Account Executive

“Having asynchronous distance is really problematic for that, especially for junior folks, like SDRs, junior AEs, all of that, it really is problematic. Once that sales motion is baked and can be like distributed, okay, that's potentially a different situation,…”

“Generally what you want to do is you probably don't want to start with like a VP of sales to start like a sales leader. And there's a couple of reasons why they're like, even if you figured it out yourself, that's required. Right. You gotta, you have to get to…”

“Another mistake that founders often make is they hire the number one account executive at a hot company to be their head of sales. It's not the same skills. Most sales executives should not be managers.”

“Eight SDRs, outbound reps need one manager, eight AEs, eight sales execs need a director above them. And then when you really scale, you know, eight directors, you're not really ever gonna have eight directors, but eight directors could have a VP or eight repo…”

“Most founders have enough stamina to manage a couple of these AEs, these accounting executives, these folks who work the leads. Most founders do not have the stamina to manage 10 kids fresh out of college that need to be micromanaged on an hourly basis to call…”

“What I haven't found work is that an account executive will magically be full stack. They will do outbound themselves. They will develop, they'll go use zoom info and Apollo and develop a list themselves. They will manage that outbound list themselves. If they…”

“I think it's really hard to sell any kind of AI product now without actually being fluent in The product and be able to demo the product, right? So like, you know AEs need to be like se fluent as well.”

“The litmus test I have always given my sales team is if you are an account executive in my org and I put you in front of 10 engineers at our company, it should take them 10 minutes to figure out you aren't a product manager.”

“I think 70% of their jobs will be safe by the end of next year, but I think it will decline to 40 or 50.”