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Current Employee The sales organization is facing significant structural challenges in meeting quotas across all levels from SDRs through Account Executives to sales leadership. This past quarter alone, we lost six AEs and two sales leaders, which speaks to the issue that people aren't happy.
The core challenge is the product's position in the market: fraud prevention tools are inherently reactive purchases. Companies typically only invest when they're actively experiencing fraud issues, making proactive sales extremely difficult. This "burning platform" dynamic creates a narrow buying window that's hard to predict or influence through traditional outbound efforts.
For SDRs specifically, outbound quotas have become nearly unattainable given this market reality. The situation is compounded by a decline in inbound lead generation even low-intent signals like whitepaper downloads have decreased substantially.
1.4
Oct 24, 2025
1 Useful
