I guess th...

Question

I guess the PE driven layoffs finally landed at Qualtrics - how were the sales teams impacted?

Current Employee · Accepted Answer

It's dependent on region but it's something like a global reduction of 15% in the sales headcount. What's interesting is a lot of supporting sales functions like sales engineers, sales ops, were hit much harder so it's going to mean a lot more work for account executives moving forwards with support from the wider business only being provided on a handful of the biggest deals in each region.

In terms of the layoffs themselves as mentioned performance wasn't factored into the decision-making and instead it looked at a range of other factors such as tenure and salary.

The biggest concern for me is that the turmoil that's been created has slowed down deals in Q4 with teams taking their foot off the gas while they rightly worry about their short-term future with the company.  Plus given the fact that there's less resource to support account execs with in-flight deals post layoffs it's going to have a signifiant impact on what should be the largest closing quarter of the year. And that isn't even mentioning the damage it will do to pipe gen for 2024 and the territory planning that should have already been kicked off.

Current Employee · Answer

Depends on your team but on mine we now can sell all products and have a larger territory so was beneficial in a way.

Current Employee · Answer

Most of the roles impacted were operations and support ; in India we had a 30% reduction in sales staff including a manager

Current Employee · Answer

Several highly experienced US Sales team members were impacted regardless of current or prior quota attainment.  Appears PE and management were cutting higher-salaried sales and passing those accounts to lower-level sellers. Southern US territories affected the most.

Current Employee · Answer

Sales teams have been realigned.  No more layoffs moving forward.  The sales teams will change again in January.  But for the better.  There will be better alignment for AEs to sell better and win as a team.  The new structure will also remove internal conflicts over who can sell into the account.

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Anonymous Q&A

I guess the PE driven layoffs finally landed at Qualtrics - how were the sales teams impacted?