The account alignment is stacked against most reps. Medium business is at the very bottom with little opportunity, while SLED and Corporate constantly fight over accounts just to scrape by on quota. Favoritism is common, and who gets opportunities often has more to do with politics than performance.
Leadership in particular is a weak spot. Many managers and the directors lack genuine sales management experience and rely on surface-level frameworks instead of real coaching. There’s very little care for reps as people—leaders don’t ask how you’re doing, and constructive feedback is not welcomed. In fact, offering suggestions or criticism can backfire, with accounts being reassigned or opportunities taken away in favor of favorites. It creates a culture of fear rather than growth.
Day-to-day, expect micromanagement over mentorship. Directors will check in multiple times on deals you already updated them on hours before, but provide little in the way of real support. The culture itself is cliquey and fraternity-like—if you’re not in the “in crowd,” you’ll feel it.
Verkada might work if you’re straight out of college and want early exposure to sales. But if you’re looking for real career development, supportive leadership, competitive pay, and job security, RUN!!
