CyclingAddict

AE (Account Executive)

OTE for Sr. AE?

I spoke with a recruiter for a Sr. AE position at a digital health start-up. Salary is around 100K. They are asking me for equity and OTE expectations. I have 3.5 years of experience in Saas and healthcare, and they are looking for 2-4 in both.

What should I be asking for?

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CuriousFox

WR Officer

🦊

@Telehealth_2the_Moonyou have any ideas?

Telehealth_2the_Moon

Notable Contributor

Director of Business Development

Thanks for the tag. First question is what you've seen on repvue/glassdoor/etc. regarding that role? Either for that company or comparable ones.

Second is who will you be selling to (Employers, health systems, education, etc.) and what is the average deal size?

CyclingAddict

Personal Narrative

AE (Account Executive)

This role would be selling in B2B to other digital health companies. Not sure what the average deal size is (waiting to hear back on that). For SMB, OTE would be about 200K, and MM would be 250-300. If we're talking mid-market, then base would need to go up.

ThatNewAE

Big Shot

Account Executive - Mid enterprise

There should be few threads already on this topic though. DId you look them up ?

CyclingAddict

Personal Narrative

AE (Account Executive)

Thanks! I just tried looking them up with no success. Are you able to tag them here?

ThatNewAE

Big Shot

Account Executive - Mid enterprise

https://bravado.co/war-room/posts/what-is-your-ote : This thread has comments with different OTEs. You might find some here.

https://bravado.co/war-room/posts/ae-to-senior-ae Or this.

Let me know if these help.

CyclingAddict

Personal Narrative

AE (Account Executive)

Thank you, that was very helpful! Would you have any idea how I could find where I should be for equity?

jefe

Arsonist

🍁

RepVue for similar companies?

CyclingAddict

Personal Narrative

AE (Account Executive)

Thanks, that's helpful! Maybe you could point me in the right direction. If I would be selling into SMB, MM & ENT, what would a base & OTE look like?

Coastal_crusher

Politicker

Sales Director

100k base seems to be in line for 2-4 years exp. You can always negotiate at the offer stage

ManageThis

Good Citizen

Account Executive

100k base in line for someone with 2-4 years experience? I think that's a pretty broad statement. What about someone with 10yrs experience?
IMO your performance matters way more than # of years exp.

Coastal_crusher

Politicker

Sales Director

One would hope so right? Hiring staff are lazy and will filter out based on simple metrics like that

10 yrs is more like 150-170 base

TennisandSales

Politicker

Head Of Sales

$100k sees reasonable for base.

What sort of equity do they offer?
Restricted Stock Units?
ISO?
Monopoly money?

if you really want to dig in on equity, I would ask about that, and I would ask how many shares outstanding there are, and what other ppl with your title have received.

Also does the OTE figure matter?
Does the OTE figure determine commission breakdowns?

mrosales

Politicker

Monopoly money is underrated.

TennisandSales

Politicker

Head Of Sales

thats what the Founder of the first start up I worked at WANTED me to think 😂

BlueJays2591

Politicker

Federal Business Dev Director

I would expect something a bit higher

Maximas

Tycoon

Senior Sales Executive

I would be ok with the 100k if I were you.

CyclingAddict

Personal Narrative

AE (Account Executive)

Thanks! I’m not sure where I should be for OTE since this will be an early AE role and I’d be selling across all deal sizes.

ManageThis

Good Citizen

Account Executive

Also depends on sales cycle.
I'm not in SAAS, but our sales cycle is long. Typically 3-12+ Months. Gotta factor that in.

ABell

Good Citizen

sales recruiter

Typically for an AE the base should be 50 % but since it’s a startup the base should be 60-70 %. How long is the sales cycle? what vertical of healthcare are you selling into? What series funding are they? how big is their current customer base? how expensive is their product? what is your target quota?
do they have product-market-fit yet? There are so many questions you need to be asking…
let me know if you want me to go into more detail…
Joining a startup can be risky - there is a ton of questions you should be asking to make sure it’s the right startup.

(ex: is their product “fully baked” and ready to hit the market.)

I can’t tell you how many times i’ve heard an AE tell me that they sold the sh*t out of a product , then to find out it wasn’t able to deliver as promised. That can hurt your credibility with your customers ( especially those who bought based upon their previous relationship that they had with you…) just food for thought…

CyclingAddict

Personal Narrative

AE (Account Executive)

This is helpful, thank you! I’ve only been speaking with an external recruiter so far who wanted my expectations. I used to work for Digital Health start up, and now I work for a large EMR company selling everything they do only more complicated because of I’m working with private practices. Anyways, the recruiter said they want someone who has sold into digital health companies. If that’s their hang up point with all of my experience in saas, digital health and healthcare then it probably won’t be a great fit.

Arzola

Valued Contributor

Business administration

how is my situation now would be one... when do I start? haha

commishcapo

Opinionated

Commercial Account Exec

Base seems alright, given economic climate. So 200k OTE with 50/50

WhoDey

Opinionated

VP of Sales

OTE expectations?

Mendizo

Opinionated

Sr. Director

If equity is involved, that introduces high variability. Without equity, I would say $250k+ OTE, at least 50% base. A few quarters ago, I hired for multiple roles like this and we were doing about $300k OTE.

If you believe in the ramp for this company and you have higher risk tolerance, you might ask for more equity in return for less OTE or less base. $100k of equity now might be worth 5x that if the company gets anywhere. But again, that's a high-risk move, so up to your comfort level.

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CyclingAddict

OTE for Sr. AE?

25 comments

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