PDP

Client Engagement Director

Old School Bravo

Personal Narrative

Internal Promotion into Sales Management - Negotiating Comp?

Context: Finished final interviews for an internal promotion into sales management leading a team of enterprise hunters. Been at the company 2.5 year, was promoted last year, work in cybersecurity consulting and I have been in the industry for about 10 years. Prior to current company I ran my own cybersecurity recruiting business for 3.5 years before I sold that business.

My question for you sales savages is, how do I tactically approach negotiations when the promotion is offered? Hoping for specifics on what to do. I am fairly confident the call with an offer is coming in the next 1-2 days and knowing my boss, he is going to put me on the spot with the verbal offer and OTE info. Would prefer to be ready for the call rather than tell him "thanks, give me a day to think on it."

Current comp: 80K base, 120K variable to total 200K OTE. My hope is to get 260K OTE but I wouldn't be surprised if the boss man hits me with an offer at 240K OTE. If location matters, we are in the Boulder, Colorado area.

All I have seen online is "express your value, know your worth, make the ask". Challenge is, I am fairly young relative to my peers and my background is abnormal coming from recruiting and running a business so data isn't overly relevant. How can I make sure I don't sell myself short while not coming off too strong as "GIVE ME THIS MONEY OR I WALK"?

Thanks in advance!

🎈 Mentorship

3

6 comments

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CadenceCombat

Tycoon

2

Account Executive

You are at a significant disadvantage simply because its an internal promotion.

i’ve worked at a company that hired me as an AE that paid me a higher base salary than the BDRs they would promote internally.

Why? Because they can.

PDP

Old School Bravo

0

Client Engagement Director

True, and that is why I am hoping to prep in advance for the conversation. I will give my company props that my last promotion was from 130K to 200K OTE without negotiation, so I am wanting to keep the momentum up considering a move to another company would be a bigger bump.

Sales4what

Opinionated

0

Co-Founder & VP Sales @ PLURiTy

This is true, internal promotions will always be at a disadvantage over external candidates. Having an understanding about what is considered a fair compensation definitely helps add to this. Definitely know your worth if you will negotiate comp, basically sell your self. Ive approached it by what what I have done and the additional things I have learned and got my hands into, as well as what I can bring to the table moving foward. No reason why you cant get another 10k added in.

If they don't want to comp you monetarily you can always work out added benefits, additional time off, gym memberhsip and so on

longshoreman

0

Principal Account Executive

Seconded^ when I got promo'd from BDR to Rep my OTE was about 25k lower than externals

NoCoSlayer

1

Sr. Account Executive

I would think if the boss offers 240k, you simply hold firm on your ask for 260k. You're in the ballpark and for 20k he's likely not to let you walk. If he wants to play hard ball, take the 240k and peg the bump to when you hit the OTE numbers. I'm in Denver, Boulder is my territory - we are neighbors.

bam

WR Officer

0

VP of Sales

considering the next move -- don't let your current comp define you. focus on the market rate and what you bring to that new company.

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