From BDR to AE: Finding the Right Sales Mentor

No time with your manager? Here’s how to build a support system for success.

DEAR STAGE 2: I was recently promoted from BDR to AE and know I have a lot to learn. I really like my manager, but he has 12 direct reports and I don’t feel like I get enough time with him. I want to make sure that I am learning as fast as I can. Do you have any advice on finding a mentor or someone who can help coach me in this role? ~SEEKING A MENTOR

DEAR SEEKING A MENTOR: Congrats on the promotion! Making the jump from BDR to a closing role is huge for your career and it’s great that you’re already thinking proactively about your growth. The good news? There are plenty of ways to accelerate your learning.

I’ve always thought of managers, mentors and coaches as different roles and see value in all three:

• Manager: responsible for overseeing your day-to-day work, helping you achieve results, and accountability for your overall performance

• Mentor: generally focused on long(er) term career development and sharing guidance from his/her personal experiences

• Coach: helps you improve specific skills often in short, concentrated bursts

With this in mind, I spoke with Eddie Patzsch, VP of Revenue at Optimove, to share his advice on how to build a bench of folks who can help with your development. Read on for his top tips:

Find Someone Just One Step Ahead

Eddie recommends looking for a Senior AE or Enterprise AE who was recently in your shoes. Even in small teams, there is generally someone who came before you - they worked hard to level up and still remember the challenges of being a new AE. Since they’ve walked the path you’re on, they’ll be able to offer tactical, relatable advice.

How to do it?

• Observe who’s consistently hitting quota and ask if you can shadow them on a call.

• Offer to help them with prep work—researching accounts, setting up meetings, or sharing notes.

• Frame your request casually: “I’d love to learn from you—any chance I could buy you a coffee and pick your brain?”

Expand Your Search Beyond Your Company

No one to mentor you internally? Make LinkedIn your best friend. Senior AEs at other companies often enjoy paying it forward and sharing what’s worked for them. You’d be surprised how many people will say yes to a quick chat. If you’re not ready for 1:1, you can also join industry-specific groups where sales professionals share advice (many have Slack communities too!).

How do you reach out?

• Keep it short and genuine: “Hey [Name], I just transitioned into an AE role and saw that you made a similar move a couple of years ago. I’d love to hear what worked for you. Would you be open to a quick 15-minute chat?”

• Considering coming with a specific ask: “I’m trying to improve my objection handling skills. Can I share a clip of a call recording with you to see how you might have handled the situation differently?”

Learn from the Best—Through Content

When Eddie was an AE, he relied on podcasts to soak up knowledge daily. Some of his top picks?

• Scott Ingram’s Sales Success Stories – Real stories from top-performing sales reps.

• Jeb Blount’s Sales Gravy – Tactical advice on everything from prospecting to closing deals.

• 30 Minutes to President’s Club – Bite-sized, actionable sales tactics.

Pro tip: Use ListenNotes to search for specific sales challenges and find relevant podcast episodes. It’s an underrated tool with a goldmine of content.

Get Closer to the Product Team

Want to accelerate your learning curve? Become an expert in your product. Eddie swears by this approach—he found that working closely with the product team gave him insights that other sellers didn’t have. Ways to do this?

• Volunteer to help with product testing or beta launches.

• Ask product managers what they think about upcoming features.

• If the product is technical, use AI tools like ChatGPT to simplify complex concepts or refine messaging before speaking with prospects.

Over time, this makes you the go-to seller when buyers have tough questions. As a bonus, you’ll start building relationships with cross-functional leaders who can also mentor you in different areas of the business.

You don’t have to go through this transition alone. If you take these steps, you’ll not only accelerate your learning but also build a network of mentors and coaches who can guide you throughout your sales career.

Until next week!