2022 Bravado State of Sales Compensation Guide
Salespeople are getting paid more than ever, but the industry has also never been more volatile. Read below to
see how the sales landscape is changing in 2022.
Methodology
The State of Sales Compensation presented in this guide has been collected from Bravado's network, comprised of
150,000+ individual Sales Professionals from over 11,000 different companies and 82 countries around the world.
Only 47% of sales teams
hit Quota in 2021
hit Quota in 2021
Percentage of Sales Team that Hit Quota
It is easier to sell with a larger sales team
Companies with over 100+ reps did the best, with 55% of those larger teams hitting quota.
Be cautious at Series B-D startups
Scaling sales teams (26-100 reps) did the worst, with only 44% of them hitting quota.
On the best sales teams, 75%+ of members hit quota.
Unfortunately, this is extremely rare in sales.
Unfortunately, this is extremely rare in sales.
Only 1 in 4 sales teams had
75%+ of their members hit Quota
75%+ of their members hit Quota
Go big, or go small
Companies with fewer than 10, or more than 100 sales reps had the most successful teams.
54% of sales reps missed
Quota in 2021
Quota in 2021
Average tenure in sales is declining
Sales turnover is higher than any other industry
Growing number of open sales roles, higher pay, and unrealistic quotas are driving more sales reps to
leave their jobs.
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SDR
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Compensation
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Jan 2022:
SDR Compensation
SDR Compensation
The salaries collected from SDRs are split by Base Salary and OTE in USD. The median
pay of participants is presented as well as the 1st and 3rd quartile salaries.
Across 11,000+ sales teams, the average compensation for SDRs rose by 35% in 2021
and 11% in just Q4 alone.
pay of participants is presented as well as the 1st and 3rd quartile salaries.
Across 11,000+ sales teams, the average compensation for SDRs rose by 35% in 2021
and 11% in just Q4 alone.
SDR Salaries: By City
The city with the highest median pay for SDRs is Austin, with OTE
above $100K+.
above $100K+.
SDR Salaries:
By Years of Experience
By Years of Experience
SDRs with 3+ years of experience can make on average $10K+ more than their peers with
2 years or less experience.
2 years or less experience.
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Account Executive
Compensation
Guide
Compensation
Guide
Jan 2022:
AE Compensation
AE Compensation
The salaries collected from AEs are split by Base Salary and OTE in USD. The median pay of
participants is presented as well as the 1st and 3rd quartile salaries.
Across 11,000+ sales teams, the average compensation for AEs rose by 40% in 2021 and 17%
in just Q4 alone.
participants is presented as well as the 1st and 3rd quartile salaries.
Across 11,000+ sales teams, the average compensation for AEs rose by 40% in 2021 and 17%
in just Q4 alone.
AE Salaries:
By City
By City
The top 3 cities with highest median pay for AEs are Chicago, SF / Bay Area, and Boston, with
OTEs above $200K+.
OTEs above $200K+.
AE Salaries:
By Years of Experience
By Years of Experience
The average AE's pay doubles in the first 10 years of their career.
AE Salary by Segment
On average, Enterprise Account Executives make nearly $200K in OTE, compared to their SMB
counterparts who make ~$120K in OTE.
counterparts who make ~$120K in OTE.