Overall, the best sales opportunities are taken and the quality of the work/jobs are not very good. They've grown the sales team way too big, leaving low quality accounts for the rest. This makes it difficult to perform against a steeply increasing quota, so expectations are unrealistic given the accounts you typically have. Only 30% of reps are hitting quota each quarter, and a very few hit OTE. As a sales rep, you have to generate your own business with zero to very little help from supporting reps and marketing. (aka A LOT of cold calling and cold emails. If you're doing it as they expect, you'll prospect for several hours a day.) You sell highly priced enterprise-level products, so it’s hard to win deals against companies that have a better SMB offering. Turnover is extremely high because sales reps are dissatisfied. Qualtrics is largely unwilling to change many of its problems, so it continues to deal with high levels of dissatisfaction and turnover. They are pushing to hire as many people as possible to look better at IPO. I wonder what will happen once they do that. Unless you are coming in as an AE 4 or Enterprise rep, where you get better accounts, go elsewhere!
Salary- you will be underpaid. For B2B sales, especially a unicorn backed by big VC firms, the base pay is well below competitive levels. People are leaving because of this.
Poor Training- they are severely lacking in sales training. Qualtrics = difficult value/solution sell. If you are young and/or somewhat new to B2B sales, it will make it more difficult to find success. If you get lucky with a good manager though, that could help balance out the deficiency here.
Tools for success- As new sales rep you won't receive a laptop until you hit your quota. The nature of the sales job basically demands a laptop for success (meetings, client meetings/sales demo's in conference rooms, etc). Not having the tools to succeed is extremely frustrating.
SDR Role- this is an awful job. You literally mine contacts, cold call and cold email, all day. There is nothing fulfilling about this role. When you're promoted, you'll become an AE 1, where you'll get poor quality accounts that you can cold call into. They've improved the process of learning to become a more effective AE, but still the job is an unreasonable, unfulfilling grind.
Sales Ops- incompetent and ineffective. Poor data, account organization/distribution, and other failed initiatives, plus an unwillingness to fix the issues is what sales ops is known for. If the q would fix these problems, they would save sales reps 1-3 hours per day of wasted time.
Disorganization- it's highly disorganized. As fast as they've grown, some of these growing pains are understandable. But this badly needs fixing.
Marketing- you will have no support from them. It’s the black hole of Qualtrics. There is incompetence and an unwillingness to spend (except for on events, where they spend insane amounts of money). Inbound leads are almost unheard of. The coordination between marketing and sales is practically non-existent. Marketing doesn't know how to do effective lead and demand gen and the results show.
In summary, don’t work here. You will be miserable like the majority. The employee experience is severely lacking in many areas. Qualtrics needs to close the experience gap. (How’s that for radical candor?) Work for a company that will place you in a position where you will have the tools, support, and opportunity to be successful. Don’t fall for the hype.
