a number, you are cannon fodder to be blasted at potential "customers" who just want to be left alone after years of constant harassment.
