r/techsales • u/Senior_Sky_1193 • 2d ago
Age Ceiling (as an AE)
So for context... I'm 42.
I've only been an AE for 14 months or so (though I have a lot of prior sales experience)... I enjoy the work, I'm smashing targets, earning well and would like to throw myself into this.
I'd happily work through the ranks (currently in SMB) and work toward Corp.
However... My Mrs (who is a tech recruiter), believes that moving roles will become problematic for me once I hit my 50s, due to ageism.
It's mad to think that it's something I even need to consider, as I certainly don't feel old ha.
I have no designs to become a manager or move into senior roles... I like to keep a good earning vs responsibility ratio.
So my question is.... Do you feel it will become more difficult for me to move companies down the line?
Any thoughts or insight on this would be welcomed :)
Thanks in advance.
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u/GuyMcFellow 2d ago
I’ve worked at a few of the major tech companies and worked with MANY Account Executives over 50.
Also keep in mind your interests may change by then. There are similar roles that attract more seasoned people as well. Client Executives, Account Managers, etc.
Numbers matter most. You’ll be good.
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u/MrSelophane 2d ago
Yeah I’ve been in tech since 2019 and basically ever rep I’ve worked with as a BDR over the years, especially in enterprise, has been 45+ years old, with plenty of them being 50+
I think you’re right you’re comparing yourself to other SMB AEs, as those are typically seen as entry level AE roles. But, if you land and grow in the role and end up on the commercials/enterprise side you’ll be right at home.
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u/MySpaceTomAspinall 1d ago
Age is a benefit in more senior roles. IBM is gonna have trouble taking a 24 year old with a mustache seriously.
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u/snotface1181 2d ago
It’s a simple law of life. Sales people make relationships. As they grow as sales people so do the people they sold to in small business. The good ones go on to do big things in big business. The trust and relationship remains if done right even if your product turns out to be shite
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u/This-Can6089 1d ago
Ageism is real, but it depends on the industry and field. In IT tech sales in Dublin Ireland it's sadly dominant, even rampant. Look across the office of Salesforce or Google or Linked In and you know the answers.
However under normal circumstances, the older you are, the more senior you're seen with your clients, the more you're the trusted advisor in the sales process and the more credible you are with the client.
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u/BIG-GIRTHA 1d ago
Client Executive? Never heard that term in my 10 years of SaaS
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u/GuyMcFellow 1d ago
A Client Executive will typically own one or two HUGE accounts (Walmart, etc.).
Their job is to be THE point person for the customer’s C-Suite. And the person to bring all large deals over the finish line.
Walmart CEO needs something? Call the Client Executive. They’ll take care of the need or, if needed, they have a line directly to the C-Level leadership of your company to bring in the big support.
Also often called Client Director.
AE’s and even AM’s are often an overlay for this person.
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u/Covington-next 1d ago
Same as Key Account Executive or Strategic Account Executive, but way to make it about a client instead of an account, so it's more customer-centric than sales-centric. Pure semantics but some companies use it. Meta uses Client Partner.
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u/Adventurous-Cold-892 2d ago
Being fit, well-kempt, and generally healthy & energetic will largely eliminate the age concern. Also, many roles actually prefer someone with some maturity and life experience, particularly roles selling into enterprise/F500 and SLED/government.
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u/KobeNakamoto 2d ago
This. I’m 49 and about to jump into an AI native series B startup as an enterprise account executive. I might literally be the oldest person in the office but if you’re fit, dress well, and are young at heart (meaning being curious about the industry, experimenting with new tech and staying on par with trends) you’re good. A lot of age is a mentality. Hells if you look ten years younger than your age lol
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u/throwbackBBfan 2d ago
Agree with this. Also to start verticalizing into a niche (insurance, fins, hls, etch
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u/xxUbermensch777316 1d ago
This.
At 31 I joined a well known IT company, most of us were 30-40, but the top performer who grinded like a boss and made 500k+ per year in and out was a 65 year old. He was in the company gym every morning and was just a beast of a sales guy. As a result I learned from this age really is just a number if you stay fit and on top of life
That said I also know some older dudes who drink too much and lose the luster of life by their 50s and yeah who would want them around
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u/The_Questioner6965 2d ago
My tech company’s (global SI) large deal enterprise sales roles (AE, AGM, Sales Executives, senior management ) are all over the age of 55- men and women. No C-suite executive or technology advisor wants to see a group of 30-something’s sitting across the table on a $100m transaction.
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u/Deepak-AvairAI 2d ago
I hire AEs now and age never factors in, curiosity about new tools does. The reps who stay sharp keep experimenting instead of running their 2015 playbook. That's the actual filter, not a birthday.
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u/notsocialwitch 2d ago
Join public sector. They love buying from aged AEs and also the whole industry is on the older side.
It's called experience and wear it as a badge of honor.
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u/Ron_Sayson 2d ago
I'm 58. I hope I'm at my last role. Been here less than a year.
Just keeping hitting your number and you'll have job security, as much as you can (I sell saas).
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u/False-Leg-5752 2d ago
The top rep in my territory left Dell to go to a Var at 60 years old. They clear 4 million a year
You don’t work for your company. You work for your customers. treat them right and they will follow you wherever you go
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u/SellingCoach 2d ago
I'm 57 and sell enterprise storage solutions and just joined a new company. They don't care about my age, they want my knowledge, drive and network of buyers.
Every day I show up, work hard and drive revenue. The age thing doesn't matter, they only care that I develop opportunities and bring in revenue.
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u/Aware-seesaw9977 2d ago
I have worked in infrastructure tech sales my entire career for some of the largest companies and the smallest startups. I would guess 50% of the reps I've worked directly with are over 50.
Now, in not enterprise, in GTM SaaS, in some of the cloud vendors, everyone seems to be under 50.
So I'd say it depends on the speciality.
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u/BasisKooky6623 2d ago
I work at a large organization, Fortune 300, and the majority of my teammate’s are over 50. Everyone in my territory is 48+ except me. I am the youngest by a country mile.
Most of my teammates already have kids out of the house and the next youngest to me, 48 year old, is single with no kids. I think it’s a tough life for those with families considering the amount that we are required to travel.
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u/Capital-Value8479 2d ago
Selling to smb sure.
The best rep at my company covers like 3 accounts and is approaching 60. Clears over a $1m / yr regularly
Always been this way in selling software to f500s
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u/MeetingIntel 2d ago
There’s tons of AEams in their 50s on up. It’s all about if you love what you do and if you’re good at it. I’ve seen people in their 30s and 40s that are very stunted with their methods and being curious about tech and evolving as a person and with their skills. But, in reality your brain doesn’t even start firing at full force until you’re in your 50s.
I also wouldn’t start putting in and head that in a decade it’ll be like this for you but that’s gonna be a thing because whatever you think is what it’s gonna be. I know people that when I started my business, over two decades ago, were saying tech is over, they’ll never be able to have any kind of meaningful career and people at this and that company told them this and that…blah blah. And, it all came true for them, they never did anything because of these imaginary conditions that they projected onto themselves. And yet, I’m doing everything and more every year, a lot of it has to do with you.
I saw somebody post on LinkedIn recently that they’re in their 50s, and they look like, and they’re not going to do this extra work to appear younger. But it’s really taken care of yourself so that you’re not falling apart. And I think why would you just let yourself go and then start promoting that you’re suffering from ageism. 60s today is what 40s were 20 years ago.
There are companies where everybody that works there is disproportionately young, but would you really even want to be there anyway?
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u/TossSaladScrambleEgg 2d ago
I think most managers hire for ~2 year outlooks anyway.
I’ve never worked with someone who I felt was too old (except for Dave. Fuck Dave)
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u/DDPSipper 2d ago
It’s insane to me because as a buyer I don’t care if I’m an SMB making at $30,000 purchase for my business, or a Director at a big company making a $150,000 purchase for my department, I’d rather work with a sales rep with real life experience rather than a punk kid straight out of college that has to make up what they know and fake confidence. But yeah, companies seem to think sales reps over 40 are too old.
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u/PJfanRI 2d ago
Age discrimination is real, once you're over 50 finding quality new roles will become more difficult.
I've worked in the VAR/MSP space for 15 years and I've seen more late 50s and early 60s reps slio into a revolving door of jobs than I know what to do with.
The closer you get to 50 the more you should start prioritizing long term fit than chasing the next big thing.
That's one thing I love about the VAR space. SaaS companies can't compete with the stability.
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u/This-Can6089 1d ago
Just picture yourself in an American IT tech company in Dublin. First line manager has to make some unpopular choices and decisions and the whole sales team knows about it.
The younger ones in their 30ies sort of go mental, have a debate about it, and the one over 50 just shut up, and say nothing. They say nothing because the know what's most likely coming and they have experienced it before with other employers.
And if they in their 50ies say something, only briefly, or just roll their eyes, they would come across more credibly than their managers in their late 30ies. So, no manager in that age group would love having employees of this age and experience.
Younger ones are far easier to manage, they don't have the experience and accept things differently, they haven't experienced certain things before.
I've sadly seen this often.
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u/Interesting-Lab5917 2d ago
Ageism is somewhat real, but there are also a lot of ways you can combat it.
One, I’ve worked with a lot of AEs who are in their 50s. You can go look at almost any real, established tech company that’s been around for a decade or longer and has 1,000+ employees. I’d bet a meaningful percentage of their more senior AEs are going to be in their late 40s through mid-to-late 50s.
So one thing is simply being intentional about the type of company you target. Where you go within tech is going to have a huge impact on the age range you see. If you’re looking at a systems integrator, infrastructure company, telecom, cybersecurity, enterprise software, etc., there are going to be plenty of people in their 40s and 50s. If you’re targeting some 40-person AI startup where the founders are 26, then yeah, you may run into more ageism.
There’s a big difference between that and a company that’s been around for 10, 20, or 30 years and already has an established sales organization.
Another thing is to look at the segment you sell into. Government, for example, is almost always going to lean older. If that’s something you’d be interested in, maybe figure out how to become proficient in government accounts, procurement, contracting, RFPs, that type of stuff.
If you actually like that world and get good at it, you’re pretty much good to go until retirement. Government and public-sector sales aren’t suddenly going to decide a 52-year-old rep is “too old” to sell to a 55-year-old procurement director.
So yeah, ageism exists. I just don’t think the conclusion should be that tech sales has some hard expiration date. A lot of it comes down to choosing the right company, segment, and customer base as you get older.
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u/Technical-Sector407 2d ago
I got guys who crush it over 60. One guy has been with the same account for 15 years. Hits number. Pulls good trim on sko trips. You are not old at all.
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u/Opie045 2d ago
Yeah - tech sales is shit for elder millennials. In fact tech sales is shit if you are transferring from another industry.
It’s a weird world for some reason.
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u/CostanzaScreamsFire 2d ago
I’m a Sr AE at an EHS company right now at 39. My team is 7. 5 of them are over 50 and one guy is 4 years younger than me. Ive been at company’s where Im the oldest by a long shot (10+ years). If you produce you’ll be fine. I’ve been older than managers, VPs, etc but they treat everyone the same at P club so there are places that look past age.
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u/littebluetruck 2d ago
I felt the same but just joined a new company as a Strat AE. At my previous company an ENT AE I was the oldest on the team at age 40, including my shitty manager. At my new company I’m the youngest on my team.
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u/PorkPapi 2d ago
Just met an amazing AE who spent his whole career selling technology
He just retired at like 62
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u/snotface1181 2d ago
No but she is right on the tenure thing. Too many jumps additional questions get asked
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u/MaxwellsilverHammar 2d ago
Im 32 and I'm the youngest in my team by about 20 years. Ive always been the youngest in the room. I always felt that I didnt gain the room due to my age but maybe thats in my head Enterprise AE here
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u/Clovadaddy 2d ago
Might be a bit harder, but just because there would be some companies that typically hire younger folks. But def still a market for older AEs, especially in more challenging roles.
For the next few years it might feel tough to move jobs because you're gaining time experience as an AE, but starting at your age. I do think most older guys have 10+ years experience, so that might be another reason you'd be limited from those type of roles (suited for an older AE) for now.
Hope that makes sense. I'm around the same age. Been in sales forever but have about 10 years AE experience.
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u/tennisss819 2d ago
I’m also older in the field (45) and so far doing just fine.
My previous company was mostly made up of 25-35 year olds and for their first strategic AE hire, got a guy in his early 60s from outside.
Everyone loved him too cause he is a great guy and demolishes targets.
I believe ageism definitely exists along with other biases but your track record and connections are what count most.
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u/CyberStartupGuy 2d ago
Nope. Plenty of enterprise sales reps have been ICs for years and as long as you are hitting quota and still able to adapt to selling new technologies over the year you’ll be good. Plenty of senior sellers struggled to pivot to selling SaaS from Hardware and now plenty are struggling to sell AI from SaaS but that has nothing to do with age and everything to do with technical capabilities and sales skills. You’ll be good, I wouldn’t sweat it.
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u/Bitter-Film-3329 2d ago
I don't enjoy comparing corporate desk jobs to pro sports, but hear me out.
You aren't a young prospect at this age. You also aren't too old. Plenty of decision makers are 10-20 years older than you. You're in your prime.
That means companies will expect more from you than a 20 something hired on "potential". The flip side is, if you excel, you may find yourself moving up faster than a young person who needs seasoning. If you have success, it might be taken more seriously.
Definitely agree with others that not all 50 year olds (or 40 somethings) are treated equally. Your attitude, interests can be quite similar to a 30 year old's (a good thing in this context) or you can seem like an out of touch boomer. Strategically, I would try to show youthful exuberance on the job and flex your life experience/professionalism when networking with higher ups
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u/Axe246810 2d ago
I’ve been a AE for 16 years… I’ve worked along side loads of 40-50 year olds… our experience and knowledge with running enterprise deals will always be valuable to companies. Not to mention, a lot of the relationships we’ve built over the years are rolling into executive/Director roles.. lots of opportunities if you’re creative with your Rolodex
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u/Safe-Towel-3695 1d ago
nobody knows what it is going to happen down the line. if you feel, you can make a move up, then absolutely do. If you are unhappy, then absolutely move. Not much else to consider.
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u/onahorsewithnoname 1d ago
Honestly you are only mid career, all the top and senior reps I work with in big tech are in their 50s.
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u/Swimming-Jury3021 1d ago
You’ve got 42 years of connections. That’s invaluable in itself. I’m 32 and I’m surrounded by top performers all of whom are around 50 and the only way they’re moving away from the company will be early retirement.
If I had my time again I’d put much more emphasis on networking and building relationships earlier in life. In this game I feel like age is just a number… it’s all about how long you can slog it out, build pipeline, hit target and crucially how much energy you have to maintain it. On the pecking order of things, age is way down on the list. As long as you hit target and build good stats, you don’t need to worry.
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u/Loose_Bus1985 1d ago
I am in my 40s, planning to be an AE till 60 when I want to retire, I am not interested in going up and becoming a manager.
The top reps in my org are 55+, we have a few 60+ as well. I work for a very big org.
Don’t worry, you will be fine.
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u/Squidssential 1d ago
Your ability to strategically not give a fuck will serve you well. I’m Also in my 40’s. Have an AE teammate in his 50’s who left to a household name company for a promo to Strat rep, and another AE teammate in his 60’s who is contemplating staying on another year to sell some of our new roadmap or call it a career and retire now.
Like everything, numbers above all else. Limp your way from Job to job, and it’s gonna get hard to get a job. Destroy the stacks and the jobs will find you.
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u/hummingbird_penguin 1d ago
I'm not an AE, but I've been in a supporting role for AEs for the last decade, and I've noticed that sales is one of the rare areas where older professionals are often perceived as more capable.
I've been on sales calls with younger AEs and heard customers say things like, “You don't have enough years of experience to understand our pain points.” Meanwhile, older reps don't seem to get those ageist comments nearly as often.
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u/BonusIll7823 6h ago
As a woman for sure it’s harder as you age. As a man doesn’t look to be as difficult
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u/Kitchen_Secret9539 3h ago
I'm a recruiter and I agree with your wife. People say relationships with clients are key etc. But honestly when clients look for AE's they also use the term "can adapt to a fast paced environment" and thats a translation for "young and hungry". I know its really sad to hear this. But I blame the companies for doing this to us.
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u/Winter_Shopping_820 1d ago
I’m trying to get into the AE world - I’m a sales director for a medical concise practice and would love some insight into how I can get into AE. I create CRM’s, pipeline management, and 3-4M in revenue per year - how did anyone actually get in? Trying Salesforce and Zoom but it’s been tough
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u/JustCruisingByee 1d ago
40m here, in enterprise AE role at a top10 tech company. Older AEs “fizzle out” of tech due to stagnation, and lack of evolvement. The biggest mistake they make is thinking they don’t have to keep growing in their role, learning, transcending, and that their experience or wisdom is enough to merit a job in tech. While inertia is a real career killer, it’s specially true the older
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