John joined a hot enterprise startup, backed by a top VC. His job: close pilot deals with enterprise customers. Jess joined a SaaS company backed by the same investor, to develop an inside sales process to convert individual users into enterprise clients.
Two years later, both John and Jess had closed key early clients, confirming their business’s customer acquisition assumptions and helping secure premium Series B valuations. Jess was leading a department of 10 reps, but John was replaced by an experienced sales director — quickly becoming the most junior member of his team, with the least responsibility and the least extensive list of customer prospects.
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