OnBoard Reviews

Base salaries and OTE are well below the industry average. In 2025, new leadership was brought in and began implementing widespread changes across the organization, including many long-standing processes and practices. While I understand that new leaders often seek to establish their vision and make meaningful improvements, many of the processes being replaced had proven effective and played a significant role in helping our teams win business and drive revenue growth. Since these changes were introduced, performance has become increasingly concentrated within a single vertical, while account executives in other segments have experienced diminished earning opportunities and reduced success. This raises concerns about whether the new strategies are producing the intended results across the broader organization. Additionally, the management approach has become highly prescriptive, with increased oversight at nearly every stage of the sales process. While accountability is important, the current level of micromanagement has limited autonomy and reduced the ability of experienced team members to apply their judgment and expertise. There also appears to be little consideration given to the institutional knowledge held by long-tenured employees. Individuals who have spent years building successful processes, developing customer relationships, and contributing to the company's growth often feel that their perspectives are being discounted rather than leveraged. As a result, many experienced employees feel unheard and undervalued. Another challenge is that the current leadership team appears to have limited experience selling "nice-to-have" solutions, which require a fundamentally different sales approach than products that address mandatory or mission-critical needs. The sales motions, buyer psychology, and value-based conversations necessary for discretionary purchases are distinct, and some of the new expectations and processes do not seem aligned with the realities of this type of sales environment. Overall, the combination of significant process changes, increased micromanagement, and limited engagement with experienced team members has had a negative impact on morale, culture, and sales performance.