I'm finalizing my interviews for the Emerging Digital Native Account Executive position.

I've yet to receive a clear answer on quota attainability, average sales cycle, annual quota, or deal size.

Can someone please shed light on these details?

Question

I'm finalizing my interviews for the Emerging Digital Native Account Executive position.

I've yet to receive a clear answer on quota attainability, average sales cycle, annual quota, or deal size.

Can someone please shed light on these details?

Accepted Answer

As a former DNE AE at Cloudflare, the quota attainability is a stretch. You’re working with very small, fresh funding, and new to the market companies. Sales cycle differs with each company but about 2-5 months, annual quota is basically a moonshot and deal size is around 25-50k. Godspeed my friend

Answer

Don’t know what the above person is saying about the DNE team doing well, or any unit really. Average quota attainment across teams is maybe 15%? My team has 20 reps and 3 people hit.

Quarterly quota is 180-200k, deal size avg is 40k. Zero product differentiation between self serve and ENT.

Answer

The DNE team is an absolute mess. I only know a few reps who have sniffed quarterly quota, and the internal processes seem to actively be hindering the sales force. Avoid.

Answer

Quota is ~1m annually. They recently restructured the sales org so my experience is a bit dated but when I worked there I'd say about 50% of the salesforce attained. Generally speaking this was a particularly poorly run organization internally that benefited the more tenured reps. I would avoid.

Answer

The sales organization as a whole was a mess when I left. Implemented changes that did not need to happen which reduced workflow, conversion rates, and quota attainment. Think they could do a better job setting their sales people up for success in the DNE space

Answer

Congrats.  To give insight to this segment specifically - it’s not a bell shaped curve for attainment.  Across the org, folks feasting at the top, some doing ok with 50% attainment and then a lot below that.

Average Sales cycle 50-70 days on AppServices, 100+ for Zero Trust solutions

Answer

Digital Native Emerging (DNE) is a ticking time bomb. It was a new segment created in Q1 this year and most of the closed won deals the DNE reps got were mid market deals they were nurturing before re-segmentation. I’d say if you’re offered the job take it but try to work your way to another segment

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Very few DNE reps hit quarterly quota, let alone yearly.  It’s incredibly difficult to come into the org this late and find a good account book.  They are all taken and CF is pushing performance harder than ever, very risky time to join the DNE organization.

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The fact that you haven't received clear answers should be a red flag, no? Always ask to speak with existing reps.

Quota attainment has been 20-30% of reps. Sales cycle can go fast if they're under attack but more commonly takes 6+ months. Quota is from $700-$900k. Deal size varies widely but the average is $60k.

Answer

To continue off my previous comment- in this segment you are selling to lots of VC backed tech, Sales cycles can be quick- typical deals are around $40-50k.  It’s a segment that is well known for the company, I expect things to turn.  The Directors for this segment are solid

Answer

The digital native team actually does really well. They consistantly have a couple reps hitting 200%+ in quota

Im not sure what the quota is ut i believe its around the $1mil mark

Im on the ENT BDR team. The ENT AE’s are pretty hit and miss. Some hit quota but mainly because of their acct list

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Anonymous Q&A

I'm finalizing my interviews for the Emerging Digital Native Account Executive position. I've yet to receive a clear answer on quota attainability, average sales cycle, annual quota, or deal size. Can someone please shed light on these details?