Pros
The Commercial Sales team is filled with some of the hardest-working reps I’ve had the pleasure of working with. We hit our numbers, we execute, and we carry the weight of this company quarter after quarter. If you’re on the Commercial team, you know how much of the success of this business is built on your back.
Kontras
Where do I begin? The company has taken a sharp nosedive under the new CRO. He’s the walking embodiment of failing upward. Multiple people have already nailed it. he parrots “MEDDICC” without having any clue what it actually means or how to apply it. There’s no real strategy, no vision, no leadership.. just buzzwords and blame. Despite our team being the only sales org to hit our number (again), there’s zero acknowledgment, zero gratitude, and certainly no appreciation from the top. Instead, we watch leadership fail upward while they scapegoat the very people trying to steer the ship away from disaster. People are leaving in droves (top-tier talent) who gave everything to this company. People who consistently made President’s Club, people who knew the tech, the space, the clients. Their patience ran out. And I don’t blame them. Case in point: just heard one of the founding product managers for an IGA product was recently let go. Not because he failed, but because the company ignored every warning he gave while they systematically gutted the product. They destroyed it, then blamed him. Another IGA sales specialist who was brilliant, consistent, and respected finally gave up and left. No backfill, no plan, just silence. The IGA resource left doesn’t know how to sell, has no understanding of the product, and frankly, doesn’t seem qualified to be customer-facing.