Hey everyone,
I work for a B2B SaaS company focused on enterprise accounts (>4k employees), and I’m looking for input on the best post-land motion.
Here’s our current setup:
SDR books appointments or works inbound PQLs
AE prospects and closes the deal
Some accounts go through a PoC before full onboarding
Some start small and expand later
Some start large from the beginning
We don’t currently have a dedicated AM team driving expansion. My key questions:
What’s the right role setup, and what are the pros/cons of splitting ownership between AEs and AMs?
Should AEs own the first 12 months of the customer lifecycle?
Has anyone been through this discussion and can share learnings or recommendations? For context, our product isn’t easily self-navigated and often requires SE/support involvement.
Thanks in advance!
