ROLE
For any aspiring Salesperson looking at entry level SDR gigs. My 2-cent would be to look for a full sales cycle role, which TrustedSite offers.
Why? Here is the traditional SDR Role:
1. Cold calling, telemarketer, pure lead generation role: Let’s not kid ourselves. Can you honestly say you love cold calling and just purely booking meetings?
Pros:
- Yes. Outbound SDRs get paid more because the role is less desirable, harder, and honestly less fun.
Cons:
- You’re not learning that much. Lead generation is important, but that’s only top of the funnel sales.
SDR Roles you should look for: Full Cycle, Inbound Sales role
Why? Here are the advantages:
1. You Develop Better Business Acumen: You understand the entire full sales cycle from first point of contact to closing. You are in charge of the entire sales pipeline from qualifying an opportunity, figuring out actual business pains, proposing solutions, and closing deals ($$$).
2. You Get Closing Experience: The SDR dream is to go through puberty and become an AE (Account Executive) which is a closing role. Companies value AEs because they carry booking quota that drives actual revenue. Every sales recruiter is looking for that closing experience. With closing experience you can apply for more lucrative sales role in the future.
3. Less Stressful, More Fun, More Rewarding: When you are just a telemarketer, lead generation type of SDR, life sucks hard man. No one wants to do that. No sane person wants to get rejected over and over again. And when there’s success in booking a meeting, you have to pass it over to someone else for your hard work.
4. Shorter Sales Cycles: This can be a double-edged sword. Shorter sales cycles are usually associated with lower product price and less engaging sales conversations that are limited in scope versus a 3 month sales cycle. Yet, you can develop 1-call close skillset and potentially be a freelance salesperson as a High Ticket Closer (HTC) on the side because this is the type of experience you will be developing.
Guess what? TrustedSite SDR provides you that opportunity. Granted, you are an SDR for internal reference, however, on your resume, LinkedIn, etc you can make an argument to defend that you are an SMB Account Executive because that’s effectively what your job role is: closing small business size deals.
In Summary: Your Decision But Consider This
Had I this knowledge 2-3 years ago, my career trajectory would be entirely different. Full cycle sales experience is much more valuable to get under your belt.
So if you are weighing a higher paying Outbound SDR role over the TrustedSite SDR role. I would pick TrustedSite SDR role with confidence because you learn more in this role as a salesperson because its full cycle sales.
*Hint* TrustedSite should probably do the copywriting for this role as a full cycle sales role to up recruitment conversion rates. Just my other 3-cents.
PRODUCT
Pros:
1. This Product Sells: TrustedSite has 1000+ customers to boast about ranging from small ecommerce to enterprises like Cars.com.
2. Market Demand: This business parallels the internet security market. Recently, companies like the Marriot and Quota got breached for hundreds of millions of user data being compromised. TrustedSite (McAfee Secure) product benefits from this market pain point to help website owners re-affirm trust with e-consumers.
COMPANY
I’m going to be blunt like blubber. TrustedSite is probably not the sexiest, compelling company in SF. On the surface that is. There’s pros and cons of all companies, but here are my thoughts on the pros and cons of TrustedSite:
Pros:
1. Private, Profitable Start-Up-Like Company Experience: The fact that TrustedSite is profitable means you don’t have to worry about the company closing any time soon like a start-up.
It runs like a pseudo-corporate company, in a smaller form factor, small team, start-up-like office experience. However, it is a pseudo-start-up culture, meaning, no start-up high energy managers or office perks, etc.
2. Company is Relatively Stable: TrustedSite is a profitable business that has sufficient capital to sustain itself. Since TrustedSite is not operating like the typical San Francisco start-up, who burn through tons of fundraised capital to sustain itself, job security and stability is relatively more stronger here as long as you are performing well.
3. SDR-Promoted Sales & Account Management Leader: This is a huge plus. The Head of Sales here started in the lowest entry level sales role (SDR) and got promoted into a Sales leadership role. Here are the significance of this:
- Higher-level of empathy: They've been in this business from an individual contributor to a manager role, thus, have a full spectrum of understanding on the pains, challenges, and rewards of this business. Meaning, they will understand your struggles and thats big since most leaders lack this valuable trait of empathy.
- Proficient in the business: The fact that they worked their way into a sales leadership role from an individual contributor to manager for 6 years demonstrates that they have a wealth of understanding of this business that you can leverage as a new prospective sales professional.
CULTURE
I hate people saying, “this company’s culture is so good” but they can’t describe it other than saying the people are nice. Here’s my breakdown of TrustedSite:
Pros:
1. Direct: The majority of the org are salespeople of some sort, therefore, its pretty black and white. You do well, hit your quota. You get a bone and your leash is extended. Otherwise, no bone and your leash is shorten. This is a hit or miss type of management style, however, the executive team at TrustedSite does a decent job.
2. Not Micro Managing: Management is pretty laid back as long as numbers are being hit. Some orgs, managers, despite of hitting your goals and overachieving, they still are anal and micro manage you. Here at TrustedSite, there isn’t that micro-management culture which is awesome.
3. Relaxed Office Environment: People come in, do their work, goof off and chat with co-workers. Management tells them to be quiet and the cycle starts again. Important note, within this perpetual cycle, management is quite nice and human about this type of behavior and addresses everyone versus singling out that one loud person. You know who you are ;)
4. No One on Ones Meetings with Managers: It’s not necessarily a deal breaker. The aforementioned Pros probably are a result of this. I’ve been accustomed to having 1:1s with my manager in my previous companies, not having weekly 1:1s here was kinda weird, but over time, I kinda liked it. This is honestly both a pro and con.
5. Work-Life Balance: This is an awesome 9-5 job. Put in your 8 hours. Hit and exceed your quota. Then move on and live your life. That's awesome. Some companies don’t tell you that they want you to work 10-12 hour days or they guilt trip you into doing that.
TrustedSite expects the minimum 9-5 but doesn’t mind if you go above and beyond (who wouldn’t?). But they don’t penalize you based on time put in since its results-driven org. Hit your numbers within the 9-5 time frame. Both parties will be happy.
- People usually cut out or do happy hour around 3:30pm on Fridays. This is extremely awesome. Please keep this.
CLOSING THOUGHTS
For Prospective Employees:
Especially aspiring SDRs, take a look at the Pros and Cons in each of the sections I’ve outlined and make a decision for yourself whether TrustedSite makes sense for you in your career.
Like I said, this is a full cycle sales role, which is more valuable than the average SDR role. If you had to make a decision whether you accept an offer as an Outbound SDR with higher base pay and commission payout versus TrustedSite.
I would still opt for TrustedSite if this was your first SDR role.
You will thank me later in your heart. “Thank you Anonymous Glassdoor Reviewer Person”
