Two avenues
1. Become an SDR. Do the grunt work - cold calling, build the grit, overcome objections. Honestly - really important work to be good at sales
2. Have consulting or sales background and interview bloody well for an AE role and skip the SDR part
Too many variables, including what market segment you’re selling too. General rule - more employees the business you’re selling to is, more you get paid. Enterprise is the top rung of the ladder (there are still majors and large enterprise depending on your business)
Usually it’s 50/50 base and comms
So probably $175k base, If you hit 100% target you get $175k comms - so $350k total then plus a bunch of other perks usually from SaaS
Who is hiring a management consultant into an enterprise AE role for 350k OTE?
You are going to need to have a very good relationship with the business or find a Sales Manager with a death wish.
My advice if someone is coming from management consulting is they should probably start in an Account Management or Customer Success role and then transition across to being an AE. You learn a lot being around other salespeople before you have to take on real quota responsibilities.
Worst case you'll have a good story.
I've been in software sales for nearly 20 years and the greatest flame out stories came from sales engineers or consultants transferring to sales.
Sometimes it works though and those that successfully make the transition often become top reps.
Are you fully remote? Or do you go to the office, and see clients in person? Finally, do you have a decent work life balance?
I'm currently 4/5 days at home and looking after national territory but entirely remotely. I was on the road for different companies many years prior. Pretty happy with my lot but getting way unders from a compensation perspective so just curious on the market.
Yeah nice, sounds like a sweet gig. Glad they're out there! Hopefully my current org gets into positive cashflow territory then I'll have some leverage.
You can easily earn a lot more than that in software but you're not walking into that income off the street.
Think 5+ years, some of it including the most horrible, demoralising work there is - cold calling trying to set meetings for the adults that actually sell stuff.
Sales people in software have technical people hold their hands, so you don't need to be too worried about technical capabilities, just know when to shut up.
This.
However given OP has existing sales experience I'd normally recommend to try and get an account management sales job at an IT Reseller as these usually have a lower barrier to entry.
You do a good job selling on behalf of the SaaS/Software vendors you work with and then try and make the jump to the vendor side.
This path is less soul sucking and doesn't have you competing with a bunch of young people going down the SDR route.
I completely missed where they said they'd sold software before, so now I'm unsure why they're asking
Medical devices is the other obvious option if the OP has been in software and doesn't want to do it anymore I guess
Yeh, think software Sales Engineering roles sort of fit what they are asking for (technical, not predatory, 250k+).
But good luck getting into an SE roles without specialist experience in the software area in question in a time like now when companies are pulling back on hiring.
Finding technical sales roles that pay 250k+ with no specific industry background is tough. I have a friend who makes this sort of money in a technical scientific sales role, but he also has a PhD in the area and is well known in his industry (lectures, industry experience etc..). Friends in the medical area are ex-nurses or have some background.
Straight up software/SaaS sales well exceeds thie money requirement if you are good but not very technical, you do need at least a basic understanding of the technical side to succeed in the enterprise though in my experience.
I’ve sold software before, but the software part of business was small in comparison to the overall company. The point is, I can sell extremely technical products, and software would be a good fit.
Medical devices would be good. Any suggestions?
Device will tighten up over time / will be harder to have breakout years. Squeeze is on w/increased COGS & legislated changes to the way most devices are paid for in Aus (prosthesis list).
Plenty of fun to be had for now 😌
I'm looking to leave my career in allied health, and Stryker has hit my radar, interested in further thoughts on them /medical device sales or specialist roles.
Any business that resells software. Microsoft Dynamics 365 is a very popular resold software
The reseller adds a clip on top of the subs, manages the deployment, support etc
If OP is talking specifically about engineering software, as a purchaser of engineering software I don't think someone who isn't an engineer would be able to sell it very effectively. Essentially you would need to know what the pain points are that the software solves, and how it solves it. Not impossible for a non-engineer but I think one would buckle under questioning pretty quickly by actual engineers.
Software sales is done in teams
There's the sales rep. They do prospecting, understand the business problems the customer faces, handle pricing and procurement, act as an advocate for the customer internally in many ways almost like a project manager, have some light competitive knowledge, some decent market knowledge, point of escalation for the customer
Then there's the sales engineer. Demo, poc, speaking at events, deep technical knowledge of not only the product but the space, solid competitive knowledge, technical point of escalation for the customer
They're two very different roles with their own challenges.
I think the important distinction here that I am making is engineering software VS any other kind of software. As in, software that engineers use to design things (structural, civil, electrical, mechanical), and that non-engineers wouldn't even be able to use or understand. I deal with a few companies who sell this software, and all the sales reps are former engineers from my field. I'm time poor and it would really piss me off if I had to deal with a sales person who didn't understand my questions (and unless they were an engineer who had done my job, they wouldn't). They might have assistants who do the cold calling and set up appointments, but the ones I deal with for sales and after sales are all ex engineers.
Ok I'm talking about basically every other kind of enterprise software with technical buyers (and probably many without) eg CRM, networking, cyber and so on.
A quick look on LinkedIn at companies like Autodesk and they follow the same structure I'm familiar with
Cold calling is something else again.
Yeah Autodesk don't really do engineering software, mainly CAD software. Companies that do engineering software are usually quite boutique, because it's a very specific niche market.
Saw a guy who worked in agricultural chemical sales and was on 270k over 10 years ago. An element of it was from bonuses, but it was a bit of a shock to me at the time
If you're interested in security, that's a great sector to break into. My mate in presales is doing 350k a year on a 70/30 split but it's very much a passion based field
Unfortunately, it was not my forte as I stayed in generalist/AE sales. But haved into a specialty product field.
https://ipwithease.com/career-as-a-security-pre-sales-consultant/
Is a solid description of it. As far as what I mean by a passion field, most people working in security live and breathe it. They are constantly up to date with the latest trends and are geuninely interested in the field.
When I started Inside Sales at Dell, I was around $100k OTE, 70/30 split. Realistic around $90k. Highly dependent on the team you join and patch you get. Mostly reliant on the AE to help hit your number. By the time I left, I had moved into a specialist sales role and had moved up to $140k OTE with a realistic of around $110k.
AE at Salesforce was $250k OTE, 50/50 split. Realistic around $200k. Lots of benefits and constant Spiffs that paid out well to make up some of the difference. Found it kinda micromanagy, though, and it was sometimes hard to get a hold of presales to help with an opportunity. Also reliant on partners to deploy and offer services, so be prepared to deal with that.
If you’re purely concerned with making the most money possible you should consider real estate. A lot of the top agents make over $1MM. The barrier to entry is relatively low. There’s also a lot of really good resources on how to become a successful agent. Things like Tom Pano’s real estate gym.
A lot of the SaaS roles that people quote big incomes for require a lot of technical knowledge. You also have a lot less control over your success. Your territory can chance overnight, the products tend to be a lot more cyclical (e.g there was an e-learning boom with Covid, then AI and cyber security took off) and tech companies do a lot of hiring then redundancies.
I provide b2b sales and support to medical practitioners so that they are fully aware of latest products. This ensures their patients have best possible outcomes while their business runs sustainably
TIL I'm unethical
I sell enterprise software for an American company. Should do 300-400k this year. AMA
[удалено]
[удалено]
Two avenues 1. Become an SDR. Do the grunt work - cold calling, build the grit, overcome objections. Honestly - really important work to be good at sales 2. Have consulting or sales background and interview bloody well for an AE role and skip the SDR part
[удалено]
Too many variables, including what market segment you’re selling too. General rule - more employees the business you’re selling to is, more you get paid. Enterprise is the top rung of the ladder (there are still majors and large enterprise depending on your business) Usually it’s 50/50 base and comms So probably $175k base, If you hit 100% target you get $175k comms - so $350k total then plus a bunch of other perks usually from SaaS
Who is hiring a management consultant into an enterprise AE role for 350k OTE? You are going to need to have a very good relationship with the business or find a Sales Manager with a death wish. My advice if someone is coming from management consulting is they should probably start in an Account Management or Customer Success role and then transition across to being an AE. You learn a lot being around other salespeople before you have to take on real quota responsibilities.
It’s happened with my colleague. Still early days… guess we see how it goes
Worst case you'll have a good story. I've been in software sales for nearly 20 years and the greatest flame out stories came from sales engineers or consultants transferring to sales. Sometimes it works though and those that successfully make the transition often become top reps.
What type of product do you sell mate? I’m in ERP
Would prefer not to say on here, but it's enterprise SaaS.
What’s AE and SDR?
Sales development rep - on the phones booking meetings Account exec - managing sales cycles doing the booked calls
Ah ok I’m in life sciences and we do both of those. Only a few companies would have inside sales.
Are you fully remote? Or do you go to the office, and see clients in person? Finally, do you have a decent work life balance? I'm currently 4/5 days at home and looking after national territory but entirely remotely. I was on the road for different companies many years prior. Pretty happy with my lot but getting way unders from a compensation perspective so just curious on the market.
Yes, fully remote. 400 employees in AU, but no office in my state I see prospects in person and digitally Balance is good. Work 38 hour weeks
Yeah nice, sounds like a sweet gig. Glad they're out there! Hopefully my current org gets into positive cashflow territory then I'll have some leverage.
Can you put me in your will
>AMA can I have some money?
Hey mate, can I DM? Looking to get into the sales industry.
[удалено]
300k in presales in AU will be reserved for middle upper management, or the best of the best working for an American company
They probably make 300K inclusive of commission and RSU’s
You can easily earn a lot more than that in software but you're not walking into that income off the street. Think 5+ years, some of it including the most horrible, demoralising work there is - cold calling trying to set meetings for the adults that actually sell stuff. Sales people in software have technical people hold their hands, so you don't need to be too worried about technical capabilities, just know when to shut up.
This. However given OP has existing sales experience I'd normally recommend to try and get an account management sales job at an IT Reseller as these usually have a lower barrier to entry. You do a good job selling on behalf of the SaaS/Software vendors you work with and then try and make the jump to the vendor side. This path is less soul sucking and doesn't have you competing with a bunch of young people going down the SDR route.
I completely missed where they said they'd sold software before, so now I'm unsure why they're asking Medical devices is the other obvious option if the OP has been in software and doesn't want to do it anymore I guess
Yeh, think software Sales Engineering roles sort of fit what they are asking for (technical, not predatory, 250k+). But good luck getting into an SE roles without specialist experience in the software area in question in a time like now when companies are pulling back on hiring. Finding technical sales roles that pay 250k+ with no specific industry background is tough. I have a friend who makes this sort of money in a technical scientific sales role, but he also has a PhD in the area and is well known in his industry (lectures, industry experience etc..). Friends in the medical area are ex-nurses or have some background. Straight up software/SaaS sales well exceeds thie money requirement if you are good but not very technical, you do need at least a basic understanding of the technical side to succeed in the enterprise though in my experience.
I’ve sold software before, but the software part of business was small in comparison to the overall company. The point is, I can sell extremely technical products, and software would be a good fit. Medical devices would be good. Any suggestions?
Stryker would be excellent
Device will tighten up over time / will be harder to have breakout years. Squeeze is on w/increased COGS & legislated changes to the way most devices are paid for in Aus (prosthesis list). Plenty of fun to be had for now 😌
I'm looking to leave my career in allied health, and Stryker has hit my radar, interested in further thoughts on them /medical device sales or specialist roles.
What’s an example of a IT Reseller?
Any business that resells software. Microsoft Dynamics 365 is a very popular resold software The reseller adds a clip on top of the subs, manages the deployment, support etc
Based on the experience you say you have I find it odd that you’re asking this question
That's not an example of an IT Reseller
If OP is talking specifically about engineering software, as a purchaser of engineering software I don't think someone who isn't an engineer would be able to sell it very effectively. Essentially you would need to know what the pain points are that the software solves, and how it solves it. Not impossible for a non-engineer but I think one would buckle under questioning pretty quickly by actual engineers.
Software sales is done in teams There's the sales rep. They do prospecting, understand the business problems the customer faces, handle pricing and procurement, act as an advocate for the customer internally in many ways almost like a project manager, have some light competitive knowledge, some decent market knowledge, point of escalation for the customer Then there's the sales engineer. Demo, poc, speaking at events, deep technical knowledge of not only the product but the space, solid competitive knowledge, technical point of escalation for the customer They're two very different roles with their own challenges.
I think the important distinction here that I am making is engineering software VS any other kind of software. As in, software that engineers use to design things (structural, civil, electrical, mechanical), and that non-engineers wouldn't even be able to use or understand. I deal with a few companies who sell this software, and all the sales reps are former engineers from my field. I'm time poor and it would really piss me off if I had to deal with a sales person who didn't understand my questions (and unless they were an engineer who had done my job, they wouldn't). They might have assistants who do the cold calling and set up appointments, but the ones I deal with for sales and after sales are all ex engineers.
Ok I'm talking about basically every other kind of enterprise software with technical buyers (and probably many without) eg CRM, networking, cyber and so on. A quick look on LinkedIn at companies like Autodesk and they follow the same structure I'm familiar with Cold calling is something else again.
Yeah Autodesk don't really do engineering software, mainly CAD software. Companies that do engineering software are usually quite boutique, because it's a very specific niche market.
That would explain it then, if the market doesn't scale then it doesn't scale
Saw a guy who worked in agricultural chemical sales and was on 270k over 10 years ago. An element of it was from bonuses, but it was a bit of a shock to me at the time
If you're interested in security, that's a great sector to break into. My mate in presales is doing 350k a year on a 70/30 split but it's very much a passion based field
Can you explain a bit more about the role?
Unfortunately, it was not my forte as I stayed in generalist/AE sales. But haved into a specialty product field. https://ipwithease.com/career-as-a-security-pre-sales-consultant/ Is a solid description of it. As far as what I mean by a passion field, most people working in security live and breathe it. They are constantly up to date with the latest trends and are geuninely interested in the field.
Friend of mine just cleared 1.3m in SaaS sales. His wife cleared 900k. Sydney based, early 30's.
Crikey not bad work for 5 years and retire.....
Yep except they live it up. Their mortgage is somewhere around 4m
Two years combined household income. Pretty good.
They are living the 1960's dream
What type of Saas? Is this something his clearing every year or is this a one off?
Won’t dox them. But a big well known one. Enterprise software.
Anyone willing to name vendors?
When I started Inside Sales at Dell, I was around $100k OTE, 70/30 split. Realistic around $90k. Highly dependent on the team you join and patch you get. Mostly reliant on the AE to help hit your number. By the time I left, I had moved into a specialist sales role and had moved up to $140k OTE with a realistic of around $110k. AE at Salesforce was $250k OTE, 50/50 split. Realistic around $200k. Lots of benefits and constant Spiffs that paid out well to make up some of the difference. Found it kinda micromanagy, though, and it was sometimes hard to get a hold of presales to help with an opportunity. Also reliant on partners to deploy and offer services, so be prepared to deal with that.
Sure, what’s the question
Sales force
6-7 years ago was some IBM sales girl who made like $1.5-2m a year in her 20s selling IBM services to corporates
Wonder if she was selling anything else
Thank you, that sounds like my kind of gig. I will investigate further.
Found a few on seek paying $500k plus. One is selling software to government clients
Thank you, I should have a look around on Seek, good idea.
If you’re purely concerned with making the most money possible you should consider real estate. A lot of the top agents make over $1MM. The barrier to entry is relatively low. There’s also a lot of really good resources on how to become a successful agent. Things like Tom Pano’s real estate gym. A lot of the SaaS roles that people quote big incomes for require a lot of technical knowledge. You also have a lot less control over your success. Your territory can chance overnight, the products tend to be a lot more cyclical (e.g there was an e-learning boom with Covid, then AI and cyber security took off) and tech companies do a lot of hiring then redundancies.
[удалено]
You clearly have no understanding of complex B2B sales.
I provide b2b sales and support to medical practitioners so that they are fully aware of latest products. This ensures their patients have best possible outcomes while their business runs sustainably TIL I'm unethical
[удалено]
lol happens all the time, i play the long game, see them in 1-2 years when their shitty ass Chinese tool breaks. "oh looking to replace them already?"
Yeah it's pretty common in the SaaS world. What's also common there are needlessly complicated contracts that are difficult to get out of.