New AE role, comp plan confusion

*** Warning: this turned into a longish post ***


I started with a series A SaaS startup in January and recently received my comp plan for the 1H of this year (the company is doing 6 month comp plans though I'm not sure what this means). The VP Sales is also new, I know him well and I deliberately didn't press too hard for a lot of detail in the offer as I knew a lot of stuff was being figured out, but I trusted that he'd do right by me. What we did agree upon was a 50/50 package and that I'd have a 6 month ramp (no quota for 1H). We also agreed that I'd be paid my variable comp for the first 6 months and that my 2H quota would be $500K. My territory is a brand new for the company and sales cycles are 6 months plus, so I wanted to ensure I had something more than my base salary for the first 6 months.


I live outside the US and have been hired via a PEO. I have an employment contract (not the US style offer letter) and when this arrived, there was no mention of my variable comp. It detailed my base salary but there was no detail about variable - only that this is something that would be communicated to be separately. I queried this with the VP HR and was told that the VP Sales would send me the details.


A couple of weeks later I received an email from the VP Sales with my "comp plan". It showed a quota as being "N/A" and also included a comp rate which it said was "above draw payout". I had started to receive my full monthly base + variable and understood that the commission rate that was "above draw payout" was an incentive for me to close something in 1H and be paid commission that exceeded my agreed upon variable pay as there's a big push, company-wide to secure 1H ARR.


After that I put my head down and have been working really hard building pipeline, developing partnerships & figuring out how to spot a good opportunity for this product as it's so new in the market. Recently I received a comp plan in DocuSign that the company wants me to sign. Alarm bells went off when I read that the draw was "recoverable". I queried this as my understanding was that I would be paid what was effectively guaranteed commission for 1H. What I was told makes no sense to me...


Apparently the payments that were made to me in 1H are recoverable. What this means is that if I achieve my 2H target, my variable earnings will "pay back" the recoverable draw that was paid to me in 1H and I will be paid nothing. So if am to finish the year at 100% of my year's target ($500K), I will earn exactly half of my year's variable pay. In order for me to earn the other half of my variable I'll have to close another $300-400K depending on what kind of accelerator is in the 2H plan.


This seems crazy to me. I've always worked under the premise that if you hit 100% of your target, you earn 100% of your variable. Effectively my quota for the year is between $800-900K, not $500K which is a big difference.


Is my understanding of all this correct? VP Sales and I have had several conversations but he doesn't understand my point of view. It's reached the point where I'm having sleepless nights (it's 2am here now) and my wife and I are talking about cancelling summer vacation plans and camps we've booked for the kids as half of my expected variable pay has evaporated.


Points of view & opinions greatly appreciated.

☁️ Software Tech
💰 Compensation
8
Filth
Politicker
3
Live Filthy or Die Clean
This badly needs a TL:DR . My ADD did not let me read the whole thing but I wish you luck!.
CuriousFox
WR Officer
2
🦊
Samesies ☠
saaskicker
Celebrated Contributor
1
Enterprise AE
TLDR: Was promised a ramp payout for 6 months, then the company said: in next 6 months you will be "paying us back" for the draw we paid you for the first 6 months. poster mad, company bad.
Filth
Politicker
0
Live Filthy or Die Clean
TY and yeah fuck that noise and the company. Jesus these orgs now a days are getting wayyy to big for their britches. Someone needs to hold onto some signed documentation and take them to court. I hate hearing about all this and sorry you're in the middle of the shit show brother.
saaskicker
Celebrated Contributor
0
Enterprise AE
wasn't me - but i agree. just summarizing for a fellow ADD sufferer.
oldcloser
Arsonist
2
💀
Have you asked for clarification on “recoverable?” It seems like this is unclear. I think the question to be asked is “under what circumstances is the draw recovered.”

If all is as you’ve laid out, 100% of variable paid in the first half is nothing more than a 0 interest loan with a really fast payroll deductible repayment plan that kills the ramp.

Seems whacked to me.

Sunbunny31
Politicker
4
Sr Sales Executive 🐰
This exactly.

Sounds counter to what was communicated to you - a non-recoverable draw (full OTE) as you ramp in 1H, moving to base + comp for 2H on a quota of $500K.

Why is the VP not understanding the problem?
Maximas
Tycoon
0
Senior Sales Executive
Damn,that's a game they started to play!
Start looking from now for somewhere else, as that kinda start to me ain't promising at all ,as why the heck didn't they tell about that comp plan update you received in the DocuSign at the first day you started,that forms a huge page of ambiguity.
And I believe the same way it happened this way without informing you before, it may just happen over and over again,that's why I advise to jump the ship at least once your 1 year is up!
Pachacuti
Politicker
0
They call me Daddy, Sales Daddy
Without seeing the exact documents, its hard to advise here, but from what you stated it sounds like you got a bit screwed.

You were promised a free ride for 6 months and then you'd be expected to be contributing. They gave you a comp plan with an incentive to bring something in within the first 6 months, however unlikely that is (basically to keep you from sandbagging).

The "recoverable part" eludes me. I would interpret recoverable to mean that if you leave in the first 6 months, they can go after you for the variable comp. But you say that its counting toward a yearly quota number and instead of starting fresh at month 6, you have to exceed the $500k in the 2H before they start paying you a variable component.

IF THAT IS THE CASE, you have 3 choices - (1) leave. (2) take it as it is and roll with it. (3) Talk with your manager. I'd do the math with him and walk him through what your thoughts were coming into this.

At the end of the day, its not the end of the world. It sucks and yes, you'll have to make some adjustments. But at least you have a job which is more than what some folks have right now.
poweredbycaffeine
WR Lieutenant
0
☕️
No one will tell you that empathy is my strong suit, so here goes: Why didn’t you qualify your pay structure before starting the role?

This might be hard to hear, but this is on you. Your VP did what was standard or advantageous to the business and expected you to qualify the offer and ask questions.

At this stage, you’re in it. You’ve gotta swallow that pill and do well to cover the draw. Or you can quit and see what happens, but that’s not the move right now.
atx22
Catalyst
0
Enterprise Account Executive
Reach out to Dan Goodman at TruCommish, this is his specialty and will help you navigate the situation.
Armageddon
Opinionated
0
Enterprise Account Executive
couldnt get through your entire post. But confusing comp plans are the worst
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