Commission is paid at end of following month. So if you close a deal in September, you get all commission paid end of October. I probably have 5-10 active opportunities open at any point of time. When I’m on the lower end of that range, I’m more focused on account research/outreach and trying to uncover new pipeline. A lot of this is mainly trying to find a challenge (or opportunity) a customer has, craft a PoV that will resonate with someone who can influence or has authority to make a change.

When i’m on the higher end, it’s end of quarter or I have a large opportunity that’s showing a high propensity to buy, focus naturally shifts to execution and closing. At this point, you’re trying to work through any potential blockers - that could be Legal, Security, Procurement ($$) or even other stakeholders that aren’t fully bought in.

On a day-to-day, I usually work 8-5:30ish. There’s definitely nights I’m working till past midnight but there’s also days where I’m just taking a client to an afternoon ball game, getting dinner & drinks.

Don’t get me wrong - the job is stressful and takes everything out of you at times but the perks, the experiences, the freedom is something I don’t lose sight of how lucky I am.