Pros
You'll build great professional relationship with colleagues You'll understand how to not run a sales org Great way to jump into an AE role without having to put the time in as an SDR
Cons
Inexperienced sales leadership from the top down - leads to massive turnover and terrible customer/prospect experience. Your best bet is to inherit deals worked by prior reps who are leaving and close those out for them You'll lose out to competitors constantly due to the lack of competitive intel resources and out-dated value prop. Deals are won from being the only solution evaluated, not because the technology doesn't work, but because sales reps and engineers are fed 'we don't have any competitors' instead of outlining real weaknesses and strengths of the product and why they might be a fit for the prospect Micromanagement - High pressure from management to hit goals without providing support as to how teams are meant to hit said goals Saturated Sales Territories and poor COVID pivot - You're somehow expected to manage existing customers, active POCs (or POVs as they like to call them) and prospect as well. While it's reasonable to expect your sales reps to generate pipeline, without providing them resources beyond Zoominfo, you're essentially saying good luck and calling that a sales tactic. If you'd like your reps to prospect, provide them with the tools to do, there are hundreds of SaaS tools to automate the sales process.