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.