Hi everyone, long-time lurker, first-time poster.
I was PIP'd in January (and survived the PIP), but the PIP works both ways so I've been taking a few initial calls with other companies.
I'm in a very unique situation (aren't we all). My OTE is $190K (95/95). My ACV is $5K.
How is that possible, you ask? My product is very sticky and we are very good at monetizing our current customers (upsells, expansion, usage). On average, these $5K deals are really more like $20K ARR for the company after we sink our teeth into them. I've closed over 150+ deals here.
Here is the situation I always run into:
Recruiter: What's your ACV?
Me: $5K
Recruiter: Oh, that's pretty low. What are you expecting to make?
Me: Probably $200K OTE
Recruiter: Our Mid-Market Reps don't even make that!
Me: (explaining it's a strategic sale and these companies often spend much more than the initial contract, blah, blah... falls on deaf ears).
What should I do?
Use the numbers from what those companies currently spend? So instead of $5K ACV, it's $17K? $17K is the actual number those 150+ customers spend on average, even though my deal was $5K to get them on our platform. My total revenue would be $2.6M instead of $800K.
Help
Members only
10 comments