# Evolving product, evolving careers

> https://rundoo.ai/insights/evolving-product-evolving-careers/

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Culture

# Evolving product, evolving careers

Most sales orgs scale by ratcheting quotas until your best month becomes the floor. Here is why Rundoo's goals move with the business, and how careers compound alongside the product.

[![Derek Etgen](https://pub-5247264bd04e4ebeaecbbedb3bebb9f8.r2.dev/static/images/careers/derek-etgen.png)](https://www.linkedin.com/in/derek-etgen/)

[Derek Etgen](https://www.linkedin.com/in/derek-etgen/), SDR Manager
June 26, 2026

I've spent my whole career in sales, at every kind of company, from scrappy startup to enterprise, from great cultures to genuinely awful ones. One problem stumped all of them equally: how do you scale a sales team from the inside? How do you keep everyone chasing the same company goal while each person still feels like they're building their own career?

## The problem was never that goals changed

At a lot of companies, the move is what people call "moving the goalpost." You hit quota? Great. Next month it's 120 percent. Then 150. Your best month becomes the floor you have to clear forever, and then beat, over and over. I've watched the number climb so fast that clearing it almost guaranteed you'd "miss" the following month.

Here's the thing though. The problem was never that the goal changed. Goals should change. The problem was that it changed arbitrarily, to wring more out of you, with no connection to whether the business could actually support it. That's what burns people out. It's demotivating, it breeds resentment, and eventually complacency. I've lived it. It's brutal.

## Our product keeps evolving

At Rundoo the software gets better every week. When I started a little over a year ago, we hadn't even launched our AI features. Today around 85 percent of our clients use them every day.

When a product matures that fast, what a sales team can realistically do changes with it. A demo lands differently when the product does more. The conversations get easier as we find our market. So yes, the bar moves. But it moves because the business genuinely changed underneath it, not because someone decided to make your life harder.

## So our careers evolve with it

We don't ratchet quotas month to month to squeeze out more. When goals rise, they rise thoughtfully, tied to where the company actually is, its stage, its product, its momentum, and you'll understand exactly why before they do.

You'll also have a real path. Intern to full-time. SDR on inside sales to AE on outside sales. Our Rundoo U program and the playbooks our leadership team has built are there to move you from point A to point B as the product grows, so your career compounds at the same rate the company does.

The north star is the same whether you're the newest hire or a co-founder: keep getting better, keep serving our clients better. The goals will evolve, because the company will. They'll just always make sense.

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## See Rundoo in action

[Product

### Tour the platform

POS, inventory, payments, and AI for independent supply stores, in one system.](/product/index.md)
[Customers

### Read customer stories

See how real paint, hardware, farm, garden, and lumber stores run on Rundoo.](/clients/index.md)

## Keep reading

[![How do we grow without growing apart?](https://pub-5247264bd04e4ebeaecbbedb3bebb9f8.r2.dev/static/images/articles/grow-closer-thumb-light.png)

Culture

### How do we grow without growing apart?

Our competitors started where we did and drifted from their clients as they grew. Here are the three commitments, on technology, service, and growth, that we hope keep Rundoo close to its clients as we scale.](/insights/grow-closer/index.md)
[![The Rundoo AAA framework: how store owners can use AI to Analyze, Act, and Automate](https://pub-5247264bd04e4ebeaecbbedb3bebb9f8.r2.dev/static/images/articles/rundoo-aaa-framework-thumb-light.png)

Product

### The Rundoo AAA framework: how store owners can use AI to Analyze, Act, and Automate

Six months of leaning into AI-first as Analyze, Act, and Automate, here's what supply store owners are actually building once they stop asking what AI can do and start asking what to hand it next.](/insights/rundoo-aaa-framework/index.md)
[![How Rundoo engineers pilot directly with clients](https://pub-5247264bd04e4ebeaecbbedb3bebb9f8.r2.dev/static/images/articles/why-i-built-gift-cards-in-a-greenhouse-thumb-light.png)

Culture

### How Rundoo engineers pilot directly with clients

At Rundoo, engineers work directly with clients, because we believe the closer the engineer is to the client, the better the product.](/insights/why-i-built-gift-cards-in-a-greenhouse/index.md)