Mid-market vs Enterprise AE

Oct 8, 2021 4 Comments

I am interviewing for a company and they want me to decide between a Mid-market and Enterprise role.

Mid-market would be companies with 500-10k in employees.

Enterprise would be 10k+.

Aside from Enterprise hosting larger commissions, why might someone pursue either size?

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TOP 4 Comments
  • BlackBerry / Sales
    CoinLicker

    Go to company page BlackBerry Sales

    CoinLicker
    Some people prefer longer sales cycles and larger but less accts.

    It’s odd that they’re giving you the choice, unless this is a startup

    If it is a startup, I’d go for MM
    Large company, go ENT your base and variable will be higher (quota too)
    Oct 8, 2021 1
    • You’re spot on. Right now I’m sitting on one offer from a larger company (not ENT), but this one is a Series A startup.

      From early conversations the base is in line with most ENT roles, but they’ve given me the autonomy to choose the account size.

      I thought it would of been a no-brainer for ENT over MM. Could you elaborate on why MM would be better at a startup? Are there just more deals to poach ?
      Oct 8, 2021
  • BlackBerry / Sales
    CoinLicker

    Go to company page BlackBerry Sales

    CoinLicker
    Hmmmm with that context in mind, I’m personally leaning towards the series A - assuming they’re giving you a shiet ton of equity or stock.

    I think SMB/MM is better at a smaller company because there’s less hoops you have to jump through and don’t have to rely on a single acct.

    Enterprise can be a pain in the ass to sell into. Lose deals purely on pricing way too often. Customers are anal about processes and will want biweekly cadence calls. Imagine 1-2 month POC’s, multiple stakeholders in different departments. Not worth it unless you get at least 120k base IMO.
    Oct 8, 2021 1
    • That’s the trick haha apparently the base would be $115k - $130k and not in a HCOL… think Denver, CLT, ATL, Hou… mid-market would probably be around $80k-$100k base too though.

      Thank you for this input. I really valued it!
      Oct 8, 2021