What's the right SE-to-AE ratio when your average deal cycle hits 90+ days with 3+ technical stakeholders?
Answer At 90+ day cycles with 3+ technical buyers, you need 1 SE per 2-3 AEs—not the mythical 1:4. Here's why: longer sales processes mean more technical depth required, more validation calls, more proof-of-concept shepherding. Pavilion's 2…
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