The Copado Sales Program offers an intensive, structured path for new graduates to develop into high-performing tech sales professionals. It combines rigorous training on DevOps, Salesforce, and technical sales with hands-on practice, strong mentorship, and clear performance expectations. Advancement is merit-based, and each stage opens the door to increasingly senior roles—ultimately preparing participants for enterprise-level Account Executive positions capable of managing complex, high-value deals.

If you are driven, coachable, and eager to master technical sales, this program provides a clear roadmap for professional growth and long-term career success at Copado.

Below is a clear, high-level summary of the Copado Sales Program intended for new graduates. It provides the essential structure, expectations, and progression paths within the program—from entry-level roles through potential advancement to Account Executive.

1. Overall Program Overview

• Objective: Develop a high-performing inside sales organization targeting mid-market and enterprise customers with an initial average sale price of $30K–$50K.
  
  

• Duration & Path: A 12-month “up or out” progression, starting with Sales Development Representatives (SDRs) → Business Development Representatives (BDRs) → Inside Sales Representatives → and onward to more senior roles (e.g., Account Executives).
  
  

• Cohorts / Classes: New cohorts begin every 60 days, each with a specified number of candidates.
  
  

• On-site Requirement: Full-time, on-premise (5 days a week).
  
  

2. Selection & Entry Criteria

Minimum Requirements:

• 1. Bachelor’s degree, 3.4+ GPA
     
     

  2. Strong communication, basic technical aptitude
     
     

  3. Resume/Cover Letter
     
     

  4. Video introduction & HireVue Assessment
     
     

Assessments:

• HireVue (30 mins): Communication skills, cultural alignment, problem-solving, clarity.
  
  

• Technical Screening (45 mins): Basic DevOps, Cloud, Salesforce knowledge, scenario problem-solving.
  
  

• Panel Interviews: Technical, sales aptitude, cultural fit, plus a role-play scenario.
  
  

3. SDR Camp (Sales Development Representatives)

• Duration: First 120 days (4 months).
  
  

• Class Size: 9 candidates; historically, ~3 may not complete (70% pass rate).
  
  

• Compensation:
  
  

  • Base: $50,000
    
    

  • Performance Compensation (first 120 days): $10,000 potential
    
    

Key Learning Focus:

• • Weeks 1–2:
    
    

    • Copado product, DevOps fundamentals, B2B sales basics, buyer personas.
      
      

    • Salesforce CRM navigation, email & call communication basics.
      
      

  • Weeks 3–4:
    
    

    • Tools like Regie AI for outreach.
      
      

    • Lead qualification (BANT, discovery calls).
      
      

  • Month 2:
    
    

    • Shadowing seasoned reps, supervised calling, pipeline building.
      
      

  • Month 3:
    
    

    • Advanced qualification skills, market & competitive knowledge.
      
      

Performance Tracking:

• • Daily Metrics: Calls, emails, meetings scheduled, CRM data quality.
    
    

  • Weekly: Skill check, call/email review, pipeline contribution.
    
    

  • Monthly: Comprehensive evaluations, training needs, improvement planning.
    
    

Graduation Requirements (after 120 days):

• • Master inbound qualification, Regie AI usage, basic sales knowledge.
    
    

  • Top 70% performance ranking.
    
    

  • Complete 120 days of employment.
    
    

4. BDR Camp (Business Development Representatives)

• Duration: 240 days total (split into two 120-day segments).
  
  

• Class Size: 6 candidates; ~4 expected to graduate (66% pass rate).
  
  

• Compensation:
  
  

  • Base: $60,000 annually (about $5,000/month).
    
    

  • Performance Compensation (first 120 days): $10,000 potential.
    
    

Curriculum Highlights:

• • Month 1: Advanced prospecting, territory planning, deeper Regie AI mastery.
    
    

  • Month 2: MEDDIC qualification, multi-stakeholder management.
    
    

  • Month 3: Complex deal navigation, pipeline management, solution mapping.
    
    

  • Month 4: Business acumen, ROI calculations, leadership development.
    
    

Performance Metrics:

• • Daily: Outbound touches (75+), meaningful conversations (15+), deep discovery calls, CRM compliance.
    
    

  • Weekly: Qualified opportunities, technical validations, email response rates.
    
    

  • Monthly: $200K+ pipeline generated, top 70% performance ranking.
    
    

Graduation Requirements:

• • Regie AI certification, MEDDIC mastery, consistent pipeline generation, strong activity metrics.
    
    

  • Evaluation every week (activity review), monthly (pipeline and quality), and quarterly (continuation decision).
    
    

5. Inside Sales Representative (Sales Rep) Camp

• Duration: 120 days.
  
  

• Class Size: 4 candidates.
  
  

• Compensation:
  
  

  • Base: $70,000 annually.
    
    

  • Performance Compensation over 120 days: $10,000 potential (tied to deal closure, demo certification, pipeline).
    
    

Key Curriculum:

• • Month 1: Deep product/technical mastery, solution mapping, demo excellence.
    
    

  • Month 2: Deal strategy, negotiation frameworks, contract handling.
    
    

  • Month 3: Transaction management, documentation, final deal closures, customer success handoff.
    
    

  • Month 4: Advanced business acumen, ROI modeling, leadership fundamentals.
    
    

Performance Goals:

• • Daily: Prospect touches, discovery calls, technical validations, CRM usage.
    
    

  • Weekly: Demos delivered, proposals presented, pipeline advancement.
    
    

  • Monthly: $300K pipeline generation, proposals submitted, consistent deal progress.
    
    

Graduation Requirements:

• • Close a deal (≥ $50K) within 90 days, pass live demo certifications, manage transactions end-to-end.
    
    

  • Maintain top performance metrics in both quality and activity.
    
    

6. Account Executive (AE) Development Program

• Duration: 12 months (with a 120-day initial intensive).
  
  

• Class Size: 3 candidates.
  
  

Compensation:

• • Base: $80,000
    
    

  • On-Target Earnings (OTE): $200,000 (including variable).
    
    

  • Monthly Quota: $50,000 (annual quota: $500,000).
    
    

  • Commission: 8% standard; accelerators kick in at 110%, 125%, and 150%+ of quota.
    
    

Curriculum:

• • Month 1: Enterprise account planning, advanced value selling.
    
    

  • Month 2: Complex deal strategy, enterprise-level negotiation.
    
    

  • Month 3: Pipeline development, deal acceleration.
    
    

  • Month 4: Closing deals, revenue recognition, account expansion.
    
    

Performance Metrics:

• • Daily: Executive touches, stakeholder meetings, presentations, negotiations, CRM compliance.
    
    

  • Weekly/Monthly: Pipeline coverage (4x quota), $50K+ closed revenue monthly, high forecast accuracy, strong win rate.
    
    

Graduation Requirements:

• • Consistent monthly quota attainment ($50K+).
    
    

  • Maintain large, healthy pipeline ($2MM).
    
    

  • Demonstrate negotiation and enterprise sales leadership.
    
    

  • Show professional development (team leadership, technical proficiency, cultural fit).
    
    

7. Key Takeaways & Expectations

1. “Up or Out” Model
   
   

   • The program is performance-driven, with clear benchmarks and metrics at every stage.
     
     

   • If candidates do not meet performance or cultural standards, they may be exited.
     
     

2. Frequent Evaluations & Support
   
   

   • Weekly 1:1 coaching, monthly performance reviews, and structured skill assessments.
     
     

   • Emphasis on continuous improvement, mentorship, and hands-on learning.
     
     

3. Clear Milestones & Certifications
   
   

   • Each role has specific technical and sales certifications (DevOps basics, Salesforce proficiency, MEDDIC, Regie AI, etc.).
     
     

   • Must pass each milestone to advance to the next stage.
     
     

4. Compensation & Growth
   
   

   • Competitive base salaries, plus performance-based bonuses.
     
     

   • Significant earning potential as you move into more senior roles (Inside Sales, AE).
     
     

5. High Standards & Graduation Rates
   
   

   • Each program and cohort has rigorous standards, and not all participants will complete.
     
     

   • Those who do graduate will have the skills and track record to progress into higher-value sales roles within Copado.