Best Product Industry, Evolving Comp Plans for AE's
Pros
Verkada has the best physical security platform hands down, tremendous training, and almost every sales resource imaginable at your disposal.
Cons
Verkada is constantly changing their compensation package. They don't cut your base, but year after year AE's lose earning (commission) potential through restructuring roles (explained below): - Splitting Territories: Lose 1/2 of your accounts for a "new AE" to have a "new territory", or potentially 1/3 of your accounts where two established reps lose 1/3 of their account base, carving out a "new territory" for a new AE. - Re-Tiering Account List: Mid Market Sales is a majority of Verkada's salesforce. They restructured Mid Market sales creating a "new role" for the established customer & prospect base in a given territory. Transitioning Tier 1 businesses, schools and municipalities to a MM Select role, and taking the bottom two thirds of that territory and assigning it MM Territory role. Same corporate trend of doubling the reps in an existing territory. - Growth vs Strategic AE: A territory previously managed by one AE, is split with historical AE taking over current customers, and losing prospect accounts with $0 bookings to a "new" growth AE. These changes have a compounding effect on the AE's in seat, and their ability to hit OTE and accelerators. The account base and roles constantly change, but quotas stay the same. In a realistic (true) situation, an AE is given a patch of 500 accounts, down the line lose 150 accounts in a 1/3 split for a "new territory", shortly after lose their tier one accounts, going from 350 accounts to ~300. Shortly after that, the AE is no longer measured or compensated on existing customer renewals.
