Dear SaaStr: How Many Calls Can an Enterprise AE Self-Source Per Week?
The 50+ calls per day for a many SDRs still holds. But it doesn’t really work for an enterprise AE trying to generate a material portion of their pipeline themselves in large accounts.
For enterprise AEs self-sourcing their own pipeline, the number of calls they can realistically make each week is much lower than what you’d see in a high-velocity sales environment. Enterprise deals are complex, requiring deep research, personalization, and multi-threading within accounts.
Based on what I’ve seen, a good enterprise AE might self-source 5-10 truly high-quality calls per week.
Here’s why that range makes sense:
1. Time-Intensive Process
Enterprise sales involve longer cycles and more stakeholders. AEs need to spend significant time researching accounts, crafting personalized outreach, and navigating internal hierarchies. This isn’t about volume, it’s about quality.
2. Pipeline Contribution
Enterprise AEs are typically expected to self-source 30-40% of their pipeline. To hit that, they need to focus on fewer, higher-value calls that can lead to meaningful opportunities.
3. Conversion Rates
Enterprise AEs often have higher win rates on self-sourced deals because they’re targeting accounts they know they can close. This makes each call more impactful.
If your AEs are struggling to hit this range, it’s worth looking at whether they’re spending too much time on low-value activities. Or honestly, if they are really willing to do true outbound themselves … at all.
You may have some of the wrong soldiers on the team.
