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.

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Only 47% of sales teams
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.

Only 1 in 4 sales teams had
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

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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Jan 2022:
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.

SDR Salaries: By City

The city with the highest median pay for SDRs is Austin, with OTE
above $100K+.

SDR Salaries:
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.
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Jan 2022:
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.

AE Salaries:
By City

The top 3 cities with highest median pay for AEs are Chicago, SF / Bay Area, and Boston, with
OTEs above $200K+.