Could a mid-market AE succeed with a $10M quota?
I was talking to an advisor who works with a portfolio of high growth startups last week and she dropped that question.
AI makes everything seem possible in sales... but that struck me as a VC fever dream, not something rooted in reality.
But it stayed with me. I mean it would be amazing if that were the case.
So I did what I always do when something seems interesting but kinda nuts: I set out to reverse engineer the answer.
In this week’s Uncharted Territory I looked at three detailed scenarios for scaling a “classic mid-market SaaS rep” from a $1M quota to a $10M quota.
The result honestly surprised me.
A 10x rep is on the horizon—maybe even possible today—but this super rep won’t come from scaling up volume with a bunch of AI agents and it won’t come from increasing ACV.
Instead it comes from radically improving prospecting and pipeline management efficiency.
The impact on sales will be profound. If you’re not taking steps toward this today, you’re going to get left behind.
I’d love a discussion. Maybe I missed something. Please give it a read and let me know if I’m crazy. And if I’m not crazy, what steps are you taking to make this a reality on your team?
Check out more in this article.
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Thanks to Kristina McMillan for the thought provoking conversation!
