Read Time = 3 minutes
Something I wanted to share this week is oftentimes heard too late in SDR’s young careers.
While it is incredibly difficult to land a top tech sales career in today’s environment, it is also just as important to say ‘Yes’ to the correct org too.
Let’s look at two parallel timelines:
Path A: The Slow Org Trap
You join a company that sounds great on the surface. Cool product. Friendly team. “We’re growing fast.”
But once you’re in the seat, you start to realize the truth:
Product-market fit is weak
Pipeline is dry
Leadership is guessing
Most reps are missing quota
Promotions basically never happen
You grind for 12-18 months hoping things will turn around…then one day it clicks:
There’s nowhere to move up.
So you leave, join a new company, and your AE clock resets back to month 0.
New org. New quota. New timeline.
Believe it or not, this is probably the more common timeline for SDRs.
Path B: The Right Org
Then there’s the flip side of this scenario.
You join a company that’s actually growing:
Real PMF
Healthy inbound
AEs are winning deals
SDRs see a legit path to AE
Suddenly 14-18 months goes by and you look up and realize:
You’re ready to move up. There’s a spot for you. And your comp doubles overnight.
Completely different outcomes - just because of the org.
This is to not say that the first year or two as an SDR at the ‘wrong org’ weren’t valuable & a complete waste of time. That is not the case at all.
However I think most of you would say you’d want to avoid PATH A & follow PATH B. Just the reality of it.
So how exactly can you spot a company & sales org that can provide you a launch pad early into your career?
There’s no perfect formula, but here’s what I’d check before accepting an offer:
RepVue scores: Non-negotiable, wouldn’t consider anything under 80
Quota attainment: Ask the SDRs & AEs directly, not recruiters
SDR tenure: How long have they been in their seats? Check LinkedIn for this.
Inbound volume: Is it real? Or “we’re working on it?” (Great interview question)
AE hiring: Growth-driven or churn-driven? (Ask, LinkedIn, RepVue)
Company Growth: Are they VC backed? How often are they raising money?
Public: Read their investor relations page, research their stock on why it is rising or declining.
All this to say, one great org can speed up your career by 2+ years. One bad org can delay it by the same amount.
However, if you want it bad enough you are still going to make it. No matter what.
Until next week.
– Rook ♜
ps. I respond to all messages