bdiggidy

Account Executive Mid-Market

Valued Contributor

Typical commission rates?

I'm currently in a Midmarket role with favorable commission rates:

base rate is 15%

accelerators for: YTD attainment , team attainment, monthly attainment

waiting on comp plan for 2024 though. I've made club 3x in 3 years.

im negotiating an offer for an ENT role currently with a 50% base increase. Im waiting on confirmation but by my caclulation it seems like the commission base rate is only 10% with 1.2M annual goal- 100k/month - is this fairly reasonable?

there is no historical data on average rep attainment because it's a brand new team so it's difficult to say if the quota is realistic or not.

base increase is great, but seems like earning potential might be better in my current role?

problem is my current company is circling the drain post-acquisition. leadership churn, terrible culture, everybody has 1 foot out the door.

just looking for some perspective. new company is profitable, unicorn status and fully remote. as I write this it sounds l like a no brainer, but don't want to leave any money on the table have a big year ahead this year in my personal life with new addition coming soon. just don't want to make any decisions without weighing out all options

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poweredbycaffeine

WR Lieutenant

4

☕️

If your current company is tanking, and you need security and long term outlook for the new savage coming into your life, then take the hop. It’s hard to say if that’s reasonable without knowing current revenue and the growth factor they are wagering by taking on you + other ENT reps.

What is the current ACV, and can they support an ENT motion? Are they building new features to support a more sophisticated buyer, or just hoping you can target larger accounts with bigger contact values?

poweredbycaffeine

WR Lieutenant

2

☕️

Another random downvote after sharing good probing questions and perspective on post-acquisition longevity. Cool cool cool cool.

jefe

Arsonist

1

🍁

Same thing happened to me the other day... Some salty folks out there.

CuriousFox

WR Officer

0

🦊

STUPID SALTY

jefe

Arsonist

1

🍁

Hahaha I just noticed that these are getting downvotes. The salties don't like being called out, apparently.

bdiggidy

Opinionated

2

Account Executive Mid-Market

They don’t have any data on current ACV - it’s a brand new team they’re building after deciding to specialize product streams and Dedicate a team to each product. After having another convo with the HM on Friday. It is seeming like the role is a bit more flexible in terms of ACV range because it’s a new team. ENT role in title but quite a bit of transactional deals that I’d be exposed to with some shorter timelines than even my current MM role. Which actually makes me feel way better about building pipeline

poweredbycaffeine

WR Lieutenant

1

☕️

Sounds like you have a clear path to long term security, but the devil you know is easier to live with. Be daring to jump.

oldcloser

Arsonist

2

💀

Without considering the “tank factor” deal size and cycle time are the key to this question. 15% can be really healthy if you’re doing high 5- low 6 figure deals on a 90-day- ish cycle in MM.

The 50% base pop can be crumbs if the ENT deals are 12+ months and pay less per dollar. Sketch out the math you’re familiar with. Compare it to the ENT math you can verify.

For my money, I like the upside of staying put in MM. Also, stability is not overrated when extending a family. Best of luck to all of you!

unclespacejam

Politicker

3

ur dad’s brother

Agree with OC here, I think the choice for me would be stay in current role. You’ve got a system in place for yourself that works (club 3 years in a row).

Have you mapped what your earning would realistically project to be in both role?

I would place a 50% discount on commissions for the ENT role as there are so many new variables at play there

Sunbunny31

Politicker

1

Sr Sales Executive 🐰

Yeah - the sales cycle in Enterprise can seriously be brutally long.

unclespacejam

Politicker

1

ur dad’s brother

If you go ENT be prepared to go SEVERAL MONTHS without meaningful commissions while you ramp up.

The comp number for the new role are definitely standard across enterprise. However, If the ENT team is totally new I’m surprised the quota is that high.

Possible to negotiate a ramping quota for the first 6-9months.

Also are you going to a new org for this role as well? May have missed that details

bdiggidy

Opinionated

1

Account Executive Mid-Market

These are really good points. My discussion late Friday was around deal size and since they don’t have a ton of historical data at least what am I allowed to work. And it sounds like the “ENT” is really only in title, which in this case I’m okay lol there’s quite a bit of transactional deals I’d be exposed to with some shorter cycles than my current role even. The challenge is that although I’ve had a lot of success in my current role it’s hard to have faith in the org- on our 4th CRO since last April. They’re lowing targets this year (they say, we haven’t seen them yet) but everything is becoming far more micromanaged. Now I don’t see myself be too impacted by cuts or micromanagement given the brand I’ve built and my performance but you never know these days.

unclespacejam

Politicker

1

ur dad’s brother

Would be good to see a side by side breakdown of base and commissions for each role here so we can compare side by side.

One additional thought:

if the ENT is really only a title change and only starting to wade into larger deals, but you’ll still be hiring same ACV on the meantime.

The important thing to consider is that you’re trading 5% of your commission upside to get some additional base salary.

But say this means you’re going from a base salary of $100k to $150k (50% increase) but you’re also effectively losing 33% of your upside opportunity until you hit accelerators.

That would be find if you were doubling or tripling your ACV but because you’ll still be working mostly MM size deals, you’re going to be paid considerably less on those MM deals.

Is that trade off worth it?

Can you reasonably expect to make up that $50k difference and then some?

Pachacuti

Politicker

2

They call me Daddy, Sales Daddy

It’s not an apples to apples comparison but based on the circumstances I’d say it’s time to bail. Even a somewhat reduced paycheck is better than no paycheck.

bdiggidy

Opinionated

0

Account Executive Mid-Market

Yah and my current company just did layoffs in early Jan. On our 4th CRO since last April - this new one seems to be giving off that he’s coming in to trim fat and cut people

medhardwaredr

Opinionated

1

Director of Sales NA

Leadership churn isn’t good in most cases throughout my career. They keep more money, give less accounts and they put a lot on the “upside” which is usually nowhere near attainable. Keep an ear to the wind on other companies my dude and good luck!

Justatitle

Big Shot

-1

Account Executive

Would choose sticking to the MM role because ENT deals take forever and not selling for a long time takes a toll.

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