I am interviewing for a CAE position, reading through this Q&A, and seeing that less than 10% of CAEs are hitting quota. Are people getting a PIP left and right? Or does management realize that no one is hitting and give people more time before a PIP comes?

Question

Accepted Answer

You’ll be pipped within 3-6 months after ramping and not hitting targets

Answer

They do not give a healthy leash before PIPs. A member of my team had been there for 5 months and was put on a PIP. The CAE org is toxic, no one hits quota, and it is very much political on who goes on a PIP. Another member of my team never closed a deal outside of a PayGo, and is still there with no PIP. Over my year tenure, 3 members of my team were put on PIPs before they hit the year mark. Steer clear.

Answer

The CAE org is a revolving door. I was told the ramping period was 9-12 months during my interview but found out that, among other things are lies. The PIPs also differ between teams. Some are reasonable and attainable by others are pretty much impossible. If you get on one start looking for a new job ASAP because beating the PIP once doesn't mean it's done. You're on a perpetual PIP

Answer

It depends if the manager likes you. I have colleagues who barely closed anything and are still in the company (>1 year) meanwhile the same manager puts a new rep who is ramping on PIP within 4 months.

Answer

It's political around who gets PIPed, but it usually comes as soon as you're off ramp, maybe a few months after. The sales floor for CAEs has way too many reps and not enough qualified accounts to go around, and that's just a fact. Half of my accounts were still in seed funding rounds and not in our ICP, but I was told to "make the best of it" until they could shuffle accounts, which never happened. Those who say it's all in your control with how hard you work are probably the favorites who are handed the best top tier accounts with a healthy budget.

Answer

They give a healthy leash before PIPs come into play. If you work hard, learn the product and space, and build healthy pipeline you should not concerned about a PIP in your first year. Win rates are high once you get into a trial, so as long as you are building pipeline you will close deals

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Anonymous Q&A

I am interviewing for a CAE position, reading through this Q&A, and seeing that less than 10% of CAEs are hitting quota. Are people getting a PIP left and right? Or does management realize that no one is hitting and give people more time before a PIP comes?