How challenging is it to transition from an SDR role to an AE position at Qualtrics?

Question

Accepted Answer

It’s difficult for most due to the complexity of the product and the multiple use cases/industries sold into. Additionally there is little training for an SDR to be prepared as an AE. On average new AEs are not proficient until 18 - 24 months in the role.

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Extremely challenging. You have to own your own development and take it seriously.

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They promote by metrics.  So if you hit your target of qualifying meetings you get to the AM role.  This avoids the political favoritism and offers you the chance to ramp up quickly

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I worked with 2 SDR promotes on my team. The SDR org doesn’t do much to prep SDR’s for AE life. Product knowledge and program practices require ramping time, and it’s going to feel like starting a  new job at a new company. You’ll need to lean on your manager and AE’s pretty heavily for success.

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Very very challenging. Not only do you have to hit your promotion metrics, but you have to hope that there is headcount during your promotion window.

Some regions have reps that have been waiting in SDR limbo for over a year now

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Very difficult! Very few sdr get to an AE level

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The Sales Academy in EMEA is pretty straight forward with in total 3 major milestones. Inbound (Pipe Target)/Outbound (Pipe Target)/Emerging Sales Rep (ACV/Pipe Target). In EMEA there's a specific sales enablement for SDRs, which teaches you about Product, Qualification and Discovery. Although there's an ACV quota attached to the last stage, it is up to you to focus on closing deals, while having a challenging pipe target. You could consider it as a position with two roles. Currently, depending on the market you are in, it is also a question about headcounts available in the sales org, since SDRs are not automatically promoted to an AE role. Obviously, you need to hit your numbers, too, to promote. Plus there has to be business need in the sales org. I have seen SDRs being promoted internally and others that left the company to pursue an AE career outside the business. Overall though, it's a good first step, if one does not have prior sales experience.

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Anonymous Q&A

How challenging is it to transition from an SDR role to an AE position at Qualtrics?