Comp Negotiation Question AM —> AE

Hey all,

I'm currently an AM at a cybersecurity consulting org. Current OTE is 180k (50/50 split). In 2023 I worked in a pod of 3 (2 AM's and 1 AE) with a $10M quota.

We're going to hit the # this year but my leadership has indicated that I'm going to move territories to set up a new territory in my back yard.

I'm going to fight the good fight to keep my current accounts but I have a feeling that decision has been made already.

If I need to start over as a new AE in a fresh territory, that we don't have much of a presence in, with no AM, what is a reasonable comp package/split to request?

I know this is obviously dependent on the quota they give me, but I am curious if this has happened to my fellow Am's out there who have been promoted to AE?

Any suggestions from my cybersec peers?

🧠 Advice

💰 Compensation

🔐 Cybersecurity

10 comments

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Pachacuti

Politicker

They call me Daddy, Sales Daddy

Ask for quota relief if they take away your accounts. You need time to rebuild.

jefe

Arsonist

🍁

100%. OTE won't mean anything for awhile.

Sunbunny31

Politicker

Sr Sales Executive 🐰

Yeah - agreed. And a bump overall, base in particular.

Kosta_Konfucius

Politicker

ERP Sales

I would ask for partial revenue for all current opps so if they close a month or 3 after you get rev

GDO

Politicker

BDM

Good idea

Sunbunny31

Politicker

Sr Sales Executive 🐰

Are your AEs comped on a 50/50? And do you know what their OTE is?

NeanderthalToNerd

Valued Contributor

Account Manager

Historically, I think our AE’s are 225-275 (50/50 split) based on experience. The caveat here is that we are changing to a flat org and all of the AM’s may now be AE’s. So I’m guessing that number is gonna get slashed pretty good.

I know there’s a million variables here so it’s tough to get a realistic answer, just curious if anyone has gone through this sort of thing.

Sunbunny31

Politicker

Sr Sales Executive 🐰

Shifting organizations and territories? Yes. That said, if it's inevitable and really not entirely by choice, I'd be making a case for a bump because of your need to build up the new territory in addition to your overall worth to the company.

NeanderthalToNerd

Valued Contributor

Account Manager

Thank you for your input! 😎

pirate

Big Shot

Account Executive

Should ask for 60/40 at least, 70/30 if you have great track record. If territory is completely new, chances are you will not close anything for a while.