How challenging is it to meet sales targets as a new Account Executive at Harness?

Question

Accepted Answer

It's really hard. We need to educate the market and after try to sell something being the brand with less awareness. Result: Large sales cycles w/ high chance to lose.

Answer

Enterprise doesn't do much better, tbh.  I ran the numbers in SF earlier this year, less than 30% of reps across all segments hit their targets.   Close rates are below 20%, although there are a lot of opps created that were never real bc of the huge focus on NBM's and outbound activity at Harness.  Other metrics are valued much less,  which makes it very hard as an  Enterprise IC to do you job and hit your numbers when everyone is blindly screaming about NBM's.

Answer

Unless you inherit at least one existing account that you can upsell, hitting target in your first year is very tough. For perspective, the average land deal is around ~175k ACV, with a annual target of 1.5m-1.75m new ACV. You can do the math on the number of deals you would need. Tough.

Answer

Depends on the segment and territory. AEs covering Bay Area or NY do well every year. Midwest or southeast patches are abysmal.

Historically, they’ve stretched an extremely small TAM across too many reps in SMB. It’s better in enterprise, again pending the territory.

Answer

Another challenge is that Harness doesn't have a platform - it's all isolated products that are more or less integrated. And if you compare pricing with other true platform vendors, Harness is 6-10 times more expensive.

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Anonymous Q&A

How challenging is it to meet sales targets as a new Account Executive at Harness?