Good morning hunters!

Today's newsletter covers tips on better utilizing recommendations & references, some recently captured HOT jobs I think are interesting, and words of wisdom to consider as you think about your sales career & journey.

Enjoy!

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Overview

In my daily conversations with salespeople seeking new roles, three common themes often emerge:

• “I’ve been laid off and need to start interviewing ASAP.”

• “I have gaps in my resume, making it hard to get noticed.”

• “I keep making it to the final stages but struggle to get an offer.”

In the first two cases, creating a strong LinkedIn profile and resume can attract more recruiters and help your application stand out. For those in the final stages but missing the offer, refining your “presentation” may be key—along with strategies to differentiate yourself from competitors.

In this guide, we’ll focus on using references and recommendations early in your job search to showcase your strengths as a salesperson, colleague, and team player. Let’s dive in!

Techniques to Enhance Your Profile with Testimonials

Too often, testimonials and references are “box-checkers” at the end of the interview process when they could actually build trust and excitement early on.

Consider adding customer logos to your resume for companies you’ve successfully worked with, especially if they’re target customers for your desired employer. Even more impactful would be a testimonial from a buyer at one of these companies. While this isn’t always possible (due to NDAs), asking clients with whom you’ve built strong relationships for a brief testimonial can make a big difference.

Similarly, references from former bosses, peers, or CEOs can help clarify abrupt job changes, layoffs, or shorter stints. While verbal recommendations are useful, written testimonials available upfront can have a stronger impact.

How to Showcase Testimonials

1. LinkedIn Profile: Add testimonials directly to relevant job entries in the “Experience” section on LinkedIn. Many users are unaware they can upload “media” here. For example, Sam Struan demonstrated this by making his impact visible and accessible to hiring managers. This same feature could also include customer testimonials. See below:

2. Supplementary Resume Tools: Use a (free) tool like TrackRec to complement your resume. It allows you to display testimonials from managers, clients, or peers to “verify” your eperiences to create trust that your accomplishments are real.

In Conclusion

Using testimonials and recommendations early in your job search can significantly increase your appeal to hiring managers. These endorsements go beyond ticking a box—they make you memorable by presenting real proof of your value, professionalism, and impact.

Showcasing testimonials on LinkedIn and tools like TrackRec can bring your achievements to life while erasing (or easing) and concerns a potential employer might have about your background. By proactively sharing these endorsements, you’ll make a lasting impression and increase your chances of landing your next role. Start gathering those testimonials now, let your strengths shine, and open doors to new opportunities!

Recently captured jobs found on Quota Hunters:

Quota Hunters is a community & job platform for salespeople that includes the ability to submit questions & get answers, more than 1,500 active sales jobs across the country, and so much more.

Account Executive jobs

• Airwallex: AE, APIs (San Francisco, CA)

• Firefly: Mid Market AE (East Coast Remote)

• PermitFlow: Sales Director (New York, NY)

• Popl: Mid Market AE (New York, NY)

• Illumio: Regional Sales Diector (Connecticut)

• MedScout: Account Executive (Remote)

Leadership

• Vestwell: Manager, Business Development (New York, NY)

• Gusto: Head of Strategic Planning & Operations (New York, NY)

• Forrester: VP, Sales (Cambridge, MA)

• Sysco: Director of Sales (Hartford, CT)

• Capital One: Director, Business Banking Market (Tampa, FL)

• Helaina: Director, Sales & Business Development (New York, NY)

Account Manager/Customer Success

• GumGum: Account Manager (Dallas, TX)

• Conversica: Technical Account Manager (Atlanta, GA)

• Grata: Customer Success Associate (New York, NY)

• Zencity: Enterprise Customer Success Manager (Remote)

• NTT Data: Customer Success Executive (Remote)

Words of wisdom

When asking for testimonials from former customers, approach ones who’ve seen firsthand the impact of your work. Keep your request simple and specific—mention the skills or achievements you’d like highlighted, and reassure them it doesn’t need to be lengthy. A brief, genuine endorsement can go a long way in showcasing your value.

That’s all for this week. Feel free to reply with any questions or feedback. Happy hunting!

Jay Green “The Quota Hunter”

Good morning hunters!

Today's newsletter covers a dilemna that many salespeople face: Should I leave my current company…or should I stay? In addition, you’ll find 20 recently captured HOT jobs on Quota Hunters I think are worth a peek, and words of wisdom to consider as you think about your sales career & journey.

Enjoy!

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Introduction

I recently spoke with a salesperson facing a common dilemma: should they stick it out in their current role or explore opportunities elsewhere? When it comes to sales, timing a career move is crucial because so much is at stake. From maximizing earnings to building a career-defining narrative, making the right move at the right time can shape your future in powerful ways. Here’s a breakdown of some factors to consider:

• Capitalizing on strong momentum: Moving at a performance peak lets you bring recent wins into interviews, making you a more attractive hire. Companies value salespeople who can showcase recent, consistent success, so leaving on a high note is critical.

• Avoiding missed earnings on a company upswing: Leaving during a company’s growth phase can mean walking away from significant earning potential, bonuses, or promotions. Gains you leave behind may not materialize at a new company (or may materialize slower than expected)

• Preventing negative career gaps: Strategically timed moves prevent gaps or short stints on a resume. This consistency presents each career transition as a carefully considered, upward step rather than a result of instability or restlessness.

• Mitigating internal risks before they impact you: Proactive exits before anticipated internal changes (like comp adjustments, territory shifts, or new competition) help protect your earnings and performance history. If you sense unfavorable changes ahead, consider transitioning sooner rather than later.

• Ensuring continuous growth and skill building: Staying during growth phases allows you to hone valuable skills, gain insights, and broaden your experience, all of which make you a stronger candidate for future roles. Maximize these opportunities before considering a move.

• Leaving with a Strong, Marketable Sales Story
  Your “sales story” — the narrative of your success and consistency — is a critical asset in your career. Leaving on a high note after achieving success over time enhances your marketability. Jumping ship too early can interrupt your story, while staying long enough to show measurable achievements builds credibility.

Background details

The salesperson I spoke with has built a successful career over the past decade, with a majority of their experience coming from tenures of 3+ years where they’ve consistently driven performance. Over the last three years, they’ve mostly exceeded expectations, except for one down year during COVID. This year, they’re on track to meet or exceed quota, and recent quarters have shown a strong increase in inbound leads, which is an encouraging sign for their business.

They’re aligned to a favorable industry niche, giving them an edge over some of their peers, and they’re earning a solid $100K+ base with realistic potential to reach $200K+ in total earnings. However, they’re also eyeing opportunities with companies offering “better” technology or services, faster growth, and potentially even higher earning potential.

So, what should they do?

Staying the Course: When It’s Worth It

If you’re having a great year and next year looks equally promising, it might be worth staying put. Sales is built on reputation, and maintaining a strong, stable tenure with consistently impressive results shows potential employers that you’re reliable and resilient. This can be worth more than a quick bump in earnings. Staying also means you’re already ramped up, with relationships and momentum that you’d have to rebuild at a new company.

Moreover, if you’re in a favorable market or territory, with a strong compensation structure, it can be risky to leave that for the unknown. The grass isn’t always greener, and making a jump without solid reason can lead to missed opportunities right where you are.

Considering a Move: When It’s Time to Look Elsewhere

If you anticipate significant changes on the horizon, like new leadership, a shake-up in comp plans, territory shifts, or a new competitor entering the market, it might be wise to look strategically at your options. Timing is essential — making a move before these changes impact your performance lets you exit on a high note with a strong sales story. Aim to make this transition between now and Q1, aligning yourself with recent successes that will appeal to potential employers while protecting yourself from declining stats if your suspicions about your current company become true.

Balancing Timing and Career Trajectory

Ultimately, it’s about balancing timing with where you want your career to go. If things are stable and growth is ahead, capitalize on your momentum. But if turbulence is on the horizon, start planning your exit to make the move on your terms.

Questions to Ask Yourself Before Making the Decision

• How does my current role align with my career goals? Consider how your role contributes to your long-term growth. Are you gaining skills and building relationships that will enhance your career, or are you feeling stagnant? Are you in an industry that’s growing & popular (that I love)…or is it in decline?

• What does the next 1-2 years look like here? If you’re optimistic about the near future, it could be worth staying to ride the upswing.

• What would I miss if I left now? Think about the earnings, growth opportunities, and stability you might be leaving behind.

• How marketable is my sales story right now? Evaluate how your recent achievements stack up. Would moving now showcase your best self?

Recently captured jobs found on Quota Hunters:

Quota Hunters is a community & job platform for salespeople that includes the ability to submit questions & get answers, more than 1,500 active sales jobs across the country, and so much more.

20 recent jobs that might be worth checking out:

• OpenGov, Sr. CSM (Atlanta, GA)

• Outset, Founding CSM (San Francisco, CA)

• SmartPass, Customer Solutions Engineer (Remote)

• Intaso, Enterprise AE (New York, NY)

• Plivo, Sr. Enterprise AE (Remote)

• Voyager Portal, AE (Houston, TX)

• Scope Zero, Founding AE (New York, NY)

• Jones Sign Co, Regional Sales Executive (Remote)

• DomainTools, Global AE (Boston, MA)

• Verbit, Legal AE (Remote)

• Garage, BDR (Remote)

• Alumni Ventures, Mgr of International Business Development (Boston, MA)

• Slice, Director, Sales & GTM Enablement (New York, NY)

• Dandy, Head of Account Management (New York, NY)

• National Resilience, Dir, Sales & Business Development (Wilmington, DE)

• Grainger, Manager, Field Sales (Maryland Heights, MO)

• Sysco, Manager, Sales Strategy & Operations (Calera, AL)

• SonderMind, Account Manager (Strategic Partnerships) (Denver, CO)

• Cymulate, MSSP Account Manager (Remote)

• Arrow Electronics, Channel Manager - Commvault (Remote, Massachusetts)

Words of wisdom

I recently spoke with a SaaS client seeking an Enterprise AE with 10+ years of closing experience. They understand short tenures are common these days but still look for candidates with at least two stints of 3+ years.

For them — and most of our clients — two solid stints totaling around six years show reliability, commitment, and a track record of good performance.

Too often, I see resumes listing six companies in eight years. While these candidates can find roles, they may be overlooked by top-tier companies looking for proven tenure and stability.

That’s all for this week. Feel free to reply with any questions or feedback. Happy hunting!

Jay Green “The Quota Hunter”

Good morning hunters!

Today's newsletter covers an overview of what it was like to be an Account Manager at wayfair from 2010-2014 along with some words of wisdom to consider as you think about your sales career & journey.

Enjoy!

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Background

My journey into B2B account management started in 2008 at Staples, where I managed a portfolio of 1,000 small business accounts. After two years of honing my skills, I was recruited by a VP at Wayfair (CSN Stores at the time) to build an Account Manager program focused on driving repeat business to commercial clients. It was a unique opportunity to take my sales experience into a fast-growing, highly flexible role that felt more like a partnership-building experience than traditional sales. Four years after I had joined, I had built a team of 25+ Account Managers driving $40M+ in total revenue.

The Challenge and vision

Back in 2010, Wayfair’s revenue was driven entirely by online orders or customer service calls, with no B2B sales approach. However, many of these orders were coming from schools, private & government organizations, and various growing businesses purchasing items for their workspaces. Orders ranged from whiteboards and office furniture to lighting and other essentials for commercial spaces. My role was to reach out proactively to these businesses, introduce them to the value of working directly with me & Wayfair’s account team, and establish long-term relationships that would streamline and consolidate their purchasing needs. This approach provided the clients with an elevated service experience, cost-saving options, and one go-to contact for everything they needed.

Limitless product offerings & relationship building

With access to a catalog of over 7 million products, the possibilities of what I could source for clients felt virtually endless. My outreach was not just about making a sale; it was about understanding each client’s specific needs, types of products they frequently bought, and who made purchasing decisions in the organization. I worked with a diverse range of clients—from professional sports arenas and universities to hospitals and mid-to-large companies with multiple office locations.

Building relationships was key. Each conversation was a step toward becoming the go-to resource for my clients. They’d come to me when needing support with specific projects, whether that was revamping a conference room or outfitting a waiting area, knowing I could guide them from selection through delivery. I’d put together quotes, manage order fulfillment, and ensure on-time delivery, coordinating with suppliers and freight carriers as needed. This level of hands-on service set us apart from the usual transactional experience.

Compensation and earning potential

While starting salaries weren’t necessarily top-tier, the potential to earn was there for those who could build and grow profitable client relationships. Back then, my account managers had the potential to make $100k+ per year through a combination of base salary and commission on profit generated through their orders. We had many success stories—one account manager (for example), grew a relationship with Tesla from a single filing cabinet purchase, evolving it into a highly profitable, international account where he shipped pallets of furniture to their locations across the world.

Sound interesting? These companies might have some similarities

• Grainger: As a leader in industrial supply, Grainger employs account managers who help business clients source tools, parts, and supplies tailored to their needs.

• Granite City Electric: This electrical supply company hires account managers to support contractors and commercial clients with dedicated, consultative sales support.

• Amazon Business: Amazon’s B2B division specializes in bulk purchases and custom solutions for business clients, with account managers focused on building lasting relationships.

• Staples Business Advantage: Account managers at Staples work directly with businesses to provide office supplies and other essentials with a focus on consultative selling.

• Uline: Known for industrial, packaging, and shipping supplies, Uline’s account managers support B2B clients with a dedicated point of contact for their supply needs.

• Ferguson Enterprises: Specializing in plumbing and industrial supplies, Ferguson employs account managers to assist contractors and facility managers with project requirements.

• HD Supply: Serving MRO markets, HD Supply’s account managers work with property managers, government agencies, and contractors to streamline purchasing needs.

• Sysco: In food and restaurant supply, Sysco account managers work directly with clients in hospitality, ensuring their supply needs are met with personalized service.

A role beyond sales

Being a business account manager is about much more than closing a deal—it’s about solving client problems, understanding their goals, and creating a streamlined, stress-free experience for their business needs. If you’re passionate about working with clients in a consultative, relationship-based role, opportunities in B2B sales with companies like these offer a chance to make a meaningful impact.

Words of wisdom

Betting on yourself means focusing on the long game, where growth and opportunity often outweigh immediate high salaries. Look for roles that offer skill-building, mentorship, and/or residual commission potential—they’re investments in your future earning power. When you back your ability to create value, you open doors to success that money alone can’t buy. Trust in your potential, and the rewards will follow.

That’s all for this week. Feel free to reply with any questions or feedback. Happy hunting!

Jay Green “The Quota Hunter”

Good morning hunters!

Today's newsletter covers a step-by-step guide on how to use LinkedIn during your job search, some recently captured HOT jobs I think are interesting, and words of wisdom to consider as you think about your sales career & journey.

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If you’re ready to find your next sales role, LinkedIn can be a game-changer! But it helps to be strategic. Here’s how you can pinpoint companies that are the best fit, build meaningful relationships, and get your foot in the door.

Step 1: Identify Great-Fit Companies

To increase your chances of landing the right sales role, focus on companies that align with your experience and interests. Companies prioritize hiring candidates with relevant experience because it decreases ramp-up time and increases the likelihood of success.

Here’s how to find companies where you’ll shine:

• Industry expertise: Target companies in industries you’ve sold into. You’ll bring immediate value, which hiring managers love.

• Identify familiar target personas: If you’re skilled at selling to CFOs, for instance, seek out companies that focus on similar buyers.

• Check for growth indicators: Look for companies with recent funding or product launches—they’re likely hiring and value relevant experience to maintain (or increase) their growth trajectory.

Need help finding potential target companies? Try these tips:

• Google image search: Try searches like “2024 cybersecurity startup ecosystem overview” or “2024 healthcare tech landscape.” These visuals often showcase top players and emerging startups.

• LinkedIn’s advanced search: Use their filters to find companies by industry. It’s quick and effective!

• Explore Crunchbase: Crunchbase lets you search by industry, funding stage, and recent news, so you can find high-growth companies and get alerts on new milestones.

• Browse industry news websites and databases: Check sites like TechCrunch, VentureBeat, and CB Insights for articles about “Top Startups to Watch” or “Best Companies in [Industry].”

• Set Google alerts: Set alerts for searches like “new cybersecurity companies” or “top healthcare startups 2024” to receive regular updates on new content featuring these keywords, which can help you identify fresh targets as they emerge.

• Utilize Industry-Specific Directories: For example, AngelList, Built In and Clutch.

Step 2: Follow Company Pages

After you’ve identified your top companies, follow their LinkedIn pages. This keeps you in the loop on news, job openings, and company updates. You’ll also gain insights into their culture, which will help you when you’re ready to reach out.

Step 3: Connect with Leaders

Dig a little deeper by finding sales leaders at these companies—think VPs, Directors, and Managers—and follow them on LinkedIn (not connect with them). And for early-stage startups (like pre-seed and seed), follow their Founders & CEO’s. Leaders often post about company goals, industry trends, and their teams' priorities/successes. Following their content gives you a glimpse into the company’s approach and helps you learn what these leaders value in a candidate which you can showcase over time.

Step 4: Engage with Their Posts

Following is just the beginning; engagement is where connections are made! Like, comment, and share posts from these sales leaders, and add value by sharing your own experiences or asking thoughtful questions. For example:

• If they post about industry challenges, comment with your perspective or a solution you’ve implemented in a similar role.

• If they post about their successes/growth, celebrate them

This type of engagement will help you build name recognition and showcase your expertise, making you stand out before you even send a message.

Note: Commenting (vs just liking) is critical. If you comment enough, they will start to recognize your name (I certainly do with people who regularly comment on my posts!)

Step 5: Check for shared first connections

Here’s a tip that can be incredibly powerful: see if you have any mutual connections with the sales leaders you’re targeting. LinkedIn will show you if you share any first-degree connections, which can give you a valuable edge. If the person knows both of you well, a personal introduction can make a huge difference.

When reaching out to your shared connection, approach it softly. You could say something like, “I noticed you’re connected with [Sales Leader’s Name] at [Company]. I’m really interested in learning more about them and the company. If you’re open to making an intro, I’d appreciate it—but no pressure if not!”

This approach shows respect for their network while increasing your chances of a warm introduction.

Note: Remember to GIVE as much as you take. Avoid repeatedly asking the same person for intros. Be thoughtful with your requests, and focus on connections who have actually worked with the sales leader—those intros will be more meaningful. And when you see posts from the connections you’ve asked for intros, make sure to engage! A little support goes a long way in building strong, reciprocal relationships.

Step 6: Send a DM and Ask to Chat

Once you’ve been engaging for a few weeks, it’s time to reach out. Send a connection request or DM, reference something they’ve posted, and mention your interest in their company.

Here’s a potential connection request:

Here’s a potential DM:

Conclusion

When it comes to landing a role at your top-choice companies, patience is key. By following, engaging, and building rapport over a few weeks, you’re creating name recognition that will make your eventual message stand out. Play it cool—focus on genuine engagement first. By the time you reach out, you’ll likely already be on their radar, setting the stage for a much warmer connection and better job opportunities!

Recently captured HOT jobs

Here are 12 new roles on Quota Hunters I find particularly interesting:

• Markforged: Field Sales Representative (remote, nationwide)

• Propel, Inc: Director of Customer Success (remote, nationwide)

• Notion: Mid Market Account Executive (New York)

• CyberTheory: Account Executive (New York)

• Too Good to Go: Enterprise Account Executive (Chicago)

• US Foods: New Business Manager (Maine, New Hampshire, Massachusetts)

• Openmart: Founding Account Executive (Foster City, California)

• Preql: Senior Account Executive (New York)

• Hudson Jeans: Account Executive (New York)

• 829 Studios: Senior Account Manager (Massachusetts)

• ACV Auctions: Regional Sales Manager (Philadelphia)

• Craft-Bilt Manufacturing: Regional Sales Manager (Atlanta)

Words of wisdom

Look for places that value sales as a strategic asset.

Joining a company that sees sales as central to its success means you’ll have a voice, influence, and likely more resources. You’ll be in a place where your work is recognized, which can make a big difference in your long-term growth and job satisfaction.

That’s all for this week. Feel free to reply with any questions or feedback. Happy hunting!

Jay Green “The Quota Hunter”

Good morning hunters!

Today's newsletter covers the world of diagnostic laboratory sales, a quick peek at our new Product & Service showcase, and some words of wisdom to consider as you think about your sales career & journey.

Enjoy!

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Many salespeople are captivated by the world of medical devices and pharmaceuticals. Hunt #8 dove into pharmaceutical sales, but this week’s “hunt” dives into another, often overlooked, healthcare field: diagnostic laboratories. Let’s explore the career journey of a salesperson who found success in this dynamic and essential industry.

Background: From Physical Therapy to Diagnostic Labs

I spoke with a salesperson with 5-10 years of experience who originally set out to be a physical therapist after earning a Bachelor’s Degree in Kinesiology and Exercise Science. But his career took a turn when he started a part-time role as a personal trainer at a local gym.

One of his clients, a medical device rep, introduced him to the potential of a sales career and one he believed suited him based on his background and interests. Realizing the opportunity, he jumped in and quickly made his mark in medical equipment sales by first starting in a customer service role and then into a territory role.

The Move to Diagnostic Lab Sales

He works at one of the largest diagnostic lab companies which focuses on helping physician practices outside hospitals streamline their lab testing services. His role is crucial: he offers practices the choice to either bring his company’s lab services in-house or refer patients to one of their nearby lab locations, making testing more convenient and cost-effective for doctors and patients alike.

Here’s why doctors choose to partner with his company:

• Cost Reduction: Staffing an in-house lab is costly when you factor in salaries, equipment, and maintenance. Many doctors find partnering with local hospitals even more expensive and inconvenient (for them and patients).

• High Quality & Speed: His company has established processes and quality control standards, often delivering faster and more accurate results than in-house labs or hospitals.

• Wide Range of Tests: From routine to highly specialized tests, partnering with a large diagnostic lab opens up a vast array of testing options, some of which are unavailable elsewhere.

• Lowered Liability: Managing test results involves liability, especially with quality control issues. Partnering with a reputable lab helps reduce this risk.

• Flexibility & Scalability: His clients can scale their lab services without large upfront investments, making it easier to adapt to changing needs.

A Day in His Life

With most of his clients already in their CRM, ramping up his book of business has been relatively smooth. Over the past year and a half, he’s built a high-volume, lower-revenue book that he manages virtually, spending two days a week in the lab and rarely meeting clients in-person. His work is full-cycle: he generates interest, closes deals, and manages client issues, from logistics and test results to integrations with electronic medical records. His clients—especially those switching from hospitals with higher costs and slower services—appreciate the personal touch and the reliability he brings to their practices.

The goal is to keep growing these accounts accounts over time (and keep them long-term), however, the market is competitive and doctors have a low barrier to switching providers which can be a double-edged sword.

One aspect of his role he finds rewarding is helping doctors set up accounts in their system (free of charge) to better track patient results. This simple yet valuable “deposit” helps him build relationships with potential clients he can convert down the road.

The Path Forward

He’s eyeing roles in sales operations or customer success, knowing that the skills he’s gaining now will be invaluable as he moves up the ladder. And while he’s likely to hit six figures this year, he knows that climbing to $150K or more might mean moving into a field-based role to handle larger accounts with bigger revenue potential.

Of course, territory saturation plays a role. Some markets, like Boston, are more crowded but also offer a broader book of business. As with any sales role, choosing the right market and role can make all the difference .

Product & Service Showcase

In our quest to provide a plethora of resources to the sales community during their job hunt, we’ve created a showcase of useful products & services to help when looking for a job.

We currently have three companies and plan to add more!

• TrackRec: A free tool to promote your sales success to attract new opportunities & accelerate your career

• unBurnt: A community for professionals ready to take control of personal wellness which is especially important during a stressful job search!

• Clay Hacker: Teaches salespeople how to use Clay to automate data enrichment, use Clay for outreach, automate workflows, and so much more. This can be a great skill to feature in your interviews!

Learn more here!

Words of wisdom

“Choose a role where you’re excited to learn, not just eager to earn.”

While compensation matters, long-term career satisfaction comes from roles that fuel your curiosity and growth. Look for opportunities that align with your interests and offer new challenges. If you’re passionate about what you’re learning, success will follow.

That’s all for this week. Feel free to reply with any questions or feedback. Happy hunting!

Jay Green “The Quota Hunter”

Good morning hunters!

Four months into this journey, it’s become clear that salespeople have few credible resources to help them level up their interview game. Many are left navigating the job search alone, unsure how to stand out and land the right role.

That’s why we’re stepping up to the plate. The Pursuit Report is evolving. Alongside our day-in-the-life stories, we’ll now be serving up actionable tips and strategies to help you capture the attention of top companies and turn those interviews into offers.

This week, in Hunt #16, we’re diving into how you can spot the real opportunities from the pretenders. Let’s dig in!

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Introduction

Deciding to interview with a company can feel like a big gamble. You’re putting your time, energy, and reputation on the line. So, how do you know which companies are worth your time and effort?

While I believe that salespeople should always be open to interviewing—even if you’re not looking to switch—keeping your skills sharp, growing your network, and adding data points for when you find that A+ company is invaluable. However, there are definitely companies that aren’t worth your time, and that's where a quick sniff test can save you a lot of frustration.

I recently spoke with a salesperson who wanted my take on a company that had approached them directly. Here’s the 4-step process I used to evaluate the opportunity in less than 10 minutes. Hopefully, this helps you avoid making an unforced career error!

My four step process w/ examples

Step 1: Check Their Longevity and Momentum

The first thing to assess is how long the company has been in business and what their growth trajectory looks like. Are they scaling steadily, or are they struggling to gain traction?

• Example: This particular company has been around for almost a decade but is only hitting ~$5 million in annual recurring revenue (ARR). If they were bootstrapped, this might be understandable, but they’re VC-backed! What’s more, my tiny recruiting startup has more LinkedIn followers than they do. This lack of momentum and presence doesn’t bode well.

• Verdict: Strike 1

Step 2: Assess the Leadership Team’s Talent

A company's leadership can make or break a company. Look at the backgrounds of the CEO & C-suite and deep dive on who’s leading the sales team. No matter how good you are…you cannot win if your leadership team doesn’t have the right experience and vision to navigate challenges and support you & the sales org effectively.

• Example: This company is led by a second-time CEO who has never scaled a business beyond 40 employees. The Head of Customer Success has no prior relevant experience, and the SDR Leader, with < 200 LinkedIn connections, has zero background in sales development. Worst of all, they haven’t had a true sales leader for years, and this position reports directly to the CEO—a clear sign of disarray.

• Verdict: Strike 2

Step 3: Consider the Product and Market

Is the product exciting, and is the industry booming? Most importantly, will a future employer look at your experience and say, “I need you on my team because you worked there”?

• Example: This company’s product isn’t in a hot industry, doesn’t seem to be a ‘must-have,’ and targets a persona that probably isn’t eager to change their workflows or adopt new technology. It’s not the kind of experience that will likely stand out on your résumé in a positive way.

• Verdict: Strike 3

Step 4: Evaluate the Tenure and Talent of Past Salespeople

This might be the most telling sign of all. Check the track record of their sales team. How long have they stayed, and where have they gone?

• Example: The company currently has only one salesperson, an SDR, and only one person has lasted longer than a year in any sales role—and just barely. For a company this old, this turnover rate is a glaring red flag that should make anyone think twice.

• Verdict: Knockout punch!

Final Thoughts

There’s nothing worse than joining a company you instantly regret. Take your time to evaluate opportunities upfront, especially when a company reaches out to you first. It could save you from a lot of pain, wasted time, and unnecessary stress.

Remember, there’s no way to get every career decision right, and sometimes you have to take a calculated risk. But if you’re going to place a bet on your career, make sure it’s on a company that has more than just a good pitch. Do your homework and place your bets wisely.

Thanks for reading, and I hope this helps you make smarter career moves!

That’s all for this week. Feel free to reply with any questions or feedback. Happy hunting!

Jay Green “The Quota Hunter”

Good morning hunters!

Today's newsletter covers an overview of selling packaging & beverage containers, some recently captured HOT jobs you might want to check out, and some parting words of wisdom.

Enjoy!

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Exploring a Career in Packaging Sales

I recently spoke with someone who has spent most of his career in packaging sales. His journey shows the importance of finding the right fit.

He began in packaging, moved across the country for another role in the same industry, but after his company shut down, he ended up selling payroll solutions. Despite being the top salesperson there, he knew it wasn’t the right industry for him because the sales were too transactional—close a deal, get a commission, and move on. He missed building long-term relationships.

Determined to return to packaging, he started prospecting companies who he could eventually sell packaging solutions to. It was a smart move, and soon he was back in the industry, joining a small, independent company that was later acquired by a larger one.

Why was this good news? In packaging, big companies have leverage to get better pricing from suppliers, allowing them to offer more competitive prices to customers—a key advantage in a margin-sensitive industry.

Now, with over a decade back in the field, he has deep insights into life to share. Let’s explore what a day in the life looks like!

A Day in the Life of a Packaging Salesperson

Packaging sales cover a wide range of products, such as:

• Corrugated Containers: Cardboard boxes for shipping and storage.

• Beer Cans and Glass Bottles: Used by beverage companies.

• Folding Cartons: For cereal, cosmetics, and pharmaceuticals.

• Protective Packaging: Foam inserts, bubble wrap, air pillows, etc.

• Sustainable Options: Biodegradable, reusable, and eco-friendly packaging.

Most salespeople specialize in a few areas because it’s impossible to master everything. They manage the entire sales cycle: from prospecting clients to overseeing projects from start to finish.

The process involves multiple steps:

1. Inspecting the client’s current product.

2. Finding suppliers to recreate or improve the packaging.

3. Quoting the product while maintaining profit margins.

4. Creating samples.

5. Handling artwork, if needed.

6. Coordinating with vendors.

7. Processing purchase orders and shipping.

8. Managing customer service, including logistics and replacements.

The rep I spoke with focuses on corrugated containers and beer cans, serving more than 100 accounts. He no longer cold calls but relies on his network for referrals. With a high sales volume, he has internal support for customer queries, but it can still be a 24/7 business.

Compensation

New packaging salespeople usually receive a salary for the first 6-12 months, gradually transitioning to a 100% commission role. Commission is based on a percentage of gross profit, which varies by product. For instance, with an average 25% profit margin, the salesperson earns a percentage of that, paid monthly.

While average earnings range from $100K to $125K annually, top performers can earn significantly more. The salesperson I spoke with generates 4x more revenue than an average salesperson but is maxed out given how much time he’s spending with his existing customers.

Pros and Cons of Packaging Sales

Pros:

• Autonomy—no micromanagement.

• High retention—most stay for life once established.

• Endless learning opportunities.

• Full-cycle sales allow you to build a long-term book of business.

Cons:

• Managing everything for customers can be stressful.

• Difficult to take vacations without being contacted.

• No salary after the initial period.

• Damaged/lost shipments are deducted from your commission.

Packaging sales can be rewarding for those who enjoy building relationships and managing complex sales processes. It offers a fulfilling career with substantial earning potential but beware…the amount of attention you need to give customers can be intense!

Recently captured HOT jobs

• Azira Sales Executive (Data & Analytics) - Remote

• Guardian Fire Protection Outside Sales Rep - Baltimore, MD

• Collectly RCM Consultant (healthcare revenue cycle management) - Remote

• Comet Director of Sales (machine learning platform) - Remote

• hotglue Director of Sales (user-facing SaaS integrations) - New York

• MillerKnoll Channel Executive (furniture industry) - San Francisco

• Solar Landscape Director, Development - New York

• Simon Property Group Advertising Account Executive - Braintree, MA

• Sierra Nevada Sr. Market Development Rep - Orlando, FL

• Staples Business Development Executive - Framingham, MA

Words of wisdom

A smart leader said this to me recently which really resonated:

It is critically important to take control of your career instead of waiting for external circumstances to force your hand. Proactively seek new skills, opportunities, and connections to stay ahead. If your current role isn’t providing growth, take initiative by exploring other options or pursuing additional training. In short, be the driver of your own career path rather than letting your employer decide your fate.

That’s all for this week. Feel free to reply with any questions or feedback. Happy hunting!

Jay Green “The Quota Hunter”

Good morning hunters!

I’ve been reading a lot of LinkedIn posts about salespeople struggling to get a great job and thought this story might be uplifting and show anything is possibleeeeeeee (Kevin Garnett voice) with the right LinkedIn profile targeting your expertise.

I’ll also highlight some recently captured HOT companies along with some words of wisdom on how to think about which industries & personas to target for your next opportunity.

Enjoy!

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Overview

Imagine being a seasoned SaaS salesperson, comfortable in your role, when suddenly, a game-changing opportunity presents itself—one so intriguing that it pulls you into an entirely different industry: ad tech.

That’s exactly what happened to a sales professional who had spent a decade in SaaS, mostly in health tech. Despite initially overlooking emails from a stable, growing company due to a seemingly entry-level title, curiosity led him to open one, revealing a role offering a $150-$200k salary—much higher than his current earnings.

After going through the interview process, he landed an incredible position that not only met his financial expectations but also offered him a chance to flex new leadership and strategy skills.

Details about the company & role

The startup he joined provides a free app targeting a specific audience, monetizing through advertising products and services to its users. They were already generating substantial revenue with major retailers like Amazon and Walmart but wanted to break into the lucrative healthcare market by convincing insurers to advertise on their platform.

His LinkedIn profile, showcasing his health tech experience, made him an ideal candidate. The company quickly hired him to size up the market, build a go-to-market plan, and execute their vision.

The Best of Both Worlds

Now, he enjoys the perfect blend of continuing to work with an industry and persona he loves (healthcare) while gaining a crash course in advertising and data—new but fascinating and highly lucrative.

The deals he works are substantial, often ranging from six to seven figures, and he gets to manage the relationships from start to finish which is both challenging and rewarding.

A Perfect Fit

He’s fortunate that the company is established, has traction, and is perfectly positioned for the healthcare market, given their platform and user demographics. He’s “lucky” in a way that the company is established, has traction, and is perfectly suited for the healthcare market given their platform & user demographics. I’ve heard some horror stories of companies testing new markets only to quickly scrap them once they’ve realized the new market/industry isn’t viable or won’t drive the returns they are looking for.

Doing your due diligence and asking the hard questions can be everything when vetting a new opportunity (but even the best sleuths can’t get it right all the time…I’ve personally mis-fired on 2 opportunities in my past).

Moral of the Story

This story is a reminder of the importance of staying open to unexpected opportunities—they might just lead to a career-defining role (and open those emails from recruiters) 😉 

Recently captured HOT companies

By popular demand, we’ve recently added SaaS sales jobs to our Quota Hunters job board. Don’t worry though…there are more than 1,000 non-SaaS sales jobs currently on there if that’s your jam!

Here are 10 newly added SaaS startups I think are pretty damn interesting:

• Archive: The leading AI-powered social commerce platform

• Prelim: Helps automate the business customer journey for top U.S. banks

• Descope: Helps organizations easily create and customize their entire user journeys using no / low code workflows

• Smartcat: The essential language AI platform for any global enterprise

• Topline Pro: A Generative AI platform enabling home service businesses to be easily discovered, trusted and booked, directly

• Rollstack: Automatically create and update data-driven slide decks and documents using Business Intelligence (BI) tools, CRMs, and data warehouses.

• Play: Scale your voice generation with PlayHT's AI Text to Speech models that can clone and generate speech with hyper-realism across any language, accent and dialect

• Traba: Building a world where the global supply chain operates at peak efficiency

• Pump.co: Pump brings you the best group buying discounts and utilizes AI to arbitrage cloud expenses 24/7

• CloudTrucks: The virtual trucking carrier & leading technology and service provider for trucking entrepreneurs.

Words of wisdom

Last week, I spoke with a highly successful mid-market/enterprise account executive currently exploring new opportunities. They had specific criteria for their search, including maintaining their compensation level while transitioning to a new industry with a larger TAM (Total Addressable Market) than they have today.

Here’s the advice that really resonated with them—and I hope it does with you too:

1. Target Familiar Personas: Focus on companies that sell to the same personas you’ve sold to before.

2. Target Familiar Industries: Look for companies in industries you’re already familiar with.

In today’s market, particularly in SaaS, companies are focused on minimizing risk. They’re looking for candidates who can immediately start delivering results—achieving quotas and ramping up quickly. If you’re selling to familiar personas, where you already know their needs and communication styles, your ramp time should be much shorter, letting you concentrate on mastering your new product.

However, if you’re considering a shift to new personas or industries, be prepared for the possibility of taking a step back in terms of title or compensation, depending on your previous performance and achievements.

That’s all for this week. Feel free to reply with any questions or feedback. Happy hunting!

Jay Green “The Quota Hunter”

Good morning hunters!

Today's newsletter profiles a manufacturing sales leader & what it’s like to be an Account Manager on his team, some recently captured HOT companies I think are interesting, and parting words of wisdom.

Enjoy!

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I recently caught up with a sales leader I met over four years ago, and let me tell you, his career story is anything but ordinary. Filled with unexpected twists, this leader has navigated his way through various industries, facing challenges head-on, and ultimately building a successful career in a completely unfamiliar field. Buckle up—this story is a ride!

First, the backstory

After graduating college, this sales leader spent over a decade exploring a diverse range of industries. He started by owning a territory in the wine and spirits industry, then moved on to work at a family-owned chocolate company, and now, he leads a sales team at a thermoplastic manufacturing company.

Interestingly, he was never drawn to the SaaS tech world. Instead, he’s always sought out companies with products he could genuinely enjoy selling—products with proven success in the market. This approach resonates with many salespeople outside the SaaS space, and it’s easy to see why. Selling something you believe in isn’t just smart; it’s essential.

Overview of the company

For the past four years, this sales leader has been with a 30,000-employee manufacturing company headquartered in Japan. The company produces thermoplastic materials used in various industries, including Consumer Electronics, Footwear, Medical, Industrial, and Sports & Recreation. However, he works for a subsidiary with fewer than 100 employees (about 30 in the US), giving him the best of both worlds: the stability and benefits of a large corporation with the close-knit environment of a small company.

He leads a team of about five Account Managers who handle full-cycle sales—closing new deals and managing ongoing projects. But here’s where it gets interesting: each Account Manager’s day-to-day role varies significantly.

A day in the life of an Account Manager

Given the diversity of their customer base, every Account Manager on his team has a slightly different focus. For example, one Account Manager spends all their time servicing a single, very large customer with significant purchasing power. Others juggle multiple clients while also prospecting for new business.

This setup allows the sales leader to match team members’ skills and interests with the work they’ll enjoy the most, creating a more engaging and fulfilling work environment.

The role is heavy on project management, with deals taking a minimum of nine months to finalize, and the average project spanning 15-18 months. Account Managers stay involved throughout the entire project lifecycle, ensuring everything runs smoothly.

Comparison to software sales

If you’re familiar with software sales, this role couldn’t be more different. In software sales, reps often need to create or identify problems that their product can solve. But in the manufacturing world, customers come to them with real, tangible issues—like needing to replace one material with another. The sales team’s job is to work backward from the problem to find the best solution.

Compensation model

In this role, the compensation model is a base salary plus an annual bonus tied to both company and individual performance. Given the long sales cycles and the possibility of projects being delayed or canceled through no fault of the Account Manager, traditional commissions aren’t part of the package. The salary cap is currently set at $110,000.

Working for a large company has its perks, but it also means there’s less flexibility in compensation. As the sales leader puts it:

Final Thoughts

This sales leader’s journey is a testament to the importance of finding the right fit—both in terms of the industry and the company culture. Whether you’re drawn to the excitement of a startup or the stability of a large corporation, the key is to know what you’re looking for and to ask the right questions before making a move. After all, a successful career isn’t just about what you sell; it’s about finding a place where you can thrive.

Recently captured HOT companies

For this newsletter, I’ve chosen to highlight 4 companies currently featured on Quota Hunters:

• Atomic Black Coffee Spirits: Hiring Founding On-Premise Account Manager (Greater Boston)

• Admiral Metals: Hiring Outside Sales Reps (Floriday & New York)

• Northeastern University: Hiring Assistant Director - Affinity Engagement (Boston)

• Thompson Safety: Hiring across the country (we’re featuring Boston, DC, and Baltimore)

There are more than 1,200 sales jobs featured across 500+ companies (and we recently added a SaaS category!!)

Words of wisdom

The road not taken: Why this sales leades would choose the commercial insurance industry if he could do it all over again

Though he’s achieved success in his current field, if given the chance to go back to his senior year of college, he’d likely dive straight into the commercial insurance industry. But why would he choose that path?

When I asked him what draws him to commercial insurance, his answer was simple yet compelling: the ability to build a book of business that keeps paying off for decades. It’s not just about the immediate success; it’s about setting yourself up for long-term financial stability. This kind of opportunity isn’t unique to commercial insurance, either—you’ll find similar advantages in fields like merchant processing, certified financial planning, staffing, and more.

The idea is straightforward: put in the hard work for the first five years, and then enjoy the fruits of your labor for the next 35. Who wouldn’t want that?

That’s all for this week. Feel free to reply with any questions or feedback. Happy hunting!

Jay Green “The Quota Hunter”

Good morning hunters!

Today's newsletter covers the wild world of pre-fab construction, some recently captured HOT companies I think are interesting, and words of wisdom to consider as you think about your sales career & journey.

Enjoy!

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I recently caught up with someone who sells high-performance, pre-designed, and prefabricated building structures for a living. Their story is unique, and it’s easy to see why this could be an attractive sales role and career path.

Let’s explore whether this life could be right for you!

Overview of Their Background

This person has led an exciting and varied career, working in industries like healthcare tech, wholesale retail, and house flipping. Now, they sell prefabricated building structures. Although they wish they had focused on a specific industry earlier in their career, their love for real estate and house flipping ultimately led them to the construction industry—a move they consider a great decision.

Overview of the Company

The company they work for specializes in manufacturing custom, super-insulated, wood-based structural panels for walls, roofs, and floors. These are used in environmentally sustainable residential, commercial, and institutional buildings—think luxury homes.

The company has been around for over 10 years and is known for building quality homes that are assembled much faster than traditional on-site construction. Their work is often in harsh climates around ski resorts and mountainous areas where labor is expensive, and the building season is short.

They collaborate closely with architects to plan every detail of a structure, build the panels in their shop, and ship everything directly to the site once the foundation is ready. The construction process is completed in half the time it would typically take.

Note: They don’t handle finishing work like kitchens or appliances; their specialty is the structural shell of the house.

Day-in-the-Life of a Salesperson in the Prefabrication Industry

At this company, they are the sole salesperson, spending much of their time qualifying potential customers. There are many prerequisites before the company signs on, such as purchasing land, completing architectural drawings, and finding a general contractor.

One challenge they face is dealing with “tire kickers”—homeowners who love the idea but haven’t yet completed the necessary steps. To manage this, they focus on networking with architects across seven states and three Canadian provinces who specialize in the type of housing their company constructs.

Once they receive architectural drawings, they work with their team to prepare a quote, which includes detailed 3D models. The shortest deal they close takes 2-3 months, but many deals take 6+ months, depending on where the customer is in the design process.

A unique aspect of their role is traveling to completed construction sites to host open houses. They invite homeowners, general contractors, architects, and others to showcase the quality of their work and build relationships.

They are also a prolific networker, connecting with relevant professionals on LinkedIn and following industry publications to find potential architect partners.

Pros & Cons of This Work

Pros:

• Work-life balance: They work four days a week, a condition agreed upon with their employer from the start.

• Income: They can earn $100-$120k with minimal stress.

• Autonomy: No one monitors their work or hours.

• Interesting work: They’re constantly learning.

• Meaningful product: Selling something essential—housing!

• Empowerment: It’s empowering to be a woman in the construction industry, where women make up only 10% of the workforce.

Cons:

• Lack of oversight: As part of a small company, they wish they had more mentorship.

• Sales limitations: Their ability to sell is limited by production capacity.

• Risk of losing customers: If production is backed up, they could lose customers to competitors.

• Steep learning curve: The job would be easier to ramp up with prior construction experience.

• Full-cycle sales: This could be a pro or con, depending on your perspective.

TL;DR

• High demand for prefabricated structures in specific environments: There’s a growing demand for efficient, high-quality construction in areas where labor is expensive and the building season is short.

• Challenges in the sales cycle due to complexity and market readiness: The sales process is lengthy and involves significant customer qualification, with many steps needed before work can begin.

• Work-life balance and autonomy: The role offers a great work-life balance and the potential to earn a solid income.

• Networking and relationship building are crucial: Success in this role heavily depends on networking with architects and other key stakeholders through open houses and industry events.

Recently captured HOT companies

• Rion Equipment: Dealer for new and used construction equipment

  • Account Manager opening in Illinois

• Glantz Sign Supplies: Wholesaler for sign makers

  • Account Executive in Maryland

• Micro-Tech USA: IT services and IT consulting company out of Chicago

  • Outside Sales Rep in Chicago

• Arrow Waste: Leading provider of roll-off dumpsters and waste hauling

  • Outside Sales Rep in Atlanta

• Kapture Pest Control: New Jersey-based pest control company

  • Sales Rep in N. New Jersey

• Isaac’s Moving & Storage: Offices & storage facilities in 3 states

  • Sales/Moving Consultant in Massachusetts

• Pre-Owned Auto Logistics: National automotive carrier & broker

  • 2 sales roles in Massachusetts (remote)

• Finelight Media Group: Industry-leading B2B publications

  • Sales Executive in Beverly, MA

• Professional Flooring Supply: Wholesale floor covering company

  • Outside Sales Account Manager in Texas

• Transcat: Global leader in test & measurement equipment

  • Two sales roles (one in San Diego, one remote nationwide)

• Stereotaxis: Pioneering endovascular robotics (medical device)

  • Territory Assistant (entry-level role) in New York, New York

Words of wisdom

In niche industries, deeply understanding your customer's world—industry jargon, trends, and challenges etc. — can become your strongest selling point.

This knowledge allows you to connect on a deeper level, anticipate needs, and position your offerings as tailored solutions. By doing so, you transform the sales process into a consultative partnership, building trust and establishing yourself as a valuable resource.

If you’re considering making an industry shift, identify 1-3 industries you’re interested in and start learning everything you can. Not only will this help you identify the RIGHT industry for you, but it will ensure you “wow” during the interview process and provide a jumpstart for onboarding and beyond.

That’s all for this week. Feel free to reply with any questions or feedback. Happy hunting!

Jay Green “The Quota Hunter”

Good morning hunters!

Hard to believe we are already 10 “hunts” into this journey! Instead of a standard newsletter, I’ve reflected on everything I’ve learned & heard over the last 10 weeks and am sharing some unfiltered thoughts below.

I’m taking a bit of a risk going outside the box so I hope you enjoy!

P.S. back to the traditional “hunt” next week - all about prefab home sales 😉 

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Introduction

Over the last 10 weeks, I’ve explored a variety of fascinating industries, ranging from coffee and telecom to shipping & logistics, credit cards, asphalt, PEO, and more. In the past 2-3 months, I’ve also had casual conversations with over 50 salespeople across industries outside of SaaS.

My approach has always been simple: learn from these salespeople with no agenda. I wasn’t seeking out people who “LOVE” their job; I just wanted to understand their experiences.

Here are some of the key questions I asked:

• What does your company sell/do?

• What’s your role?

• What’s a typical “day-in-the-life?”

• What’s your earning potential?

• What do you love most about your job?

• What do you like least about your job?

• What’s your advice for someone looking to break into your industry?

In nearly every conversation, distinct themes emerged—themes that are quite different from what I’ve seen, experienced, and heard from SaaS sellers.

While it’s not all roses and sunshine, there are clear advantages for certain people with specific interests and skillsets to work outside of SaaS.

Enough foreshadowing—let’s dig in!

Themes & Learnings

Like anything in life, working in any industry comes with its positives and negatives. Working outside SaaS is no different.

Here are some of the positive themes I’ve heard:

1. Build Diverse Skills:
In SaaS, it’s common to focus on one piece of the sales process—prospecting, closing, onboarding, customer success, etc. Outside of SaaS, many salespeople work full-cycle, closing deals and managing relationships. Many find this environment more fulfilling because they can control the customer journey while building and flexing more sales muscles that keep them engaged and well-rounded.

2. Residual Commissions:
Unlike SaaS, where commission is typically earned only when deals close, many industries outside of SaaS offer opportunities to earn commissions for years—even throughout the life of a customer as they increase their spend or renew. This structure is common in full-cycle roles, which are prevalent outside of SaaS.

3. Reduced Saturation & Competition:
This is a theme I’ve heard repeatedly. Salespeople outside SaaS often find it easier and faster to book meetings through cold calling than in SaaS. Additionally, certain industries outside SaaS have far fewer competitors than fields like cybersecurity or martech, leading to higher win rates and a greater chance of maintaining long-term customers.

4. Reduced Pressure & Burnout:
It’s clear that many hunters in these industries experience less stress compared to most SaaS salespeople. Either they work in roles that don’t require 40-60 hours a week to succeed, or they push hard in the first 1-2 years and can ease off the gas afterward, knowing they’ve built a strong customer base that generates residual commissions.

5. Longer Tenures:
Research suggests that the average tenure of a SaaS salesperson is around 1.8 years. In contrast, many salespeople I’ve spoken with outside SaaS have been at the same company for 5, 10, or even 20 years. This longevity and staying power are massive benefits!

6. Less Risk of Layoffs:
In most of my conversations, salespeople stated that their companies are stable with no risk of layoffs. While many of these industries experience seasonality, which could mean higher quotas during “boom” periods and lower commissions during “off months,” this is often different from typical commission structures in SaaS.

Here are some of the negative themes I’ve heard:

1. Economic Sensitivity:
Industries like real estate, construction, manufacturing, financial services, and automotive can be highly sensitive to economic cycles. A recession can lead to reduced demand, lower sales, and job instability, which could result in layoffs.

2. Market Volatility:
Industries like financial services, commodities, and manufacturing can be highly volatile, with sales opportunities fluctuating based on market conditions, regulatory changes, or geopolitical events. Several sellers mentioned that upcoming elections have impacted sales, especially when selling goods or services considered capital expenditures (CapEx).

3. Regulatory & Compliance Challenges:
Industries such as pharmaceuticals, healthcare, and finance are heavily regulated, requiring salespeople and companies to follow complex laws and standards. Navigating these regulations can be challenging and may slow down the sales process.

4. High Barriers to Entry:
Industries like aerospace, energy, or biotech often require specialized knowledge or technical expertise, which may be difficult to acquire without significant training or experience. This can be a barrier to entering an industry of interest. However, many sellers I’ve spoken to have taken a “step back” in their career (in terms of title and salary) to break into an industry they’re passionate about that requires this knowledge.

5. Certification and Licensing:
Some industries require certifications, licenses, or extensive training before you can begin selling. Similar to the point above, this can be a barrier to entry or may require taking a step back to pursue.

6. Work-Life Challenges:
The “return to office” trend post-COVID has affected all industries, including SaaS and non-SaaS roles. However, many non-SaaS sales jobs require on-site work in a facility or involve “outside sales,” where you meet clients in person. For those who prefer working from home, there may be fewer opportunities outside of SaaS, especially in roles with high earning potential.

7. Lower Salaries:
While lower salaries aren’t a rule in non-SaaS industries, many industries (especially non-technical ones) tend to offer lower salaries than SaaS. However, this could be balanced by experiencing fewer earnings peaks and valleys. In many cases, salespeople outside SaaS have the potential to earn substantially more than most SaaS sellers, particularly if they can nurture and grow accounts.

8. Equity as a Component of Compensation is Less Common:
While some non-SaaS companies backed by venture capital or private equity offer equity, it’s less common outside of SaaS.

For more information on this topic, you can check out the Career Path Exploration Tool currently being built on the Quota Hunters website.

I’d love your opinion on this page. Check it out and share any feedback on what you like, don’t like, or suggestions for improving this resource!

Want to Contribute to The Quota Hunter?

I’m still early in this journey and eager to dive deeper into my research. If you (or someone you know) are a salesperson outside of SaaS, please reach out! I’d love to connect and learn about your experiences 🙏.

Thanks in advance!

That’s all for this week. Feel free to reply with any questions or feedback. Happy hunting!

Jay Green “The Quota Hunter”

Good morning hunters!

Today's newsletter covers the PEO industry (outsourced HR & payroll), some recently captured HOT jobs I think are interesting, and words of wisdom to consider as you think about your sales career & journey.

Enjoy!

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Main Event

Recently, I spoke with someone who has built a diverse career, with experiences in social work, recruiting, operations, and now, as a B2B salesperson. The one constant throughout their journey has been their superpower: in-person networking. This skill has been crucial to their success, particularly in the world of outsourced HR and payroll.

In this post, we’ll dive into their experiences selling a PEO solution, explore a day-in-the-life in this role, and weigh the pros and cons for anyone considering a similar path.

Let’s get started!

Overview of the Outsourced/PEO Industry

Managing payroll and HR internally can be a significant challenge, which is where PEO companies come in—to offload much of the complex HR work, allowing businesses to focus on growth.

PEO stands for Professional Employer Organization, a service that provides essential functions for companies such as payroll, benefits, and compliance. Some of the most prominent companies offering these services include ADP, Insperity, TriNet, and Paychex.

While bringing HR in-house becomes necessary at a certain point, for companies with 5 to 100 full-time employees, partnering with a PEO can offer substantial benefits, including:

• Lower healthcare costs and premiums

• Reduced HR overhead

• Mitigated compliance risks

• Improved employee retention

• Better infrastructure for scalability and efficiency

This post provides a general overview of what it’s like to be a salesperson in the PEO industry without focusing on any one company.

Overview of an Account Executive Role in the PEO Industry

This is fundamentally a relationship-based role. Deals can take a long time to close, and with significant competition in this industry, companies often choose the salesperson and provider they trust most to handle their delicate and sensitive HR tasks.

One of the biggest challenges in selling a PEO solution is that companies typically switch benefits or payroll providers on January 1st or June 1st. While companies can work “off-cycle,” these are the primary buying windows, meaning deals can be quite “lumpy” throughout the year.

It also usually takes time to build a network and start closing deals. The salesperson I spoke with mentioned it could take about two years to establish solid ground and become a consistent producer.

At their company, the #1 metric leadership focuses on is meeting with potential prospects. As long as you’re hitting those targets, you’re unlikely to be let go during your first year.

Some PEO companies assign Account Executives geographical territories, while others do it by industry, such as Financial Services or Tech. Both models have their benefits, but what’s common in this industry is splitting commissions with peers.

Here are a few examples:

• Geographic territory: You’re assigned Massachusetts but meet someone who owns a business in New Hampshire.

• Industry focus: You’re assigned Financial Services but meet someone who runs a tech business.

In both examples, you’d likely need to bring in an Account Executive who covers the respective industry or territory and split the commission with them.

There are pros and cons to a model like this, but in my opinion, it’s better to be involved in more deals than fewer!

Day-in-the-Life of a PEO Account Executive

In this industry, most companies allow a lot of autonomy in finding deals. The Account Executive I spoke with makes about 20 cold calls per day and attends up to 3 in-person meetups per week.

They noted that while some colleagues succeed by making calls all day, others, like themselves, focus on building a network through in-person events that either refer business to them or buy from them directly.

There is much to learn about this industry, so a big part of this job involves educating potential customers on the benefits of working with a PEO firm and helping them navigate sensitive and potentially painful HR issues. Given that these customers often lack internal HR expertise, having someone they can trust for advice is invaluable.

Once you have a customer interested in moving forward, you need to guide them through the underwriting period. This is essential because the PEO company enters into a co-employment relationship with the customer.

Definition of Co-employment: 

Underwriting helps a PEO assess risk, workers’ compensation insurance, benefits compliance, client fit, and financial stability. Once the underwriting process is completed, a PEO can set appropriate pricing and ensure they can provide effective services to their clients.

After the client passes through underwriting, they are handed off to Customer Success to ensure the company and its employees are properly set up.

Compensation & Earning Potential

Typically, Account Executives at PEO companies earn salaries similar to those of SMB/Mid-Market SaaS Account Executives, with higher salaries awarded to salespeople with more experience—especially relevant experience or through internal promotions over time.

The salesperson I spoke with mentioned that many salespeople start earning $200k+ in commission from their second year onward, with the highest-earning Account Executives making over $1M annually.

Commission models vary, but in many PEO companies, an Account Executive earns more commission as their customers add W2 employees. Some PEO firms might cap commission after a set number of years, while others may offer commissions on closed-won customers for as long as the customer remains with them.

Pros & Cons of Working in the PEO Industry

Pros:

• Significant autonomy

• Ideal for in-person networking pros

• Opportunity to work with smart, tenured peers and learn from them

• Strong earning potential, with opportunities for promotions and to “run your own book of business”

• Recurring commissions as your clients grow

Cons:

• Slow ramp-up to start earning significant commissions

• Lumpy deals, with periods of feast and famine (many PEO companies set higher quotas during the “busy” season and lower quotas during slower months)

• Leaving the company means leaving behind all commissions/residuals (though this is likely standard across industries)

• Minimal inbound leads—but there is an opportunity to earn “splits” on deals

Recently captured jobs

Here are 14 of the newest sales jobs found on the Quota Hunters job board:

• Guardian Protection: National Sales Rep (IT Services) - multiple locations

• SupplyOne: Outside Sales Rep (Manufacturer of packaging solutions) - Westwood, MA

• GT’s Living Foods: Director of Sales (Food & Beverage) - remote

• Red Thread: Account Manager (Furniture) - Stamford, CT

• Rakuten Rewards: Director, Revenue Planning (Ecomm) - San Francisco, CA

• Aramark: Senior Account Manager (Food Service) - Atlanta, GA

• Jones Sign Co: Account Executive (Advertising) - St. Paul, MN

• Blink Charging: Sr. Biz Dev Manager (EV industry) - Remote

• Capital One: Area Sales Manager (Credit Cards) - Springfield, MA

• 829 Studios: Senior Account Manager (Digital Media) - Boston, MA

• Prolifics: Account Executive (IT Services) - New York, NY

• Vita Coco: Director of Sales, Northeast (Food & Beverage) - Remote

• Alma Laser: Area Sales Manager (Manufacturing) - New York

• Epsilon: VP, MarTech Sales (Advertising) - Boston, MA

Words of wisdom

If you’re looking to switch industries, don’t get caught up in the “title” you’d be receiving. Instead, focus on finding a great company, industry, and job you’d enjoy & could thrive in.

I’ve seen too many folks prioritize title as one of their main requirements.

Don’t fall into the trap - it’s hard to find a company with strong fundamentals, selling a product that people actually want, with a talented team around you to learn from & grow with.

Find a company that offers those things (and will pay you what you want/need) without worrying to omuch about title.

Don’t let great opportunities slip by for minor details.

That’s all for this week. Feel free to reply with any questions or feedback. Happy hunting!

Jay Green “The Quota Hunter”

Good morning hunters!

Today's newsletter covers an overview of what it’s like to sell commercial asphalt & paving, some recently captured HOT companies I think are interesting, and words of wisdom to consider as you think about your sales career & journey.

Enjoy!

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Main event

Spoke with someone who spent more than a decade in inside sales & recruiting and decided to leave it all behind given the turmoil the recruiting industry has experienced over the last few years.

They transitioned to the world of commercial asphalt sales and absolutely LOVE their job and new lifestyle.

This newsletter will dive into their experiences, day-in-the-life, and pros/cons from their experiences thus far.

Let’s dive in!

Overview of the commercial paving industry & their company

The commercial asphalt and paving industry involves the construction and maintenance of surfaces like roads, parking lots, driveways, and walkways which is critical to ensuring a strong infrastructure that doesn’t pose hazards to people and vehicles.

This person works for a small, family-owned company that’s been in business for 20+ years that operates in Massachusetts & surrounding states. They specialize in asphalt repairs, full-depth reconstruction, and ADA access and have clients ranging from commercial property managers, apartment complexes, government, retail stores & shopping centers, and hospitals.

It was amazing to hear how many different variations/options they have to solve a problem for a client depending on their budget and needs. The role and industry is MUCH more technical than I imagined which I loved hearing (and can tell that it makes the role very interesting & every job truly can be different).

Day-in-the-life as a commercial asphalt sales estimator

This person is mainly responsible for new business development, however as their client base grows, they will also be responsible for new jobs that come up over time with clients they’ve already sold to.

Some of this role involves trying to drive conversations over the phone/from an office, however, the EASIEST way to create opportunities is by getting in a car and driving around looking for poor roads, eyesores, and other areas that they can address at strip malls, hospitals, apartment complexes, and other commercial businesses.

The fun begins when those opportunities are spotted because the next step is to take pictures and create a physical needs analysis outlying the problem and the potential solution they could offer and then delivering them to the potential client.

This person LOVES targeting commercial property managers because they are the ones who constantly receive pain from tenants/other people using the properties and are in charge of fixing issues. One wrinkle is they are almost always NOT the decision makers but they can take proposals to the owners of the properties to get the quotes approval.

It’s been a great strategy for them to mix small, quick flat-cost proposals with larger jobs that would need to be slotted into a 2025 (or beyond) capital improvement budget. Overall, jobs can range <$5k to $250k and this person has a goal of submitting $150k of opportunities every week (which they’ve been able to do on a VERY consistent basis) which roughly equates to 7-10 opportunities.

When clients accept a proposal, they hand the relationship off to their foreman (and their client will hand their relationship over to a facilities director or someone who holds those responsibilities). The salesperson I spoke with loves this part because both they (and their main point of contact) are no longer involved and can commiserate/work together to ensure the job is done properly & to everyone’s expectations.

In terms of work schedule, this person is in total control (aside from a recurring weekly sales meeting in their physical office). They often start their day EARLY to avoid traffic (like 6-7am) but get to finish early so this is a great potential industry for someone who loves working early (and potentially a BAD fit for someone who doesn’t).

Compensation

Their annual revenue target is $1M in closed business and they receive a base salary they can live on + commission on their completed jobs.

Overall total compensation can range over $200k/yr (superstars could probably bring home $250k) so this role could rival what a mid market or enterprise SaaS account executive earns.

What this person likes the BEST about their job

• The most autonomous job they’ve ever had (no one is looking over their shoulder. As long as they are submitting enough opportunities, they’re good!)

• Loves working for a family-owned business. This person is treated very well, goals are realistic, and most employees have been there for 5-10 years (or more) which shows how well they enjoy working for this company

• They get TWO MONTHS off in the winter (PAID!!!) when it’s not possible to complete asphalt & paving jobs

• They’re able to sell deals of all sizes to balance quick wins with more strategic ones

Some challenges they’ve experienced

• Family business (in this case) means the business is fairly old school (minimal documentation & structure) which they are ok with but was something they adjusted to

• It’s been a tough year for CAPEX projects given the economy/interest rates/an election year so there’s a lot out of their control

• This person loves their job and is very motivated but given the level of autonomy they have, some people would need more structure/guidance to thrive

Recently captured companies found on Quota Hunters:

• Talking Rain Beverage Co: Field sales roles in CA & OR

• WAC Lighting: National Accounts Sales Director roles in several states

• FirstLight Fiber: Account Executive in New York

• Beemac Logistics: Logistics sales in PA & TN

• EdgeConneX: Client Services Executive in VA

• Pet Food Experts: Territory Sales Manager in OH

• Parksite: Sales roles in MA & ND

• Cooper Electic: Sales roles in NY & NJ

• Holcim: Sales roles in TN, MD, WA, & CO

• Amphenol TPC: Sales roles in OH

• AmesburyTruth: Sales roles in KS & MN

• The HON Company: Business Development Manager in NC

• McCollister’s Global Services: Sales roles in CA & NJ

• The Granite Group: Sales roles in NH, VT, & MA

• KIND: Sr Sales Analyst & Sr. Regional AM (both remote)

Words of wisdom

I’m meeting a lot of well-paid hunters who want to jump into new industries but can’t afford to take a steep drop from their current base salaries.

For those in a similar position, here are 7 industries to consider:

1. Medical devices

2. Pharmaceutical (see hunt #8)

3. Financial services like wealth management and insurance)

4. Enterprise technology like hardware, telecom, networking equipment (see hunt #4)

5. Luxury goods & high-end retail

6. Consulting services

7. Construction & engineering solutions

That’s all for this week. Feel free to reply with any questions or feedback. Happy hunting!

Jay Green “The Quota Hunter”

Good morning hunters!

Today's newsletter covers pharmaceutical sales, some recently captured HOT companies I think are interesting, and words of wisdom to consider as you think about your sales career & journey.

Enjoy!

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Main event

Recently met up with a salesperson who pivoted his career into Pharmaceutical sales a few years ago after dealing with the rollercoaster ride that can be SaaS sales.

Now he’s in a stable company where he plans on remaining in (and growing with) for the rest of his career.

Background

After graduating from college, he joined an advertising agency where he was lucky enough to work on their pharma team, In this role, he gained exposure to the industry and what it’s like to drive drug launches & patient advocacy.

Without knowing how truly great the industry is (and how strong a fit it is for his personality and skills), he left and had two short stints at tech companies, the second of which resulted in a dreaded layoff.

After taking some time to decompress & plan, he jumped back into the world of pharma at a company that partnered with large pharma & biotech companies to ensure they had the right patients to run clinical trials.

This was a great role for him because it provided the training he needed to gain confidence & knowledge to secure his dream job as a Territory Sales rep for a leading pharma company.

Securing the right role

I learned that pharma companies have territories that cover the entire United States, however, opportunities could vary greatly depending on where you live geographically.

For example, if you live in Massachusetts, you will likely have a lot more options than if you lived in Toledo, Ohio because pharma companies naturally have more territories in dense areas (and each territory covers a smaller geographic area).

The person I spoke with lives outside a major metropolitan area which made it more difficult to get a role but he was willing to take an internship (if necessary) or possibly move to a new city if that’s what it took to get his “in”.

This is really important to call out for outside sales jobs. Unlike fully remote sales jobs (or sales jobs that have a hub where they hire lots of salespeople), outside/field sales means you have to live in your territory.

With some networking (and a little luck) this salesperson was able to secure a role at a leading pharma company without having to move!

Day-in-the-life

He’s a road warrior and his job is to meet with (and build relationships with) every single primary care physician in his territory that could prescribe the drugs he represents.

He is the “middle man” between corporate and patients/doctors and is the main person they turn to when they have questions or need to be connected to someone on his corporate team.

A typical week includes setting up lunch appointments with various doctors offices each day to discuss product and answer any questions the doctor or office staff might have.

Here was something I found very interesting:

Career growth

He is still relatively new to his role, but even so, his compensation rivals a SaaS Account Executive but offers more stability & consistency in earnings.

The average tenure for a sales rep at a major pharmaceutical company is ~20 years!

Some stay in the same territory for their entire careers, others will stay in the same territory but sell different drugs/brands as they earn promotions, and others will make other internal moves.

There are so many paths available but the important thing is the company is stable, they pay & treat employees well, and is typically seen as a lifetime career move which is VERY different from most other industries (especially SaaS).

What he loves most about his job:

• Incredible work-life balance (he makes his own schedule & is very autonomous)

• Lots of opportunities to learn, grow, and get involved in various corporate projects & initiatives

• Very stable & consistent earnings with no fear of layoffs

• He has a partner in his territory so they tag team offices/strategize together to ensure they are successful

His advice for folks looking to get into pharma sales:

• You do not need to be a science nerd! He was an athlete and never really thought this is where his career would take him

• “It’s not about the grades you make, it’s about the hands you shake”. He spent a lot of time networking on Linkedin and building his personal brand to put himself in a position to earn this highly coveted position

• If you can afford it, taking a step back into an “internship position” at a company you’re targeting may be a great way to show your commitment and be in a position to earn a role when it opens in your territory

• Be comfortable with the idea of having to move to a new geographic area to secure an opportunity

Recently captured companies on Quota Hunters

• Humanscale: Premier designer & manufacturer of workplace products

• Horizon Beverage: New England’s innovative beverage distributor

• Astrodyne TDI: Power Supply & EMI Filter manufacturer

• The Wonderful Company: Iconic consumer brands such as Wonderful Pistachios, POM Wonderful, and FIJI Water

• NEFCO: Construction supply company

• Acxion Foodservice: Offering food & non-food brands in a single-source solution

• Encore Fire Protection: They make owning, managing, and maintaining fire systems easy. Offices in MA, CT, and RI

• MillerKnoll: A collective of dymanic brands that design the world we live in

• Applegate: Producing high-quality natural & organic meats & frozen products

• Great Performances: NYC’s premier catering & events company

• Ultra Mobile: Provider of smart wireless service

• RAB Lighting: Creator of high quality, affordable, well designed & energy efficient LED lighting and controls

Words of wisdom

Don’t be afraid to take a step back in your career to get into a new industry, company, & role that’s a great fit for your personality & career aspirations.

It can be brutally hard to go from a high-paying job (salary) and switch to a new industry and expect the same (or more).

It can happen…but in roles where you need to build a book of business, it may take some time to get back to “normal”.

I personally experienced this recently going from a $190k salary…to $0. But…6 months into my ClosedWon Talent/Quota Hunters journey, I’m now earning more per month than I did in my prior role as an executive at a Series A tech startup.

Not everyone can stomache a drop in earnings (even temporarily) so you need to take some time to think about your comfort level and make a plan accordingly.

That’s all for this week. Feel free to reply with any questions or feedback. Happy hunting!

Jay Green “The Quota Hunter”

Good morning hunters!

Today's newsletter covers the world of research & advisory (consulting), some recently captured HOT companies I think are interesting, and some words of wisdom to consider as you think about your sales career & journey.

Enjoy!

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Main event

Recently caught up with a hunter who started his career in the SaaS industry and decided to make a move outside SaaS to a well-known Boston-area company called Forrester.

We’ll cover his reasons for leaving SaaS, an overview of Forrester from his perspective, and a day-in-the life of an Account Manager.

Let’s dig in!

Overview of his background

Post-college, he spent time at 3 Boston-based SaaS companies where he started out as a Business Development Representative (BDR) and earned a promotion to Account Executive at the last 2 companies.

He excelled in his roles, earned multiple promotions, but ultimately decided that he needed a change for a few reasons (which are the same reasons I’ve been hearing from many other SaaS sellers looking for a change):

• Working in SaaS, he always felt investors had too much control which led to a lot of chaos in organizations

• He personally experienced “recency bias” where one bad quarter can change a companies’ perspective on someone’s worth in an organization

• He was sick of cold calling and wanted to build real customer relationships

With all that in mind, he ultimately chose to join Forrester as an Account Manager.

Overview of Forrester

Forrester is a leading global research and advisory firm that provides insights and guidance to businesses and technology leaders. They help clients make informed decisions through market research, data analysis, and expert advice on emerging trends, customer behavior, and best practices in various industries.

Forrester is officially located in Cambridge, Massachusetts and is publicly traded under the symbol (FORR). According to LinkedIn, they have roughly 2,000 global employees, of which about 600 live in the Boston area.

Based on LinkedIn data, their median employee tenure is 5.3 years which is fairly unheard of!

Day-to-day of an Account Manager

There are several levels in the account management organization which is great for folks who are interested in career growth (i.e. Account Manager I, Account Manager II, etc.)

This particular Account Manager has a book of 15 enterprise clients who each have annual revenues in excess of $50 million. His job is to quarterback those clients to ensure they get the most out of their relationship with Forrester.

His main activities include recurring conversations with his main point of contacts, ensuring they are speaking with the right analysts (experts in a specific field or industry), and up-selling along the way (i.e. additional seats, new thought leadership whitepapers, etc.)

His customers often want to speak with him when they are looking to get data on new markets and industries they’re planning on entering into or around new products their launching.

Here’s how Forrester describes what they do:

Given he’s working with paying clients, outside of ensuring his clients are happy & successful, he spends time networking with other C-Suites to ultimately bring them aboard to purchase new seats/products to grow their account spend.

For example, he might be working with a CMO as his main point-of-contact who introduces him to their CRO or CIO who are looking to gain insights into something particular.

When this happens, he’d work with his internal team to find the right analyst, help schedule a call, and then would be present on those calls to learn & ensure they receive the information/knowledge they’re looking for.

It sounds like a fascinating role - especially for people excited to gain access to large enterprises and the C-suite employees who run them.

Compensation

He has a base salary that rivals a SaaS Mid Market Account Executive and has more of his compensation weighted towards salary than commission.

That being said, achieving his goals can lead to around $150k in total earnings and top Account Managers in his role can exceed $200k.

I liked the way their compensation is structured - he receives commission for up-selling and renewals and he earns a percentage of the contract value (and the percentage amount increases as his quota attainment rises).

For example, he’d earn a higher percentage on deals if he were at 100% than at 70%.

Here’s what he loves most about his job

• Works at a reputable and respected company

• Gets an opportunity to work with C-Suites at large enterprises

• He has a lot of flexibility around his working schedule

• His boss & company treats him like an adult. He’s seen how well they treat underperformers and actually seem like they WANT to make it work with them vs putting someone on a PIP to force them out

• No cold calling

• Enjoys getting under the hood and learning about how successful companies operate and think

Potential areas of caution

• Their stock price has dropped fairly dramatically over the past few years which seems to point to an organization looking to find their footing

• Glassdoor reviews call out slow promotions as a downside (among a few other things)

• It’s a competitive market with companies like Gartner and consulting firms vying for the same types of clients

In closing

An Account Manager role at Forrester could be a great option for anyone in sales who wants to get out of the grind and work with a stable book of clients.

Also - they seem to ENCOURAGE folks to leave them to explore new opportunities outside Forrester and welcome them back with open arms if they ever want to return. Now that freaking rocks!!!!

I personally love a good “boomerang” hire because the grass is not always greener and it’s almost always easier and faster to ramp someone up who’s already worked at the company/in the role than the alernative.

Recently captured companies

• Connecticut Distributors: Large wine & spirit distributor

• Solar Landscape: Commercial & community solar developer

• Home Genius Exteriors: Fast-growing home improvement companies

• WindowRama: Leading window, door, and skylight supplier

• Lendbuzz: AI-based automobile finance platform

• Bluechip Pros: Facility management, commercial cleaning, & security co.

• Mission Cloud: Managed services and consulting provider

• Zip Co: Point-of-sale credit and digital payment services

• Sun Life: Financial services firm (insurance and investment products)

• Mattress Warehouse: Retail mattress stores in PA, NJ, etc.

• Sila Services: Leading HVAC, plumbingm and electrical company

• Tilcon New York: Manufacturing of construction materials

• Allied Beverage Group: Leader of wholesale wine & spirits in NJ

• NewRocket: A ServiceNow implementation partner

• TechMD: Cloud solutions, managed cybersecurity, and IT consulting

Words of wisdom

I’ve been meeting A LOT of hunters whose #1 criteria for their job search is money. But not just money - their annual salary. And I get it, times are tough for many, and if you’re in a role where you are NOT currently achieving your quotas, your salary could be your lifeline to pay your bills…and survive.

While salary is important, I’m meeting a lot of hunters who are foregoing top-end salaries to work for companies that fit the following criteria:

• Sales team has a history of over-performing

• Solid (ongoing) training

• A company that invests in new tools/looks to make your life easier

• Great leadership that is respected & listens to feedback

• Growing industry/market

• Ability to close new logos and manage/grow your own book of business

• Company has a brand name that actually helps you book meetings

• A documented history of internal promotions/career paths

If you can find a company that offers 4-5 of these (but has a lower salary than you’re targeting), it might be worth giving serious considerations.

Sometimes the WORST companies try to lure successful sellers to joining them with a high salary and I’ve heard horror stories of folks getting hammered with the ol’ bait and switch.

Be on guard when vetting opportunities - your future (and career) is at stake.

That’s all for this week. Feel free to reply with any questions or feedback. Happy hunting!

Jay Green “The Quota Hunter”

Good morning hunters!

Today's newsletter covers an overview of what it’s like selling credit cards at one of the biggest players in the space, some recently captured HOT companies I think are interesting, and words of wisdom to consider as you think about your sales career & journey.

Enjoy!

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Main event

Recently spoke with someone who always knew he wanted to be in outside sales and chose to skip the tech sales world to accelerate his ability to close deals.

His story, perspective, and experiences blew me away and I think many hunters will relate.

Let’s dig in!

Brief overview of his background

After graduating college, he jumped right into the glamorous world of copier sales before moving on to facility/janitorial services.

Then, one day, a recruiter called him about an opportunity to sell credit cards and he jumped! The only problem…there were no open territories in his area so he took a step back in his career and joined them in an entry-level position to bide his time.

Less than a year later…a territory in his area opened up and he got to work!

Overview of the company

The company he works for is a household name in the financial services/payments industry. They specifically focuses on selling corporate credit cards to companies that have between $5 - $300 million in annual revenue.

Their main differentiator vs competitors are:

• Corporate credit cards that roll up under one umbrella

• Strong integrations with various ERP and internal systems used by their customers

• Ease of use

On the flip side, some of their competitors target smaller customers and tout “rewards” as their main differentiator.

They sell to customers in all industries ranging from construction companies to biotech to everything in between. As long as they have employees spending money on a regular basis, he’s going after them.

There are ~100 outside sales reps across the country, each of whom own specific zip codes. In New England (where he lives), he is one of 4 reps.

When he joined the company, he started in a support role helping outside sales reps with their customers & active deals. He felt this was an ideal situation because he learned their back-end (they have lots of tools) which ultimately helped him have more success, faster when he was promoted to outside sales.

Overview of an outside seller at his company

20% of his opportunities come from inbound leads and 80% come from outbound dials, referrals, and networking. He owns very specific zip codes, so whenever a lead comes in from his territory, it goes right to him.

This is a full-cycle role where he qualifies clients, helps them through the underwriting period, onboards them, and ensures they’re set up for success and remains a client for years to come. One advantange is customers are typically self-service after onboarding and don’t require a lot of support from him.

Here’s something I found interesting:

In terms of day-to-day, the majority of his time is spent prospecting and setting up in-person meetings with business owners. He’s typically on the road 2-3 days per week.

When he meets with business owners, he digs into the following:

• Their internal processes

• How they make payments (invoices, paying vendors, buying materials, etc.)

• # of employees

• Cashflow

• Whether employees travel, what perks/benefits they offer, etc.

Given the brand recognition of the company he works for, he typically books 1 meeting for every 10 dials. Similar to last week’s hunt, working for a big name brand is a huge benefit when prospecting.

His biggest challenge is finding companies in his territory that don’t already work with them.

Overview of deals & earning potential

A lot of the variance between deal cycles can be based on the customer and the potential challenges that come from underwriting given they offer an unsecured line of credit. For example, a pre-revenue biotech company with significant funding can pass underwriting but may take longer than an established construction company that can show cashflow and other documentation.

On average, deals take 30 - 180 days to close.

Given he’s selling AND managing relationships, his path to earning a lot of money hinges on HOW MUCH his customers spend on their credit cards. I asked him how his company makes money and his answer surprised me:

I asked him about earning potential and here’s what he said:

• Year 1: $150k average earnings

• Year 2: $150-$300k+ earnings

These numbers depend GREATLY on which customers you close & retain.

A few examples:

• He works with someone < 2 years experience who received a large inbound lead who now spends spends $5M per year. That rep is projected to earn $750k this year!

• He works with other reps who have been there for 20+ years building massive books of businesses that clear $1M in annual earnings

From a personal perspective, the rep I spoke with has been in his role for 2 years, has 50 active clients, and will exceed $300k this year.

A typical annual quota is $20M in revenue per year.

4 of the BEST things about this job and 1 downside:

Best:

• Incredibly flexible work environment. On average, he talks to his boss 2x per month but can always pull him into a big meeting as needed

• He feels compensation is fair - if you put in the work you can strike gold

• It’s a big company that offers solid benefits

• Everyone knows his company so booking meetings is not challenging

One downside:

• Given the size of their company, it can be challenging to close deals where exceptions need to be made (it’s possible but takes a while)

Note: Due to an NDA that this employee has with his employer, I’m not able to disclose the company name. That being said, I dig this role and wish I’d stumbled on opportunities like this when I was building my sales career!

Recently captured interesting companies

NorthEast Electrical: full-service electrical distributor

Futurism Technologies: Digital transformations

BakeMark: Distributor of quality baking products

igus Inc.: Plastics manufacturer based in Rhode Island

Certified Labs: Manufacturer of lubricants

Stonybrook Water Company: Watercooler & Ice Machines

253 Payment Pros: Merchant Services/Payment processing

DBS Building Solutions: Commercial cleaning & janitorial

Contemporary Tiny Homes: Design & build tiny homes

Priority1: Tech-enabled 3rd party logistics company

LDI Connect: IT services, Cloud services, security solutions etc.

National Floors Direct: Direct-to-consumer carpet and floor-covering

Words of wisdom

Recently caught up with a very successful salesperson who has built her career in direct-to-consumer industries by working at 2 companies over the last 9 years.

In each, she has had a fairly “low” salary but has been able to earn a substantial living (she had an $85k salary at her last company and earned $300k by CRUSHING her goals).

In comparison, a lot of sales reps (especially in SaaS) earn a higher salary but have a lower quota attainment which means they fall well short of their OTE — and earn much less than she has.

Moral of the story - OTE means nothing. Your actual earnings depend on a few factors, including, the product/service you sell, your territory/market, the stability/growth rate of the company you work for, and YOUR work ethic.

Don’t get caught up in salary when evaluating opportunities against each other. Look at the whole package and make the right decisions to build a long-term and successful career.

That’s all for this week. Feel free to reply with any questions or feedback. Happy hunting!

Jay Green “The Quota Hunter”

Good morning hunters!

Today's newsletter covers an overview of the world of logistics & shipping sales, some recently captured HOT jobs I think are interesting, and some parting words of wisdom.

Enjoy!

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Main event

Recently met with someone who graduated college in 2022 and has spent the last 2 years at a large, top-rated third-party logistics company.

Her story & experiences are fascinating and it sounds like this industry could be a great alternative to a traditional BDR role for several reasons (which you’ll read about below).

Let’s jump right in!

Brief overview of her background

Before graduating college, she accepted a SaaS role at a company that offered her a $75k salary. She quickly signed her offer and launched her career shortly after graduating college.

She knew it was the wrong fit immediately after starting her onboarding process. The deal cycles were long, orientation was boring, the culture sucked (especially because all of her colleagues were AT LEAST 10 years older than she was) and she had no one to relate to. Yikes.

Instead of wallowing in a bad-fit role, she left after 2 weeks, moved home, and spent a month figuring out her next move.

A recruiter at the logistics company called her, and as soon as she spent time in the office and met her would-be colleagues, she knew it was a great fit to start her career.

Overview of the company

They’re a large player in logistics & shipping and are an authorized resller for UPS which provides them the ability to offer customers better pricing than they’d receive directly from UPS.

Plus - customers receive MUCH BETTER service from them than what they’d get by calling a 1-800 number at UPS.

And, given almost every company in the world ships SOMETHING out, virtually everyone can be a customer of theirs (even if they currently work directly with UPS).

With offices all over the country, they offer employees the ability to move from city to city which is advantageous to her because she can try out new cities without leaving a role & company where she is having A LOT of success.

Day in the life

Her day typically starts at 8am and ends at 4pm.

When she joined, she focused all of her attention on finding customers. At her company, salespeople work full-cycle and are rewarded with promotions as they reach new quarterly revenue thresholds (she’s received 2 promotions in the last 2 years!)

What I found fascinating is how efficient she is at booking meetings with potential clients.

When she started, she booked 5 meetings over her first 100 calls. In SaaS sales, those are unheard of numbers for most people/industries.

Now, 2 years later, she spends 50% of her time on new business activities which typically results in 5 meetings per week which translates to roughly 4 new customers per month (she has 67 currently in her book!)

The other 50% of the time is spent on engaging her active customers (which can include supporting them when shipments are damaged & delayed) along with simply calling to foster deeper relationships & grow their accounts.

At first, she prospected smaller customers, but as her experience and confidence has grown, she’s going after larger companies and works closely with presidents and CEO’s.

She runs all her meetings herself, works on pricing proposals, and receives dedicated account management support for each customer that spends $1k+ each week.

Earning potential

She wasn’t shy to say that her base salary isn’t large, but the earning potential is very lucrative, especially as someone builds their book with large customers.

She has one colleague who in his 5th year, should exceed $500k in earnings. Sure these numbers are not “normal”, but it shows the potential with the right attitude and ability to bring on (and retain) large customers.

One of the things I loved about her company was that commission rates increase as your book grows. New team members start at 3% of profit (she’s currently at 13%) but rates can be as large as 30%.

And there are weekly contests that are extremely lucrative…in fact, there’s a current contest that blew my mind:

• Top 10 salespeople will each earn a trip for 2 anywhere in the world

• The 11th-20th best salespeople each get $25,000 cash

Those are the types of contests you don’t typically hear about in SaaS!

Final thoughts

Here are the top reasons why she loves her job:

• Surrounded by salespeople in their 20’s

• Fun and collaborative office culture

• Every day is different

• She’s build deep and fun relationships with customers

• Incredibly lucrative job in terms of earning potential

• She’s making a huge impact - customers often tell her that working with her has helped them reduce their shipping work from 8 hours per day to 2 hours per day. Wow!

So there you have it - if the world of shipping & logistics sounds intriguing, I invite you to check it out further. There are a few large industry players who might love to hear from you!

Recently captured interesting companies

EDGE Sports Global: Helping private and public clients build athletic venues

Morse Micro: Wi-Fi pioneers and innovators

Atlantic Heating & Cooling: HVAC services in the Boston-area

Eco Auto: Lowering the barrier of entry to sustainable transportation

Kimball Midwest: National distributor of industrial products

Jack’s Abby: Craft lager brewed in Framingham, MA

BSN Sports: Sports apparel and equipment from world’s top brands

Uptime Energy: Balanced alternative to extreme energy supplements

Stewart Painting: Full-service painting company in the Cape & S. Shore

Berkshire Brewing: Small-batch ales & lagers brewed in Worcester, MA

Words of wisdom

I met a very successful sales rep recently who never had an interest in tech sales. Why? Because he wanted to get into outside sales and knew that path would be severely delayed if he took the traditional BDR path.

My advice to everyone is to really think about what you want to do with your career and find the best path to get the knowledge & experience you need to be successful.

That’s all for this week. Happy hunting!

Jay Green “The Quota Hunter”

Good morning hunters!

Today's newsletter covers an overview of intlx Solutions & the world of telecom, some recently captured HOT jobs I think are interesting, and parting words of wisdom if you’re struggling to land an Account Manager role.

Enjoy!

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Main event

Spent some time with Dan McCabe, Executive Director of Sales at intlx Solutions, a technology and consulting leader in the telecom industry.

In this “hunt”, I break down an overview of the industry & intlx along with a ‘day-in-the-life’ of a sales rep to provide an overview of what you could expect if you were a seller on his team.

Prior to this chat, I knew nothing about telecom but left feeling like it could be an incredible fit for so many sellers (including me).

Let’s dive right in!

Career Background

Dan has spent time at companies like Votacall, Acronis, Thrive, and most recently, the past 6+ years at intlx Solutions.

Most of his experience is in telecom, cybersecurity, and IT Services and he has consistently overachieved throughout his career.

He joined intlx in 2018 as a Senior Account Executive and quickly moved up to leadership as their company grew from < 10 employees to 40+ in 2024.

Telecom overview

In the telecom industry, enterprises purchase phone systems that can be hosted on-premise, in the cloud, or as a hybrid solution.

Many industries like healthcare & financial services continue to choose on-premise solutions because it can enable a hybrid solution which can offer greater business continuity at a lower price than the cloud…plus, it can be a more secure way to protect data.

Given many engineers have moved away from telecom over the years to “sexier” industries, there’s a deficit of knowledge on how to set up and maintain these intricate systems.

That’s where intlx Solutions fits in perfectly.

Overview of intlx Solutions

They were founded in 2015 and help customers solve very complex and technical challenges such as setting up call center solutions & managing and maintaining enterprise-level phone systems with 5-50+ endpoints.

They work with organizations all across the country (and globe) like Massport, Market Basket, US Air Force, and large healthcare providers.

Aside from phone systems, they sell solutions that include Faxing, E911 Compliance, Paging, Video Compliance, and more. What I thought was really cool about the business is they can sell many products and solutions through channel partners (including cybersecurity managed services).

Their ideal client has 50+ endpoints but can range up to 40k+ for very large organizations. They’ve done an exceptional job at keeping clients happy and solving their needs which means they’ve consistently renewed contracts (while growing them) by selling additional products and services.

Also, there are a few competitors in their space that have struggled which means they’ve been able to pick up new customers due to their strong brand in the market.

Main differentiators

In talking to a few of their employees, it’s clear they have a few x-factors that set them apart from other companies (and their competition). Here’s a few of the examples I heard:

• Strong leadership who are very acknowledging of hard work

• Tight camaraderie amongst the team, flexibility day to day, transparency throughout the company, everyone is great at giving kudos, and amazing work/life balance

• They have added their own software development team to continue to differentiate themselves by growing their go to market offering with custom home grown solutions 

Day-in-the-life of a salesperson as intlx Solutions

Given the above, they’ve generated considerable web traffic thanks to their amazing Marketing Manager, Carly Larkins, and have 1 BDR who works leads and sets up meetings on behalf of their salespeople.

Their salespeople are also responsible for building relationships and booking their own meetings. One benefit they have is they keep hiring incredible engineers from within their industry, and because many of their former customers don’t want to lose their relationship, they follow them to intlx. What a vote of confidence for those engineers (and an insane help to their salespeople!!)

One of the challenging parts about their business is they may build relationships with companies who are unhappy with their current providers but are locked into a contract for 1-2 more years which means there could be a delayed gratification between interest and signing a deal.

This also shows one critical component that many salespeople may not like…

To reap the benefits in an industry like this, your tenure MATTERS, which means this is probably not a great fit for someone who gets easily bored and/or is not interested in sticking it out with one company for 4+ years.

When a customer shows interest in working with intlx, they roll out the red carpet for them which can include an on-site meeting with their CEO, engineers, and salesperson. This is the type of industry where relationships are important which means there are opportunities to travel, take customers out to lunch, etc.

I really admired how well Dan organizes his week (and that of his team). They come together once a week for team training sessions, meet with vendors on a regular basis to stay up-to-date on their technology and offerings, and reserve time to meet with customers.

I’d personally enjoy that system as it seems like all needs are covered while maintaining a nice routine.

Earning potential

What’s exciting about this industry (and intlx especially) is the earning potential. They offer a system where salespeople earn a percent of all profit on the deals they bring in (including renewals). intlx also has an incredible comp plan where salespeople can earn quarterly bonuses (and if they miss a quarter or two and then catch up to plan, they can earn those bonuses they had previously missed).

That is something I’ve never heard of before…and freaking LOVE it!

Sales rep salaries range based on experience (and can be greater than that based on prior experience/background) but it’s clear that a SaaS enterprise AE likely would need to take a step-back salary-wise if they were to jump into this industry.

But, with a higher percent of income based on commissions/bonuses (and a very lucrative comp plan), earning potential in the first few years can definitely surpass $200k for those that are successful.

And once those residuals start rolling on…sky is the limit!

Final thoughts

• Industries like telecom can offer lower salaries than SaaS….but have more reliable (and possibly larger) earning years with a higher weight on commission.

• Building a book of business can be very rewarding, especially when earning several thousand dollars (or more) every time a customer renews.

• This likely isn’t an industry for someone who enjoys jumping from company to company.

Recently captured jobs

• Trillium Brewing Company (Director of Sales & Marketing)

  • Based in Canton, MA

• Benjamin Moore (Territory Rep & Regional Sales Director)

  • Roles in Philadelphia, PA and Massachusetts

• Vita Coco (Retail Sales Manager)

  • Based in Massachusetts

• National Ramp (Senior Account Manager)

  • Based in New York

• Public Storage (District Managers)

  • Two roles in different cities in New York

• Nutrabolt (Area Sales Manager)

  • Based in Massachusetts

• The Lego Group (Field Sales Rep & Sr. Key Account Manager)

  • Two roles based in Massachusetts

• Harper Group (Territory Manager & Regional Sales Directors)

  • Three roles in Massachusetts & Connecticut

• BlocWorks (Director of Sales)

  • Based in New York

• International Paper (Sales Representative)

  • Multiple roles up and down the Northeast

• ofi (Sales Manager, Soluble Coffee)

  • Based in Samford, CT

• TPG Marina (Marina Manager)

  • Based in Jamestown, RI

• F.W. Webb Company (Outside Representative)

  • Multiple roles up and down the Northeast

• Superior Fence & Rail (Sales Representative)

  • Multiple roles in Massachusetts

Words of wisdom

Recently talked with a salesperson who has an incredible personality but is unfortunately struggling to find a new Account Manager role in such a tight market. Instead of focusing on account management, I recommended a full-cycle territory sales role outside of SaaS. Here’s why:

• If they join a company with existing clients in their territory they’re able to jump right into an Account Management-type role

• Would enable them to flex their relationship building superpower

• They can sell a tangible product/service (which they’d crush) while maintaining the customer relationship from start-to-finish

• Many outside sales territory jobs have less applicants than SaaS roles which increases the likelihood of earning the role

• These roles might have a lower salary than a SaaS AE role, but, earning potential could be extremely lucrative long-term (and more stable)

Food for thought for others in a similar position.

That’s all for this week. Happy hunting!

Jay Green “The Quota Hunter”

Good morning hunters!

Today's newsletter covers an overview of Intentisfy (an intent data provider) as told by a seller who’s ROCKED his quota for 4-straight years, some recently captured HOT jobs I think are interesting, and parting words of wisdom based on a conversation I had with a long-term Amazon salesperson.

Enjoy!

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Main event

Recently met with Matt Barbieri who has spent the last 4 years at Intentsify, a leader in the intent data industry. He’s (only) 6 years into his career and has already built an incredible perspective on life, sales, and success.

Let’s dive in!!

Here’s a quick backstory:

Matt attended UNH and gained a love for sales through his work with their professional sales group. His first sales job was at Fidelity, and after commuting 1.5 hours EACH way 5x per week, he knew it was time for a change.

He grew up playing hockey with Jake Citrano and joined him at a young Intent Data company.

He gained a crash course in how to conduct business as he, Jake, and one other salesperson had to teach themselves about the intent data space, figure out who to sell to/how to sell, and even create their own sales contracts.

This unconventional opportunity taught Matt lessons like:

• A strong work ethic

• How to teach himself

• How to be resourceful

And he said someone that really stuck with me:

Being in that chaotic/unstructured environment taught him how to be self-sufficient, which in my opinion, is a key skill necessary for top salespeople. Matt learned that lesson very early in his career and has benefitted greatly from it!

Then in August 2020, after a year of learnings and growth, he got connected with the founders of Intentsify and jumped aboard as employee #12.

Overview of Intentsify:

Intentsify helps marketers & data scientists gather precise buyer insights uniquely calibrated to their needs to help move buyers forward wherever they are in their journey (learn more by checking out their website!)

There are other competitors in their space (like Bombora & 6sense) but their differentiator is data + activation services along with the highly prescriptive approach they take.

They sell to large enterprises like Adobe, AWS, Oracle, Nasdaq, and Mastercard and having a lot of success driving successful campaigns that keep these large clients happy (and coming back often!) They now have 200+ employees and are growing quickly.

Overview of their ICP & day-in-the-life of a salesperson

Their ideal customers have 2,000+ employees and Matt mostly engages with marketers and data scientists (but mostly marketers) and sells campaigns that cost high six and even 7-figure deals each that last for 90+ days.

As an Account Executive, Matt works full-cycle and spends half his day prospecting into ~100 named accounts and the other half engaging his book of business that have active campaigns.

One of the pieces he enjoys most about his job is getting to travel in-person to his clients which he does 1-2x per month. I loved this quote from him:

His quarterly and annual goals have two main components:

• Net-new logos 

• Revenue

He’s been working with many clients for several years where he’s built deep relationships with many business units leading to additional revenue as he expans his accounts.

When new Account Executives join them, they typically work a list of 150-200 accounts which can span different geographies and industries.

Who’s an ideal fit to be a salesperson at Intentsify?

From Matt’s perspective, industry experience is not required and personality and soft skills determine whether someone can blow out their goal and crush $200k+ in income (or fail).

Successful attributes include:

• Hard work

• Buying into their model/learning from peers

• Outgoing personality

• The right attitude

• Ability to multi-task back and forth between prospecting into new accounts/reactivating dormant accounts and taking care of clients

Interested in learning more about Intentsify? Check out their career page!

Recently captured jobs

Based on a recent poll I conducted (along with conversations with many experienced SaaS AE’s), it’s clear that $75k+ salary is what it will take for many to move outside of SaaS.

For hunters that feel similarly, I highly recommend checking out companies in data (like Intentsify) along with those in IT Services and Consulting.

Here are a few companies we’ve hunted that could be worth a look:

• K Logix

• Technium

• Exaltaret

• Expedient

• Visual Edge IT

• Prolifics

• iCorps Technologies

• Forrester

• Rightpoint

Words of wisdom

I recently caught up with a salesperson at Amazon who’s worked on several of their sales teams. What I learned blew me away…

He does NOT have any variable commission! Between his salary & RSU’s, he’ll take home well north of $300k in 2024. And given how well he’s performed, his annual performance reviews often include salary & RSU increases.

He’s incredibly happy & has no FOMO from not getting commission, especially considering he has access to incredibly smart people and is learning & growing every single day (along with the ability to take on new challenges). He also has plenty of worklife balance which was surprising to hear based on what I’ve heard about their culture. Interested in that kind of environment? Check out Amazon!

Note: The vast majority of Amazon sales teams DON’T offer commission (but their AWS & Ads sales teams DO).

That’s all for this week. Happy hunting!

Jay Green “The Quota Hunter”

Good morning hunters!

Today's newsletter offers a deep-dive into a very successful Boston-based coffee company, some recently captured HOT jobs I think are interesting, and parting words of wisdom to consider as you think about your sales career & journey.

Enjoy!

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Main event

Ever thought about a career in the food/service industry? Or running a small business? If so, you’re in for a real treat as I recently sat down with Logan Mahoney from Atomic Coffee Roasters.

He joined his 2nd generation family business after graduating from Bentley University in 2018. They’ve been thriving for 25+ years and service hundreds of cafes & restaurants ranging from Portsmouth, NH to Providence, RI. They also service grocery & other retail channels.

This post will cover an overview of their business, what it’s like to be a coffee salesperson, and other interesting perspectives from a leader in this space.

Quick backstory:

Logan’s uncles opened up their first cafe in 1996. They were frustrated with their coffee suppliers and decided to start their own roasting business later - one of the first micro roasters on Boston’s North Shore. Now owned by his Uncle, and his father, Logan’s Uncle still operates the Atomic cafe as a sister business while Logan and his brother focus exclusively on their wholesale division.

And with traditional coffee, cold brew, and coffee liqueur, they have something for everyone. Plus, they offer training & support for their customers, sell the best coffee equipment on the market, and offer complementary products like tea. Their business is a home run.

Overview of their model & approach:

One of their major strengths & differentiators is that their roastery is located in Peabody, MA which means all of their customers have proximity & access.

Here’s why that’s important:

• They roll out the red carpet to prospective customers by inviting them for a taste test & tour before they officially sign up. They meet the team, get to ask questions, and receive the white glove treatment they may be unaccustomed to from their current coffee supplier(s)

• Their team personally visits the restaurants they service to train them on how to use the machinery, ensure the coffee tastes perfect, and teaches their staff how to make coffee art which drives a truly unique customer experience (this was a service I was not expecting them to offer and it blew me away)

Pre-covid, their business was mostly centered on offices, however, they’re focusing a lot of attention on restaurants & cafes because they order more often, have the right staff & set-up to offer an up-scale coffee experience, and they order a wider variety of products.

Life as a salesperson at Atomic:

Their sales team is made up of 3 people, each with slightly different areas of focus. Logan is mostly focused on inside sales support & networking where their two salespeople spend about 60% of their time on new business & 40% of their time on client support.

New business:

They receive inbound leads from their website (and leads from Logan), customer referrals, and also prospect themselves. Their market is large enough where there are lots of potential customers for them to capture, especially considering a lot purchase coffee from distributors who don’t actually control the process/quality.

Throughout the conversation, I was struck by their focus on quality over quantity. It’s clear that Logan & their team really care about delivering an incredible experience to their cafes (and the end-users who drink their coffee). 

Customer support:

The salespeople help install equipment, make sure everything tastes great, and monitor quality control.

The “right” salesperson profile for Atomic:

Logan thinks about hiring in a refreshing way. As he puts it:

Here’s what that means:

They hire for personality/potential and look to hone their role/focus over time as they understand their strengths and interests.

This is one of the benefits of working for a smaller, family-owned business. They don’t have VC’s & investors breathing down their neck demanding fast results. They have the luxury of being able to wait for the right people. And that’s freaking awesome!

The perfect background for them:

• Experience working in cafes

• Love for training

• Extroverted

• Knows about their equipment/interested in learning

• Lives locally to Danvers, MA (face-time & providing A+ service are their strengths & differentiators after all)

From Logan’s perspective, it is harder to teach the barista skills than it is to teach how to sell.

In closing:

Food/coffee sales are a GREAT option for salespeople/aspiring salespeople looking to build genuine relationships with customers, work full-cycle, want to have a close connection to the food/beverages they sell, and have FUN while they’re at it!

The earning potential may not be what an experienced SaaS salesperson is used to, but maximizing earning potential isn’t the #1 priority for everyone.

It certainly isn’t for me ;)

12 Recently captured jobs

• Account Executive @ Thompson Safety (Wilmington, MA)

  • Territory sales selling first aid, safety supplies, and training

• Account Manager @ Dog Curtiss Landscape (Westborough, MA)

  • Full-cycle sales + coordinating crew, materials, and equipment

• Sales Executive @ Janel Group (Lynnfield, MA)

  • Full-cycle sales in logistics & transportation

• New Equipment Sales @ Otis Elevator (Agawam, MA)

  • Territory rep (includes in-person sales & presentations)

• Account Executive @ Sourgum Waste (Jersey City, NJ)

  • Revolutionizing waste & recycling industry

• Field Sales Rep @ Symmetry Electronics (Boston, MA)

  • Territory rep selling sensors, AV, and wireless connectivity

• Legal Sales Rep @ Marsden Law (Holliston, MA)

  • Closes engagements with new clients

• Community Sales @ Hawthorn Senior Living (Hopkinton, MA)

  • B2C sales role w/ a goal of 100% occupancy

• Field Sales @ Henry Schein (NJ remote)

  • Sell to healthcare practitioners in a specific territory

• Manager, Inside Sales @ Iron Mountain (Boston, MA)

  • Sell sustainable solutions for records & information management

• Business Development Manager @ Staples (Philadelphia, PA)

  • Individual contributor focused on healthcare

• Account Executive @ Expedient (Philadelphia, PA)

  • Territory rep selling IT and cloud solutions

Words of wisdom

Compensation is an important component to consider when thinking about making a career move. Here’s the questions everyone should ask themselves:

• How does “salary” rank vs my other motivators i.e. stability, earning potential, selling something I’m passionate about, etc.?

• Do I want to own the full sales cycle or just a portion of it? (owning the full cycle could equate to long-term income growth/stability if you’re able to own, manage, and expand accounts) but means you’d take on more work/your work week might be harder to get into a “routine”

• How comfortable am I with taking a role with a lower salary but high earning potential? If comfortable, how long can I afford to have lower earnings? (some industries/roles can build earnings quicker than others)

That’s all for this week. Happy hunting!

Jay Green “The Quota Hunter”