This site says 50% of ENT AEs at Motive hit their number, that's pretty good. Is that true?

I also hear numbers are not just quota related, there are KPIs that management can put you on PIPs for, is that true as well? I have interest being an ENT AE here...

Question

This site says 50% of ENT AEs at Motive hit their number, that's pretty good. Is that true?

I also hear numbers are not just quota related, there are KPIs that management can put you on PIPs for, is that true as well? I have interest being an ENT AE here...

Accepted Answer

Motive Sales Ops here. Our Enterprise Sales team is growing rapidly, and the vast majority of our ENT AEs are currently ramping. In 2023, all of our ramped AEs achieved over 100% attainment, and two of our ramping AEs closed $1M+ ARR deals. In addition to quota attainment, we also look at AE performance to leading indicators such as new business meetings and pipeline generation. Our ramping AEs continue to meet and exceed our expectations for these leading indicators - a strong signal that they will successful long-term at Motive. Our leadership, enablement, and other supporting teams across the ecosystem are dedicated to ensuring our new hires are set up for success.

Answer

Fake news. 80% of ENT AE’s miss their targets. The ENT market has the weakest product/market fit for Motive verticals. ENT AE’s churn very quickly with only a handful of AE’s that have tenure beyond a year in seat. Yes, you can hit your target but miss KPI’s and still be PIP’d. They churn AE’s fast

Answer

There is 1 top ENT AE, who has been in the industry and really should be a Director but makes better money as an AE so he doesn't move. Everyone else misses quota.

Answer

Motive Sales Ops here. Our ENT Sales team is growing rapidly, and the vast majority of our ENT AEs are currently ramping. Our leadership, enablement, and other teams across the ecosystem are dedicated to ensuring our new hires are set up for success. In 2023, all of our tenured AEs achieved over 100% quota attainment, and two of our ramping AEs closed $1M+ ARR deals while being less than 9 months in seat. In addition to quota attainment, we also look at AE performance to leading indicators such as new business meetings and pipeline generation. Our ramping AEs continue to meet and exceed our expectations for these leading indicators - a strong signal that they will successful long-term at Motive.

Answer

Absolutely NOT true.  Likely only 10-15% of ENT AE's make quota.  Average sales cycle is often 9-12 months and if you're lucky you'll get on the board within a year, but not likely.  The sales leadership plays favorites and picks winners.  Do not work here.

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Anonymous Q&A

This site says 50% of ENT AEs at Motive hit their number, that's pretty good. Is that true? I also hear numbers are not just quota related, there are KPIs that management can put you on PIPs for, is that true as well? I have interest being an ENT AE here...