Pros
Solid Cybersecurity Platform - Sells itself
Cons
The Setup BDR role, 2024. Recruited with promises of competitive compensation to “bring on the best people.” Red flag #1: No comp plan provided at signing.
The Pattern
• 5.5 months of “it’s on the CEO’s desk” while I generated pipeline
• When delivered: 3-4x below market rate with unrealistic quotas
• The math: OTE becomes fantasy when base + realistic commission = poverty wages
• Classic bait-and-switch: Lock in talent with promises, deliver reality after they’ve invested months
The Impact You’re doing enterprise-level prospecting into Fortune 500 accounts while being compensated like it’s your first sales job. The company gets premium work at discount prices. Experienced reps leave, creating constant churn that hurts customer relationships and team morale.
The Warning ASK THESE QUESTIONS:
1. “Can I see the full comp plan before signing?”
2. “What percentage of BDRs hit 80%+ of OTE?”
3. “What’s the average tenure of your BDR team?”
4. “Can I speak with current BDRs about realistic earnings?”
If they deflect, you have your answer.
The Verdict Pro: Strong product with market potential. Con: Leadership treats compensation transparency as optional, not foundational. Any BDR worth their salt would run if they saw the real numbers upfront. I didn’t think a company could operate this way after 10 years in the industry. I was wrong.
Bottom line: Never sign without seeing the comp plan. Period.