Sales Comp For SaaS/Cloud Companies

100 Dollar BillsA short post with some data I have gathered about sales comp ranges for the various sales roles you may need in your early stage company.  I surveyed a number seasoned VPs of Sales who are members of the Silicon Valley VP of Sales Executive Forum on LinkedIn who gave me excellent feedback.

(I have blogged several times about sales compensation (Here and here) and plan another, more detailed post in the near future – I wanted to get these figures published while they were fresh.)

The table below summarizes my findings. couple of things to note:

  1. These are Bay Area-centric figures; compensation in secondary centers could be 2/3s of these numbers
  2. Sales compensation is back to where it was before the financial crisis
  3. These figures do not take into account equity that you may offer your sales team

Role

Deal Type, Size (1)

Support (2)

Travel (3)

Base

Total Comp (4)

Field Large, complex deals, > $60 K ACV

SE, Sales Ops

60%

$110 – 130 K

$200 – 240 K

Hybrid Mix of deals, $25 – 125 K ACV

None

20%

$90 – 100 K

$140 – 180 K

Inside Smaller deals, $2 – 25 K ACV

None

0%

$45 – 60 K

$90 – 120 K

Lead Gen Calling only

NA

NA

$25 – $40 K

$40 – 60 K

Sales Engineer $5 – 125 K ACV

NA

20%

$80 – 100 K

$80 – 100 K

Customer Success NA

NA

NA

$80 – 100 K

$80 – 100 K

1. Enterprise deals can take 12 – 24 months to close, Hybrid 6 – 12 months, Inside 2 – 6 months. Lead gen does not close deals. ACV = Annual Contract Value.
2. Field, Hybrid and Inside roles may be supported by sales engineer (SE), sales ops, lead gen.
3. Upper limit, inside sales does not travel.
4. Base salary + commission.

 

My thanks to folks that shared their insights.

 

 

 

 

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