Matthew D.

It seems we might be headed in a direction where at some point sufficiently skilled pipeline generators will be able to capture enough of the value they're generating across a team to exceed a well-performing enterprise/strat AE (without starting a consultancy)

One related phenomenon that I'm excited to see if it happens is sufficiently valuing people who can build systematic prospecting systems to the point they're paid more than an account executive. I've felt for my entire sales career that I spiritually belong in a more systematic/builder role—but the financially rational thing to do if you can build good systems is to take an AE role, build those systems, and operate them yourself to maximize commission

could see this working very differently for, say, martech vs devtools

what are you selling?

Also to the extent that the company wants to bet on itself as expanding its scope in the future and doesn’t have a short-term cash flow problem, multi year deals suboptimize the amount of revenue collected since they will likely not allow price hikes as harsh as a future one year deal when there’s a lot of vendor lock in that didn’t exist yet during the new business contract

In most cases where there is a multi year payout that I’ve seen, there is at best a slight year one premium for signing a multi deal and then the company pays future years when cash is received provided the rep is still employed at that company. That is not particularly rep friendly nor does it incentivize multiple deals, but seems the norm in my limited experience in developer saas

Generally I think most companies are happy making the mistake of "taking some calls with leads that do not qualify" rather than "over screening and excluding some calls which would qualify", and I would be surprised if the numbers don't support that for inbound

otter delete does not actually delete in my repeated experience - scared me enough to stop using it