How difficult is it to transition from SDR to AE at CloudFlare, and what factors contribute to success in this progression?

Question

Accepted Answer

Up until 2022, BDRs could get promoted within their first year if they showed promise.

With the current leadership regime, it’ll take at least 18 months, and this is nonnegotiable unless you have connections at the top (which a few reps actually do, to their benefit).

Answer

I left the org a couple years ago and I'm sure some things may have changed since then. BDRs were a great farm team for AE, and many of the company's most successful AEs came from their BDR ranks. You'd probably need to put in at least 12-18 months in seat, with at least two consecutive quarters of quota attainment. I don't know if there are examples of people moving faster than that, and I do not know what average attainment is now.

Answer

I would not join this org if you're looking to get promoted to AE. Internal promotions have slowed down to a trickle, and even if you do get promoted, you have very little chance of making it. In my cohort and the cohort that started before me, 90% of the reps were terminated. I was put on an impossible "coaching plan" before I even finished ramping, which very quickly led to a PIP.

Answer

Used to be a good path, but not anymore.  They focus on external hires now.

Answer

Should be pretty doable. 18 months are the minimum to transition at the moment, of which you need to hit target for 3 fully ramped quarters (first 2 are ramping). Besides that, you need to complete some training, show that you can take the lead in some small deals etc.

Answer

Anybody saying less than 18months doesnt know how things work here…

It is nonnegotiable
I have not seen one person promoted before 18 months and 3 q’s of 100% attainment (fully ramped)

But thats not even the worst part…
Roughly 20% or less of all segments actually gets close to hitting quota

Answer

After 12 months as an BDR and obtaining your quotas you are usually able to move up to becoming an AE, it depends on the team and manager but sometimes it can be a bit faster and other times it can take a bit longer.

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Anonymous Q&A

How difficult is it to transition from SDR to AE at CloudFlare, and what factors contribute to success in this progression?