Role: Dubbed as a 360 sales role, which is true; however, when seeking new potential leads/deals, there are few fruitful businesses to go after now, as 1: Previous AEs would have prospected them to death and have them in 12-step cadences with poor emails/touches on LinkedIn, and 2: Tenured reps have established businesses in their name. A soft metric of 60 new leads PER WEEK per rep is required, so good luck trying to find a new lead from Sales Nav if you join the organization now.
Culture: Fear is rife throughout the org, and there is no job security. Life in the Revolut Business sales org is lived quarterly, and many openly talk about their next move. So forget trying to plan your personal life around this job. Sales teams are revolving doors with a lot of people joining and leaving.
Leadership: Sales org execs are trying to model the organization after a traditional SaaS organization. There is consistent flip-flopping every quarter on changes to compensation package, targets, what is attributable to your targets etc. - whichever way the wind is blowing, it seems.
Direct line management have been promoted internally from AE to management roles, and some might have no previous management, sales or work experience elsewhere. - they have large teams of 10+ reps. Each team has a late evening (5/5.30 pm) 'check-in' meeting to join, which is an attempt at team bonding/update on progress throughout the day but, in effect, is keeping tabs on reps and ensuring they are at their desk late into the evening. Something a lot of reps found odd would be that management would openly have interviews with potential candidates on the sales floor and not be actively listening e.g. be scrolling on their phone - many felt this was not the respect a potential candidate deserves.
Money: Base salary is below average for an 'AE' role in the London market. Commissionable earnings are paid quarterly and are derived from the usage of an account you have onboarded. It is also on a tiered unlocking system, making it difficult to earn real commissionable earnings. To earn decent commission in this role, you need to get extremely lucky. For example, have somehow managed to get a VC-backed startup business into your name on Salesforce, successfully prospected, managed to onboard (nightmare dealing with internal KYC teams), from there the business has to make a conscious effort to use the account i.e., put fundraising money into the account, use FX facilities, use cards for you to derive any significant commissionable earnings.
Internal processes: Onboarding new clients can either be seamless or a nightmare depending on the complexity of the business onboarding or the aptitude of the internal team reviewing the documentation - simple common sense is not really applied by these teams, which leads to poor customer experiences and frustration by AEs.
Work/life balance: Not really promoted, and AEs who were deemed to be doing well would be showcased to the other reps, who would then glorify working late evenings and often weekends.
Targets: Ramped up quarterly and by tenure and as mentioned previously, each account you onboard needs to be actively using the account to contribute to your target making it impossible to forecast hitting target or not - each quarter is groundhog day and a fight for survival.
Sales Tools / Internal tools: Salesforce & LinkedIn Sales Nav for prospecting. There are no data scraping tools for email addresses/phone numbers, which makes finding new leads impossible. Internal FAQ pages are a mess and trying to find up to date information is difficult as they are often deprecated, leaving sellers to waste time crawling through internal forums or asking management. Low grade Asus laptops which run Chrome OS are provided which are littered with hardware issues.
Career Progression: There is no defined path into a midmarket / enterprise selling role in this organisation. The average tenure of a rep is probably less than a year from either burnout, a tap on the shoulder, or luck in finding a role elsewhere.
Overall, the sales organization is trying to model that of a typical SaaS organization (which it is not). You need to be lucky to earn sizable commissionable checks (which recruitment fails to disclose in the process, as they say OTE is 'uncapped') - do not be fooled.
Revolut has developed a terrible name in the market for culture, and this has become widely known by many. So really consider the benefit to your career in taking a role here.
