Good reps land in bad startups. Own it, show what you learned, refocus on your track record, and keep the resume entry tight. Use clear language that signals maturity, better decision making, and intent to stick and scale.

Most AEs miss elite startups not for lack of talent, but misalignment with what top teams value. Get past the first filter by fixing the gaps: real SaaS experience, proof of overperformance, context on your motion, and a profile that shows durability, relevance, and impact. Use targeted career moves to build the track record elite founders actually buy.

Big base + flashy OTE looks great until the math collapses. OTE is built on assumptions about win rates, ramp, pipeline, and market pull. If the product is weak, the territory is sliced thin, or leadership is lost, you won’t see that money. Choose environments where you can win and compound your value.

Bad numbers at a messy startup do not have to tank your next interview. Own it. Reframe what you learned, show overlap with their ICP, prove adaptability, and bring the chip on your shoulder as an edge. Use clear, specific language that signals you can create motion and add value fast.

Telling a hiring manager you are open to AE or CSM sounds flexible...but it reads as unsure. Pick the role where you win, back it with proof, and state it clearly. Use simple lenses to choose your lane, then position your story with crisp scripts for AE or CSM so you come across as focused and hire ready.

Interviewing for a new business AE role at an early-stage startup. Bring one sharp story that proves you can create pipeline and close without brand or machine. Frame it like a founder pitch: clear, scrappy, specific. Use scene, hunt, process, product reality, results, and adaptability.