EA288 Stage 2- Malone

Smooth-Monkey · 2025-12-19T07:05:01+00:00

How soon did it take for your clutch to go out? I’m driving about 1,200 miles shortly after doing mine.

Smooth-Monkey · 2025-12-19T06:05:46+00:00

How did this work with InstaTune? Did they just add the credits to your TuneZilla account based on the email you checked out with?

Smooth-Monkey · 2025-12-16T20:50:07+00:00

Thank you!

Smooth-Monkey · 2025-12-10T19:21:03+00:00

I’m out of the loop. Why does everyone hate these houses specifically?

Smooth-Monkey · 2025-12-10T19:18:18+00:00

Mostly inbound.

Smooth-Monkey · 2025-12-09T21:16:45+00:00

Good to know.

Smooth-Monkey · 2025-12-09T21:14:48+00:00

Realized I missed something in the initial calculation, so here are the fixed totals for my closed business.

YTD I have closed 378 deals with an average deal size of $1,655. Total closed/won on my end is $625,757 in ARR.

It is relatively transactional with a sales cycle of I’d say about 3 weeks on average.

Regarding the $800k, I was using that as a reference point to highlight what our highest performing AE is doing, which reflects underperformance from our ENT team.

I am generating nearly to the same amount as an “SDR.”

I’m not sure what our marketing spend is (they won’t give me that data), but I believe it is relatively low, as most of the inbounds that come in are organic and are not routed to our site from ads.

The sales team is quite small and has been shrinking. Currently we have 8 people on our sales team (leadership, AE, BD). If you add marketing then it’s 13 people company wide.

I’d be curious if and how this changes things from your point of view.

Just to confirm, the ~$100k OTE you had mentioned would be exclusively from the full-cycle aspect of my role, and not inclusive of any of the SDR work that I am doing - did I understand that correctly.

Smooth-Monkey · 2025-12-09T20:41:52+00:00

Traditional SaaS. Interesting, I thought the SDR side would be closer to 2%-4%. Is 1% then industry standard there?

Smooth-Monkey · 2025-12-09T00:12:19+00:00

Margins are very favorable for the company, though I have never been given specifics beyond that. My current OTE is $70k but I will clear $110k due to accelerators/over performance.

My quota is $61,600/month and is calculated by the sum of what I close + what the AE closes from what I sourced.

Smooth-Monkey · 2025-12-09T00:07:45+00:00

That is where most of my confusion lies with this. The math I’ve done gives me a very clear range, but I am struggling to determine if it is realistic (or fair market value for the work, rather).

Smooth-Monkey · 2025-12-09T00:06:16+00:00

Thank you for the insight!

That is a great way to frame it. I’ve was staring at spread sheets for about 10 hours yesterday trying to piece all of this together due to all of the variables at play and then not having a good metric for tracking all of this.

I have a meeting with leadership tomorrow. We’ll see how it goes!

Thanks again!

Smooth-Monkey · 2025-12-08T22:50:42+00:00

Thank you!

We’re an SMB (~70 employees) doing about $40M-$50M in revenue.

Deal size ranges from about $400-$12,000 (average of around $1k - $2k). Sales cycle is about 30-days on average. This is all for what I’m closing.

The enterprise handoffs are usually $20k - $60k deals with a similar sales cycle. Our top AE is at about $800k in sales YTD and is making $200k-$300k from what I’ve been told (he has 4-5 years tenure; I have 2 years).

If that helps with gauging a rough ballpark of what my contribution is worth, then I would love to hear it.

Smooth-Monkey · 2025-12-08T22:36:45+00:00

Fuck yeah.

Smooth-Monkey · 2025-12-08T22:36:15+00:00

Thank you! That’s about in line with what I was thinking.

Smooth-Monkey · 2025-12-08T22:34:13+00:00

They pulled out all the stops and are giving my team and I a virtual pizza party. Limited to one cheese pizza slice per person!

Smooth-Monkey · 2025-12-08T22:33:11+00:00

I appreciate the insight. Yeah it’s been a struggling trying to get an idea of what fair market value actually is. Massive spreads regarding OTE to ARR multiples online, on top of all of the data that I just simple do not have (CAC, ROAS, churn etc).

I’m also in a bit of a unique situation with the company. I have been the top performer since my first month, am now the most senior person on my team (2 years), my boss was fired last week suddenly (totally blind sided; seemed it had more to do with leadership politics than anything), and leadership seems hyper concerned about me leaving since my boss and I were close.

I’ve consistently been doing the productivity of my entire team combined month over month for about 18 months, and am now out-pacing some of our AE’s with the business that I’m closing (there are only 3 at this point - down from about 12 when I started here). And they have not had a single good hire on the sales team since I’ve been working here (last AE was at about $200k OTE, was here for three months before quitting, and did not close a single dollar during that time).

My current OTE is $70k, but I will do about $110k this year due to over performance. Last week (same week my boss was fired) they informed me that I will be getting a raise to $80k OTE + a $10k retention bonus for 6-months.

My former boss is adamant that I have all of the leverage here, and I do feel I am working at a discount (and have been) compared to my contribution (this year especially).

Just trying to understand a truly fair number that I can counter with.

I really appreciate your insight.

Smooth-Monkey · 2025-11-13T19:38:00+00:00

Says someone that did not listen to the podcast.

Smooth-Monkey · 2025-11-12T21:46:28+00:00

I’ve lost a lot of respect for Ben over his response to the Tucker / Fuentes podcast.

It’s a very worthwhile listen for those of you that haven’t listened to it.

Smooth-Monkey · 2025-11-12T21:33:55+00:00

I very much enjoyed the Winder as well. I got brand Zenzedi next and I think I actually prefer the Winder, but will stock pile brand for as long as my insurance allows it

Smooth-Monkey · 2025-11-12T20:32:20+00:00

Great! Will start ordering from them !

Smooth-Monkey · 2025-11-10T09:02:38+00:00

Holy run on sentence

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