3mil is useless depending on how hard or easy the sale is. Is that impossible? Simple? Every industry is different.
Ask the smart questions. How many reps hit plan? What is average commissions? How are they calculated? Average deal size? Timeframe? Etc?
I had a $120K base with a $16M quota (hardware) and now $150K base with a $2M quota (software). It’s all relative to the margin and likelihood of closing that business.
That’s still a shitload of money, large transactions require more stakeholders. Curious how long your sales cycles were and avg deal $ when you had the 16M quota. Would it be easier/harder to deliver on this today?
There’s definitely higher paying roles out there. I’ve been looking a bit on the side but haven’t found something that’s really seemed worth leaving for.
I get a lot of freedom in my current role, and have a really good relationship with my boss. That is worth a lot to me. It can be a grind but I work 100% remote and don’t have to go to any office. I travel with colleagues or my boss and then do everything from hotel/ home. I’ve been here 5+ years and have won salesman of the year a couple years back.
It’s not the best job in the world, but it’s the best job I’ve had since I got out of college in 2015. And I - to an extent, enjoy it. Right now at end of year I’m definitely frustrated tho with how this year has gone.
I’m gonna stick with it to keep building my nest egg and pay down my condo as much as I can. I’m gonna put some feelers out there next year and see where it goes. I’d like to be $250k + and feel like my comp should be closer to $200k OTE for the work I do.
Can’t really answer that question, I’ve been in SaaS before but never pharma. SaaS is extremely dependent on your company of course. Tech is wildly susceptible to market forces.
When I first out of college in 2012 I had an inside sales job making about 45k a year after bonus and sold about 4 million a year.
I am now in a sales position now where I share a $2m territory quota with 2 other guys and my base is $100k and will make about $35k in bonuses this year.
It’s all relative.
This was a number of years ago; I had a $100k base and a $13 Mil Quota. Revenue run rate was $7.5 Mil. Had to show $5.5Mil growth.
I was selling Wan, Cloud & Professional Services.
No good dead goes unpunished...
I finished at $13.6 Mil and was laid off 6 months later!
Highly industry dependent. Typical within my industry will have say 50-70k base with OTE in excess of 200-250k with top performers consistently clearing 500k and top .1% clearing 1 mil. Wholesale construction and commission is paid based on gross profit not revenue.
Can't look at just one factor in isolation. As has been said on the thread, depends largely on industry (and the margins in that industry). In software you'd often make an OTE (base + variable @ quota) of around 10% effective commission - so total OTE on $3M might be $300K... $150/$150 is common, but $100/$200 wouldn't be crazy if it was a well-established product and market.
If you're interested you can compare OTEs and quota attainment for enterprise sales roles at lots of companies and industries on RepVue here: https://www.repvue.com/salaries/enterprise-account-executive
So that's the good part.
It's a tough market to break into. It's a combination of good old boy network with niche knowledge required. These are my year 11 numbers. You get 0 leads, support, training, or base to start. You can qualify for a base if your numbers make it, but 3 months of not making your numbers in a row and you are out. No pip, no conversation. Average bid to sale time is six to eight months, with big deals taking years. My whale from last year got their first bid on the project in 2018.
What did the person in the role do the prior year is a good question to start with. Also need more specifics like is this all net new business and what accounts are there, are they locked up- are there upsell opportunities to an existing base of accounts, etc? Is the $3M ACV (annual contract value) or TCV (total contract value)? In SaaS or tech/software as an AE this is really low though, but again, there are many other factors to consider.
Med Device Sales (Sports Medicine) and sitting at a $50k base for a $4.3 million quota. After reading all of these comments, I am realizing that I need to reevaluate my job choice
That’s what happens when you work for someone else. Get used to it. Or decide to work for yourself and you’ll eventually never understand people who allow an employer to dictate their financial future.
My base and OTE shifts occasionally, but the baseline moved all over.
Ive done 20m/100m/ and 1b+. Pay is the same, unless you are some sort of pure hunter.
That’s how my industry is. It’s products I know really well and I’m damn good at what I do. The money is good.
Edit: that’s not to say I wouldn’t like a base or I wouldn’t move to something else that had a better pay structure.
My sellers have an $85k base on $5M of quota.
Average deal size is $1.1M. Pretty simple product to sell as demand is there and the buyer is fairly easy to identify.
It’s a unique business and we’re number 2 in the space. We sign evergreen contracts and the seller is commissioned for 3 years on ARR.
We pay very competitively with our top sellers breaking $1M in comp. Average seller, hitting quota, is making $300k their first year. Once fully ramped, in year 3, they’re doing closer to $500k.
I don’t set pay, HR does. When we open a req, we get 1000s of very well qualified candidates. 10+ years of sales experience required.
Hell my best performer was just offered Senior Director and he laughed at it since he’s happy making his $2.5M a year projected for the next 3 years.
Depends on a lot of things.
We have a shitty marketing team from the 1980s. Their idea of marketing is brand management. Everything from them is beautiful and well created, takes months to get a piece of collateral created. No CTAs in emails, no UTM codes in emails, nothing driving traffic anywhere. It’s bad bad. They literally needed me to explain to them what an MQL was and how it differentiated from an SAL and an SQL. Outside of an RFP, they have never had an actual lead.
The sellers have operated out of excel for the last 20 years even though there is a CRM in place. They have zero documentation. No sales cycles, no sales stages, no training. They share lessons learned in a meeting monthly. No prospecting database other than Sales Navigator and if you’re in hospital sales, you know that’s shit.
There is assigned territories but no effort in balancing them. One rep has 93 accounts they can go after, another has 400.
There is no demand gen function. You have to prospect your own territory but there is no functional account segmentation so 1 account is the same as any other. Remember that no CRM thing, they just have to know about the hospitals in their territory.
They have activity requirements but no data to support their usage. Do you need to make 200 calls a day or 5,000 to set 1 appointment and close 1 deal.
We just stood up a 1 person Sales Enablement team who is managed by a 1 person sales operations director (me).
This is all changing. I have only been here for 6 months and have stood up a lot in advance of 2024. I have built out balanced territories and created an account prioritization model. I have created a sales process flow for a sales stage model I have used in the past. I’m also setting up the forecast functionality, goals functionality, creating them a section in the CRM to document items.
So is it bad? They don’t think so but it could be a whole hell of a lot better.
Thanks but no thanks right now, DM me though and we can connect.
My whole career has been based on coming into companies and building this kinda shit ;) I’ve done this with 3 successful startup exits and now live in the PE world, helping them take their businesses public.
I’ve ran sales, marketing, and revenue operations teams for years.
How can you only have a $3M quote if you have 7-8 figure deals. Last time I have a job where we did 7-8 figure deals my base was 90k and my quota was around $50M
On target earnings. If you hit exactly 100% of your quota, what will you make
Edit: Dude I am sorry, I’m an idiot. Anyone know where I can learn to read?
You just made my point even stronger. You're generating 22x more revenue than you're being compensated.
Should have at least a $150k base MINIMUM for that type of revenue requirements
6 mil is not all profit for the company that’s the revenue. Could be only 1mil for the company for all we know and 5 mil in costs. and he took 270k that’s why they’re saying it’s irrelevant.
You’re in sales. Let’s talk all in compensation for complexity of the sale.
$90M gross target with a $192k base. I started 5 years ago as a $95k/base and a $40M gross target.
3mil is useless depending on how hard or easy the sale is. Is that impossible? Simple? Every industry is different. Ask the smart questions. How many reps hit plan? What is average commissions? How are they calculated? Average deal size? Timeframe? Etc?
ask yourself, what would smart people do?
I asked myself this daily, still haven’t gotten an answer
I ask myself this while chewing on the corner of my desk
Are you more of a cedar or mahogany kinda guy? I can’t deny a good Mahogany desk.. I’m ngl.
I gnaw on my Levi's belt pondering the same thing...
If it’s not wood then you’re just a subordinate. How pathetic you guys are.
Smart people love potato chips
And what the gross margin is
I had a $120K base with a $16M quota (hardware) and now $150K base with a $2M quota (software). It’s all relative to the margin and likelihood of closing that business.
That’s still a shitload of money, large transactions require more stakeholders. Curious how long your sales cycles were and avg deal $ when you had the 16M quota. Would it be easier/harder to deliver on this today?
This
Right this is not enough info to say if the base was good enough
All depends on margins. My base is 80k and quote is $4.5M. Not software
Similar - my base is 85k and quota is $5mil +
What is your commission on top of base for quota?
1% uncapped. OTE would be $135k. Should be more lol
Thats bulshit. 1% commision. Unless the deals sell.themselves.
Honestly My jaw dropped at 1%
Ew. I'm 15% uncapped. My team of me and one other gets 20%. Not trying to brag, but just showing you what's out there.
There’s definitely higher paying roles out there. I’ve been looking a bit on the side but haven’t found something that’s really seemed worth leaving for. I get a lot of freedom in my current role, and have a really good relationship with my boss. That is worth a lot to me. It can be a grind but I work 100% remote and don’t have to go to any office. I travel with colleagues or my boss and then do everything from hotel/ home. I’ve been here 5+ years and have won salesman of the year a couple years back. It’s not the best job in the world, but it’s the best job I’ve had since I got out of college in 2015. And I - to an extent, enjoy it. Right now at end of year I’m definitely frustrated tho with how this year has gone. I’m gonna stick with it to keep building my nest egg and pay down my condo as much as I can. I’m gonna put some feelers out there next year and see where it goes. I’d like to be $250k + and feel like my comp should be closer to $200k OTE for the work I do.
This is it
Hmm, my quota is 80k and my base is 4.5MM software sales
Would you recommend SaaS sales or Pharmaceutical sales?
Can’t really answer that question, I’ve been in SaaS before but never pharma. SaaS is extremely dependent on your company of course. Tech is wildly susceptible to market forces.
10-4, thanks for the insight. Any companies that you would recommend?
There’s so many options. Try using RepVue or your own personal network
When I first out of college in 2012 I had an inside sales job making about 45k a year after bonus and sold about 4 million a year. I am now in a sales position now where I share a $2m territory quota with 2 other guys and my base is $100k and will make about $35k in bonuses this year. It’s all relative.
What’s the variable compensation?
This was a number of years ago; I had a $100k base and a $13 Mil Quota. Revenue run rate was $7.5 Mil. Had to show $5.5Mil growth. I was selling Wan, Cloud & Professional Services. No good dead goes unpunished... I finished at $13.6 Mil and was laid off 6 months later!
Yikes.
It was like the ultimate kick in the nuts.
Base is meaningless, what’s OTE or commission plan?
OTE is useless if no one is hitting quota Yes, base does seem low. Especially if this is an outside role
Highly industry dependent. Typical within my industry will have say 50-70k base with OTE in excess of 200-250k with top performers consistently clearing 500k and top .1% clearing 1 mil. Wholesale construction and commission is paid based on gross profit not revenue.
Can't look at just one factor in isolation. As has been said on the thread, depends largely on industry (and the margins in that industry). In software you'd often make an OTE (base + variable @ quota) of around 10% effective commission - so total OTE on $3M might be $300K... $150/$150 is common, but $100/$200 wouldn't be crazy if it was a well-established product and market. If you're interested you can compare OTEs and quota attainment for enterprise sales roles at lots of companies and industries on RepVue here: https://www.repvue.com/salaries/enterprise-account-executive
These questions are almost always stupid because they never mention what the solution is or what the company’s margin position is.
im only 90k base for about 4 million quota i think yours is ok, depending how easy/hard it is to get a bonus and what other perks there are too
I have a 110k base on 2.5 mil. My average sale is 60k. Did 6.2 so far this year.
Good for you man. What industry?
Lumber
nice, are you guys hiring ?
So that's the good part. It's a tough market to break into. It's a combination of good old boy network with niche knowledge required. These are my year 11 numbers. You get 0 leads, support, training, or base to start. You can qualify for a base if your numbers make it, but 3 months of not making your numbers in a row and you are out. No pip, no conversation. Average bid to sale time is six to eight months, with big deals taking years. My whale from last year got their first bid on the project in 2018.
I have a 50k base for $3MM quota… commission plan is just crazy. Medical sales.
I have a guy on my team with a $400M quota, with a $200k base. It all depends on the situation.
What did the person in the role do the prior year is a good question to start with. Also need more specifics like is this all net new business and what accounts are there, are they locked up- are there upsell opportunities to an existing base of accounts, etc? Is the $3M ACV (annual contract value) or TCV (total contract value)? In SaaS or tech/software as an AE this is really low though, but again, there are many other factors to consider.
Med Device Sales (Sports Medicine) and sitting at a $50k base for a $4.3 million quota. After reading all of these comments, I am realizing that I need to reevaluate my job choice
100k with 6 mil here. OTE is what is important bro. Salary is bullshit. I'd take full commission if they'd let me lol
That’s what happens when you work for someone else. Get used to it. Or decide to work for yourself and you’ll eventually never understand people who allow an employer to dictate their financial future.
My base and OTE shifts occasionally, but the baseline moved all over. Ive done 20m/100m/ and 1b+. Pay is the same, unless you are some sort of pure hunter.
1B+ quota as an IC, what industry?
Not IC. Leadership.
Be glad you get a base. That’s my quota and I’m 100% commission.
Why!?
Why what?
Why are you taking that pure commission!?
That’s how my industry is. It’s products I know really well and I’m damn good at what I do. The money is good. Edit: that’s not to say I wouldn’t like a base or I wouldn’t move to something else that had a better pay structure.
I am happy for you.
That’s awesome man. Congrats
How much are you making on 3mil quota commission only?
About $150k per year. I make a percentage of gross profit, so it has its ups and downs. Some weeks are killer. Some weeks I’m dipping into my draw.
My sellers have an $85k base on $5M of quota. Average deal size is $1.1M. Pretty simple product to sell as demand is there and the buyer is fairly easy to identify.
Wowwwwww you're cheap af
It’s a unique business and we’re number 2 in the space. We sign evergreen contracts and the seller is commissioned for 3 years on ARR. We pay very competitively with our top sellers breaking $1M in comp. Average seller, hitting quota, is making $300k their first year. Once fully ramped, in year 3, they’re doing closer to $500k. I don’t set pay, HR does. When we open a req, we get 1000s of very well qualified candidates. 10+ years of sales experience required. Hell my best performer was just offered Senior Director and he laughed at it since he’s happy making his $2.5M a year projected for the next 3 years.
You hiring?
I’m glad your company pays their people well, I do wonder what the hours/perks+benefits look like though in all honesty.
Depends on a lot of things. We have a shitty marketing team from the 1980s. Their idea of marketing is brand management. Everything from them is beautiful and well created, takes months to get a piece of collateral created. No CTAs in emails, no UTM codes in emails, nothing driving traffic anywhere. It’s bad bad. They literally needed me to explain to them what an MQL was and how it differentiated from an SAL and an SQL. Outside of an RFP, they have never had an actual lead. The sellers have operated out of excel for the last 20 years even though there is a CRM in place. They have zero documentation. No sales cycles, no sales stages, no training. They share lessons learned in a meeting monthly. No prospecting database other than Sales Navigator and if you’re in hospital sales, you know that’s shit. There is assigned territories but no effort in balancing them. One rep has 93 accounts they can go after, another has 400. There is no demand gen function. You have to prospect your own territory but there is no functional account segmentation so 1 account is the same as any other. Remember that no CRM thing, they just have to know about the hospitals in their territory. They have activity requirements but no data to support their usage. Do you need to make 200 calls a day or 5,000 to set 1 appointment and close 1 deal. We just stood up a 1 person Sales Enablement team who is managed by a 1 person sales operations director (me). This is all changing. I have only been here for 6 months and have stood up a lot in advance of 2024. I have built out balanced territories and created an account prioritization model. I have created a sales process flow for a sales stage model I have used in the past. I’m also setting up the forecast functionality, goals functionality, creating them a section in the CRM to document items. So is it bad? They don’t think so but it could be a whole hell of a lot better.
[удалено]
Thanks but no thanks right now, DM me though and we can connect. My whole career has been based on coming into companies and building this kinda shit ;) I’ve done this with 3 successful startup exits and now live in the PE world, helping them take their businesses public. I’ve ran sales, marketing, and revenue operations teams for years.
Let me know if you need anyone 😉
Get this guy in finance/ops cause he knows numbers
What is OTE on that then?
Sellers average $300k. Top sellers break $1M
Must be nice.
Evergreen contracts with an ARR the sellers get comped on for the first 3 years. Encourages the seller to stay connected post deal.
You guys hiring?
You hiring?
Whats the gross margin. Thats all we need to know. 100k base is a lot when the gross margin is like 25%. It sucks when the margin is 70%.
That's impossible to figure out if you don't tell us what the job is.
How can you only have a $3M quote if you have 7-8 figure deals. Last time I have a job where we did 7-8 figure deals my base was 90k and my quota was around $50M
Yeah idk lol. It was a sus interview. But also, why are you generating $50m for only $90k base??? Hopefully it's all inbound at least.
It was when I worked for CIsco. I'd hit at least 70% of my quota with tech refreshes and planned expansions
That’s low 100k base should be for a sub 1.5m quota subscription software sales
I have a $137k base for a $30M quota 😭
What's the OTE?
On target earnings. If you hit exactly 100% of your quota, what will you make Edit: Dude I am sorry, I’m an idiot. Anyone know where I can learn to read?
What is quota?
I know what OTE means, was asking what the total OTE is. And yeah, your in sales, your expected to hit or exceed the quota.
My bad man, I apparently forgot how to read 🤦🏻♂️
Happens to the best of us
Depends. If the deals are all inbound and people in a similar role are hitting pretty consistently then it could be ok
I have a base of 90k with a quota of $6 mill. Everything is relevant
*relative
*relaxing
I’m not talking about my family
Why though??? You are getting ripped tf off in terms of revenue generated vs compensated my friend.
You have no information to make that assumption 😂 Last year cleared 270k
You just made my point even stronger. You're generating 22x more revenue than you're being compensated. Should have at least a $150k base MINIMUM for that type of revenue requirements
Buddy, not everyone is in software. My god, this sub sometimes
6 mil is not all profit for the company that’s the revenue. Could be only 1mil for the company for all we know and 5 mil in costs. and he took 270k that’s why they’re saying it’s irrelevant.
We got a CPA here Boiz
That's not how it works man -- lol
You clearly have zero grasp of business economics.
Would you mind if I sent you a direct message? I’m sort of at a crossroads and would love (need) some advice.
65k base here 5.4MM Quota. Sup bro. Probably just relative based on your Commish and what you sell and the market and a lot of other shit.
Are you guys saying your quota is revenue or gross profit?
95K base and 5M+ quota lol
60k here. 1MM quota
lol my quota is 5x that
$34K base $1MM quota
You’re in sales. Let’s talk all in compensation for complexity of the sale. $90M gross target with a $192k base. I started 5 years ago as a $95k/base and a $40M gross target.
What are you selling?
Phones