- Truly Remote Org
- 0-3 yrs mgr exp
- Tech
What's your plan or what have you seen? base / OTE split %, total comp, % of team quota to hit goal, bonus / other incentives.
Any other relevant details.
raidernation39
Sales Manager Comp Plans
9
Most sales managers have at least a portion of their compensation tied to team performance. Some might have a couple key accounts of their own as well. How much, etc. is different based on company, team, industry, etc.
Why downvote this?
Didn’t answer the question at all lol
How so?
You gave no context. He didn’t downvote you. You must be from marketing.
😏
I feel like this was as complete an answer as could possibly be given to the 'question' posed here..
not enough info to really be able to answer. But like you mention these are the possibilities
Depends heavily on segment. Here are some pretty consistent ranges I'm seeing at $100M+ ARR SaaS companies:
Front line SMB manager: $200-250 OTE Front line MM manager: $250-325 OTE Front line ENT manager: $350-450 OTE
I know firsthand that front line enterprise sales managers at Salesforce get $400-450 OTE with an additional $75-100 per year in RSUs, so 500-550 per year total comp at plan. I would imagine an SMB sales manager is probably getting 225. I saw a job posting for a second line director of strategic sales at clari that was $730k OTE + stock, but I imagine not anyone can just waltz into that job.
Front line SMB manager: $200-250 OTE Front line MM manager: $250-325 OTE Front line ENT manager: $350-450 OTE
I know firsthand that front line enterprise sales managers at Salesforce get $400-450 OTE with an additional $75-100 per year in RSUs, so 500-550 per year total comp at plan. I would imagine an SMB sales manager is probably getting 225. I saw a job posting for a second line director of strategic sales at clari that was $730k OTE + stock, but I imagine not anyone can just waltz into that job.
Piss on OTE. Get a salary + override deal. Add bonuses. It you tell me how much rev your org does, and where you’re at- I can tell you if you’ve got a fair deal.
Go raiders!
Go raiders!
Explain overide deal more?
% of total team revenue.
I’m hoping to get an idea of base salary and OTE range (obv % split alters that) I know that a manager quota is tied to team performance. I’m looking for what you’ve seen - 80% of team goal is 100%, 70, 75, 85 @oldcloser $20-30M ARR - series b
50/50 split, 0TE probably in the $175-225 range. Performance is based exactly on team performance , so 80% for the team is %80 pay, plus accelerator or bonuses if quota is exceeded, or promotions or KPIs are met, etc.
Does this answer your question?
Does this answer your question?
ENT leaders are $350+. Ain’t no way to answer this without knowing your org’s revenue.
He says $20-30M ARR
Agreed enterprise would be more, I’m assuming his AEs make less than this but I’m guessing…
Agreed enterprise would be more, I’m assuming his AEs make less than this but I’m guessing…
Title would help too. This question is like what’s the difference between a duck? Just can’t really answer. Lazy post
My old manager got 80 base 120 ote and my old senior manager not sure his base but made around 240 each year and both got stock equal to their base, 2 year vesting cycle
Some orgs have three components within management OTE Comp plans (not including potential RSUs/Stock options):
1) standard salary (your base)
2) variable comp portion (think commissions/overrides from your reps’ performance / attainment against your team goal)
3) MBO aka “Management By Objective(s)” which incentivizes managers based on behaviors they want to see from the manager or their team that may not always correlate with performance against the team’s closed revenue goals although the company feels these “Objectives” demonstrate the manager is “doing all the right things”
Examples of MBO incentives includes things like “pipeline certification performance” which essentially is tied to however exec leadership or sales ops is measuring pipeline fidelity by scoring it based on a set of criteria in Salesforce more or less, sometimes it can be related to other things like % of deals transacted through strategic partners, % of reps participating aka actually selling, % of reps hitting goal, managers attendance at coaching sessions available to leaders, etc.
I’ve seen MBOs account for as much as 20% of a managers comp plan (40% base, 40% variable commission/overrides, 20% MBO)
MBOs can be good for managers with lower producing teams as it gives opportunities to still earn more despite lack revenue closed, but if you have a manager who’s team is crushing it I could see it being frustrating if they’re not making their full OTE solely due to the somewhat arbitrary factors of an MBO
obviously MBOs aren’t always a thing, but they definitely can be
1) standard salary (your base)
2) variable comp portion (think commissions/overrides from your reps’ performance / attainment against your team goal)
3) MBO aka “Management By Objective(s)” which incentivizes managers based on behaviors they want to see from the manager or their team that may not always correlate with performance against the team’s closed revenue goals although the company feels these “Objectives” demonstrate the manager is “doing all the right things”
Examples of MBO incentives includes things like “pipeline certification performance” which essentially is tied to however exec leadership or sales ops is measuring pipeline fidelity by scoring it based on a set of criteria in Salesforce more or less, sometimes it can be related to other things like % of deals transacted through strategic partners, % of reps participating aka actually selling, % of reps hitting goal, managers attendance at coaching sessions available to leaders, etc.
I’ve seen MBOs account for as much as 20% of a managers comp plan (40% base, 40% variable commission/overrides, 20% MBO)
MBOs can be good for managers with lower producing teams as it gives opportunities to still earn more despite lack revenue closed, but if you have a manager who’s team is crushing it I could see it being frustrating if they’re not making their full OTE solely due to the somewhat arbitrary factors of an MBO
obviously MBOs aren’t always a thing, but they definitely can be
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