High targets, all segments and all regions globally get almost the same 1.44m+ target (upmarket higher). Average deal size is ~15k. They track our performance monthly. You do the maths. You have to close 2 deals a week for a hyper specific cyber security solution with tens of low cost competitors.
Fewer than 40% of reps hit quota consistently. Company policy is that if you finish below 60% of quota for 2 consecutive quarters, you’re put on a performance plan. This creates frequent performance management cycles and high turnover.
Recent hiring spree doubled the size of sales and significantly increased SDR headcount, but onboarding and enablement haven’t kept pace.
Competitive positioning is weak; most messaging focuses on “we’re bigger” rather than clear product advantages.
Product fit is limited above ~1k headcount due to lack of customisation, as compliance workflows vary widely across enterprises. Most enterprise customers using barely any of the platform, lots of churn in this space.
Customer churn is a significant challenge. Some AM months saw ~20% churn, with reps often penalised for factors outside their control (e.g. customers going out of business or invoice issues).