How would you describe the sales culture at Arctic Wolf, and what sets it apart from other companies in the industry?

Question

Accepted Answer

If you get promoted internally from SDR you make 75K OTE (this is terrible for a cyber security AE / Customer Success role) the culture is decent, but it can feel boiler room like. A lot of reps do not hit - most of the pipeline is fluff.

Answer

The CEO's background is as a start-up sales guy, so as long as he is in charge (and his closest friends are in sales leadership) they will be a sales-friendly organization. They've adjusted the sales plan and quotas multiple times to benefit the sales team (during COVID for example), which always felt like they cared about us. Accelerator multiples are the lucrative part of the comp. plan, no one pays better for over-performance. If you're a hard worker and use their playbook, you're almost guaranteed to get close to your number. To get to your number or blow it out, you've got to be sharp, "work smarter" , and you have to have build up your territories resellers. If you don't inherit a good territory and don't know how to build one, you better figure it out quick or you're going to be more stressed than you've ever been, every day, until you leave. It is far easier said than done, but the sales leadership knows how to build a successful territories. Even if you only last 1 year, you're going to learn and become a better seller. Plenty of enablement.

The downside is that the pipeline problem is pervasive and at this point seems like its a runaway train. Everyone knows about it, no one says anything. If you don't play the game you're asking for a headache. And Marketing and Channel teams have stopped driving after real results/impact and just want phony pipeline so they can juice their numbers, hit their bonus, and get a few hundred bucks at the end of the quarter.

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Anonymous Q&A

How would you describe the sales culture at Arctic Wolf, and what sets it apart from other companies in the industry?