The quotas being placed from upper management onto reps are completely unattainable. Out of 50+ reps in 2023, less than 5 hit their yearly quota, and then they increased in the upcoming year. The way deals are paid out is also set up in a way to hurt sales representatives, where you're only paid a certain percentage of the money you earned, and then are paid out on the rest after remaining at the company for another year (if you leave, you never see that money).
It is also a "you get what you get and you don't get upset" mindset when it comes to determining your territory, which is single handedly the biggest impact on your success. Those who cover San Francisco and New York are held to the same standards as those who would cover North Dakota or Wyoming. The product, for the most part, is simply way too expensive for the current market, and is seen as a nice to have and not a need to have. Majority of times, the price is a non starter for most companies when attempting to spark initial conversations.
You are also paired with a sales engineer and share responsibility with them for closing your said deals. If you have a sales engineer who is difficult to work with, that is the hand you are dealt, and you will not receive any assistance.
The move by upper leadership that has started to push people out the door faster is putting on a complete PTO ban during the months of March, June, September, October, November, and December. This especially impacts in office employees who are unable to travel out of town and spend time with friends / family during the holidays. What's the point of having PTO if you can't use it for half of the year, and during the most important times of the year?
A large majority of the commercial reps are internal promotions, who took the job with the promise of a fast track to the Enterprise level, which used to be the case for years. That path no longer exists, as Varonis seems now bent on completely going external for any of the roles on the Enterprise level. There hasn't been a rep to move up to that space from the commercial team in over a year and a half.
The commercial sales rep base pay is also not competitive with other companies who offer the same position. Everyone I knew here who left got significant pay raises at other companies. This used to be passable due to the enterprise roles having lucrative base pay and most commercial reps wouldn't remain in the role for over 18 months, but that is no longer the case - now, most of the reps are stuck in their current roles with no upward mobility in sight. With quotas and the Varonis price raising as well every year, the job becomes increasingly more difficult, which is held against you.
