GTM org is led by founder / CEO with no reals sales experience, who suffers from smartest man in the room syndrome.
The leadership team refuses feedback to make necessary course corrections to GTM strategy. Apparently, they're blinded by their past success with Stackdriver, which was a freemium product.
The CEO refuses to pass reigns of sales org to true sales leader.. Mabl has a CRO in title only..
People in leadership positions who have no business being there.
The GTM strategy is lacking; they’ve targeted cloud marketplaces as a way to drive more transactions but are only on GCP, which accounts for ~10% of market. The solution is not cloud agnostic (again, GCP only) and the pricing model is a confusing, consumption based one but AEs are not responsible for renewals.. so there’s no incentive to grow accounts or stay close to them..
GTM leadership has made the same mistakes as a lot of other young, fast-growing companies; To try to hit aggressive revenue targets they doubled AE headcount in 2022 without putting equal investment in marketing, enablement among other resources. Naturally, this didn't work from a revenue growth perspective and they were forced to lay off half the sales team in 2023.
Quota is unrealistic here and there’s no opportunity to make real money (no one’s close to quota..). The comp plan is poorly constructed and fails to properly incentivize the sales team. As noted, AEs have no ownership over renewals, so every dollar is hard fought.
This market is extremely competitive. Do your research and you'll quickly find 10-20 direct competitors. However, the leadership team likes to pretend there's no true competition.
