How challe...

Question

How challenging is it to transition from SDR to AE at Fourth?

Current Employee · Accepted Answer

There've been a couple but it has been a somewhat rare occurrence. Fourth is going through a lot of transition now across the board, including bolstering it's SDR team, so it could become more common but in the same breath none of the AE's are hitting targets so not sure how much growth is on the horizon.

Current Employee · Answer

The promotion from SDR to AE is nearly impossible. In my time at Fourth, the turnover rate for the entire sales org was atrocious. Because of the revolving door nature of the company, new SDRs are announced every week; average tenure for SDRs is less than 6 months, leading to poor continuity of care with accounts, leading to overlap in emailing, cold calls, and outreach. This in turn fuels these accounts to reject and block our calls and emails, which leads to poorly performing reps, who see that the dials are not the issue at hand, but rather leadership. These reps leave, which continues the cycle. 
The closest transition I've seen in my tenure is an SMB SDR being promoted to an Upper Mid-Market SDR or Enterprise SDR. However, those reps are not warned that their monthly targets have not been appropriately updated to accommodate for the size of the companies they will be prospecting into. Several reps brought in more pipeline post-promotion, but were "underperforming" in terms of meetings, and were PIP'd as a result - even though their activity was generating better results for the company.

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Anonymous Q&A

How challenging is it to transition from SDR to AE at Fourth?