While listed as an AE role, its important to note that the job is almost 100% upselling current accounts, not new business. The customer support team is extremely disorganized and your job consists of a lot of customer support/account management tasks as a result.
The book of business you're selling into is very small, about 150 current accounts and 100 new accounts, most of which are not a good fit and there are not new accounts being added to your pipeline so you're working off only what you're given to begin with. You are allowed to find new companies to add to your pipeline but unfortunately Semrush is well known in the industry and many good fit accounts, agencies or larger companies with big marketing departments, are already in the system.
On top of this, the pitch is very tough. You're working on upselling accounts that pay around 200-500 per month on products that are upwards of 4,000 per month. I was hearing a lot of success stories from SMB and enterprise due to SMB holding many of the agency accounts who need large Semrush accounts and enterprise holding larger companies that are willing to spend much more on their marketing tech. Out of the 150 current clients in my book, about 8 of those were marketing agencies who are the most likely to spend several thousand on marketing tech per month so while I had a lot of great conversations with current clients, the reality was that they were not willing to upsell 10-20 times their current rate.
When I was hired I was that you would be sourcing 70% of your business with 30% coming from marketing and SDRs but when I joined the company I was told that all SDRs were let go and I only received 1 lead that resulted in a meeting from marketing while I was there.
Lastly, it seemed very unlikely to be promoted from MM to enterprise. There were several reps that performed extremely well and were told they were not eligible due to parameters that were impossible to achieve or to quote my coworker "you guys must be on another planet". For example, in order to be promoted from MM to enterprise, they wanted you to not only sell over quota for the entire year with only one month missed but you also had to make 50 connects per week. A connect meaning a meaningful conversation lasting more than 10 minutes with one of your accounts. This would mean you'd need to talk to 10 of your clients every day from a book of 150 accounts and still try to prospect and sell on top of that. I didn't stay long enough to see if they would actually enforce this but it was brought up several times as being unrealistic with no agreement from leadership or apparent desire to adjust.
Overall, Semrush is an awesome company with an incredible product and success throughout their SMB and enterprise team but for all of the reasons I listed above, they were consistently selling much lower than their quota, with maybe 10% of reps consistently hitting and the team as a whole around 40% of quota for the time I was there. This ultimately resulted in very high turnover. For these reasons, I would not recommend the mid market team specifically.
