Has potential if they learn from past mistakes - Sales ShiftLeft Employee Review

Product- Not enough languages supported to fuel market growth necessary in today's climate. Snyk is going to swallow SL up. Instead of taking funding from Round B to build the product to be compatible with more languages, they got excited and invested into sales expansion. As a result, many deals were lost that were added into the pipeline in POC and went dark after initial Discovery calls due to a lack of language support. As a result, they have now pivoted by laying off several members of the sales division. Infrastructure- Leadership recently churned by choice seeing the writing on the wall, for greener pastures. I can only assume the company is in for a tough next 2 years as the replacements of leadership, are classic mistakes tech companies will make in promoting decent individual contributors with little to no leadership experience. Leadership in place today as a result of having no leadership experience, will continue to naturally resort to simply looking at reports and considering that to being a successful manager. They'll coach the number instead of the behaviors of the individual to develop their sales teams. SDRs- Activity level is high and they are engaged but for the most part, have little to no prior tech experience. With a lack of credibility and being able to think on the fly with outbound/inbound prospects intelligently, leads to a "chicken running with its head cut off" type of day-to-day culture. SDR team in place right now are very bright and with the right sales leadership in place, have potential to improve and succeed in the future. AEs- I've been in sales a long time but from my first day, it's as if our team forgot 90% of our results will come from self prospecting outbound. It seemed as though there was an expectation that opportunities would just land in their lap in a nicely gift wrapped package with a bow on it. There were brief and very light discovery calls and when one challenge would be brought up by a prospect, instead of diving deeper to fully understand the objection, the team and leadership was quick to disqualify the prospect. Overall, the mistake of investing in their sales division from their round B of funding was Elementary in nature at best. They will now need to ironically, shift right and learn from their past mistakes.