What innovative strategies does the sales team at Indeed.com implement to generate and drive a robust pipeline of leads?

Question

Accepted Answer

As the other answer states, the leads come in on there own via self service. You don't find your own leads if you're an AE. You are provided a book of business that you, unfortunately, have minimal control over because clients aren't on contracts and will increase and decrease in spend as needed for the most part. It's a constant balancing act of trying to control churn, riding the wave of clients overspending, and trying to sell a handful of AE influenced deals which could still very well churn in a short period. In the end there isn't a whole lot an individual AE can do if the market is stacked against them, but the flipside of that is most AEs can do very well if the market is hot (as it has been until 2022-2023).

Answer

Because there is the ability for any employer to post jobs on Indeed for free, the platform generates its own leads that salespeople can reach out to in order to drive paid product adoption.

Answer

None. As a sales person your hands are tied to whatever the router decides and the quota is set to. There is absolutely zero transparency on quota, and you are more often than not punished for achieving/over achieving with a direct rise in your next quota.

Most of the time your books are locked, and with an ever diminishing amount of leads in your name (in my time it went from over 300 to close to 100), you are expected to hit an ever increasing quota goal.

I've seen the best reps at the company driven out and paid hundreds of thousands of dollars less over their tenure than worse reps/reps who have been there since "the good times" simply because of book quality.

I'm saying all of this as a perennial top performer - hard work is not rewarded at Indeed. In fact, it usually is punished

Answer

I've moved on but when I joined, we prospected for leads. Almost everyone was in the CRM by then. This was a balance between PLG & SLG. Users adopt Indeed, post ads, and acquisition onboards them if it's worth their time, they grow and move upmarket.

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Anonymous Q&A

What innovative strategies does the sales team at Indeed.com implement to generate and drive a robust pipeline of leads?