WolfofSiliconValley

Sales Enablement Manager

Let’s talk comp

I'll give you three scenarios. Let's say I'm hiring to fill an Enterprise AE role (2M quota with 25k average deal size) for a growth Saas company.

Give me your fair market value on what YOU think their comp plan should look like

Persona One: Recent grad with advanced degree + 2-3 years of sales experience. 1 year of Saas experience.

Persona Two: 5-7 years of sales experience, no Saas experience, no leadership experience

Persona Three: 10+ total years of experience, 1-2 years of sales experience, 5-7 years of business development experience, no leadership experience

Obviously there's several nuances and factors involved, I just want to see where your heads are at.

🕧 age-related

🍾 Commission

💰 Compensation

17 comments

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Pachacuti

Politicker

They call me Daddy, Sales Daddy

First off, what does SaaS experience have to do with anything? I can teach someone SaaS, just like I can teach them how just about any other widget works.
What I care about usually isn’t on a resume - work ethic, perseverance, grit, drive.
Finally, what value does the person bring to my organization? How much do I need to invest in the person to ramp them up? How much will they bring to me?
Those are the things I think about when compensation is talked about.

jefe

Arsonist

🍁

This is what you need to consider.

WolfofSiliconValley

Catalyst

Sales Enablement Manager

This is really good feedback

Kosta_Konfucius

Politicker

Sales Rep

Curious the context behind this, are you a hiring manager and trying to find comp for these 3 candidates? Are they going to be in the same role?

There are so many variables in play its hard to say any number. Especially not knowing the role they are in Ent AE, compared to short cycle sales cycle SMB. That can be a 50k+ gap in base alone.

WolfofSiliconValley

Catalyst

Sales Enablement Manager

@Kosta_Konfucius updated for more context

Coastal_crusher

Politicker

Sales Director

The factors you are looking are a bit all over the place so I'd say your market research may benefit from checking out what everyone else is paying. Thats the easiest benchmark IMO for hiring managers or reps. Check our Repvue for a good comparison

Off-topic but I really hate the 'you don't have enough years' of experience factor - like yeah I know that but what if I told you your 10-year person of choice has hit annual quota maybe twice

WolfofSiliconValley

Catalyst

Sales Enablement Manager

Good feedback! Would you all take someone with tenure or quota attainment success?

Diablo

Politicker

Sr. AE

High industry, position, location are you hiring for.

WolfofSiliconValley

Catalyst

Sales Enablement Manager

Updated for more context

BlueJays2591

Politicker

Federal Business Dev Director

Persona 2 sounds like a good sweet spot. Is leadership experience something you look for usually?

Maximas

Tycoon

Senior Sales Executive

I would go with persona 2.

WhoDey

Opinionated

VP of Sales

Persona 1: $100K base, $80K comms at 100%
Persona 2: $100K base, $80K comms at 100%
Persona 3: $100K base, $80K comms at 100%

slaydie

Big Shot

Account Executive

I mean lots of other factors to consider but Ill play your game and lean towards Persona 2. All could be great candidates though

ventox35

Politicker

Sales Leader

wish i had an apple device so i could DM you..boy do i have some thoughts!

TennisandSales

Politicker

Head Of Sales

i just dont understand how an ENT product. can only cost $25k haha

VFG

Good Citizen

SDR

What exactly do you mean by enterprise? $25k average deal size isn’t even Mid-Market.

Mendizo

Opinionated

Sr. Director

I'm curious, if I'm reading this right, it's the same role, but you are thinking of different comp based on the candidate? If they're achieving the same result, shouldn't they be paid the same?

To your 2M quota and 25k average deal size, that seems like a highly transactional, SMB/SMC type of role. That's 80 deals they need to close each year, which at 33% close rate means 240+ real opportunities they need to handle each year. That is not a light job.

To answer your question, I would say to attract the right candidate, you're going to need $250k+ OTE, at least 50% base because there's going to be a lot of build (or give them a quarter or two of commission coverage).

I'm not sure a more experienced seller is going to want to do this type of high-volume transactional selling (at least, I wouldn't), so this level of OTE could get you a stellar up-and-coming individual who will put in the time and effort.

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WolfofSiliconValley

Let’s talk comp

17 comments

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