Had a call last week with a prospect at 6pm after a packed day. It was supposed to be a quick touchpoint, but it turned into a full-on sales pitch. I had to dig up details about their current system while still trying to make it feel conversational. By the end, I was exhausted, and it felt more like I was doing a BDR's job, hunting for leads instead of closing deals. This isn't the first time that's happened, it's been a pattern lately where the expectation is to chase down potential clients instead of nurturing the ones we already have. I'm working from the Cambridge office, and most days I leave well after 5, sometimes even on weekends. The pressure to keep the pipeline full is unreal. I get that HUBS wants results, but the line between AE and BDR is blurring fast. I'm starting to wonder how much longer I can keep this up without burning out.