Unique scenario: salary negotiation for promotion

Context

  • Enterprise AE at ~60M ARR SaaS company; roughly ~300 employees globally
  • Led company globally in sales (nACV) past 3years ('20-'22)

Salary

  • $220k OTE: $110k base / $110k commission
  • Because I've exceeded my quota each year, I made $290k and $330k in the past 2 years

Scenario

  • My OTE is below market rate ($300k OTE) for an enterprise AE role, so I planned on asking for that
  • Before I had the chance to ask my boss for a raise, he brought me an opportunity for a Team Lead role... I'd essentially be a player/coach, helping 3 reps closer their larger ($100k+ ACV) enterprise deals
  • My boss spoke in broad strokes about a raise for it, whether it be a higher base or getting a % of the other reps deals that I'm helping

Question for the Bravado crew

  • Knowing I'm now negotiating for the team lead role, while my OTE is also under market for my existing Enterprise AE role (albeit making > my target OTE), how would you approach this negotiation and what type of raise would you ask for?
๐Ÿ’ฐ Compensation
๐Ÿ’ฏ Promotions
10
TennisandSales
Politicker
8
Head Of Sales
first off nice work over the last few years! $290K and $330K are massive numbers friend niiiice!!

I personally would handle this as 2 separate things. Your comp, and then team lead.

I would bring up the fact that your OTE is below market rate and back that up with some stats (like where you found that info). justifying the raise should be pretty easy since your crushing it. If a $300K OTE is what you think is market rate than ask for that. ask for a $150K base.

THEN after that is discussed, I would talk about the Team Lead. is that something you WANT to do? does helping reps sounds enjoyable to you? if it is, then I would do it and ask for a cut of the deal. (preferably over and above what the rep makes becuase that would suck for the rep to make less because you are helping them haha. )
CheckBackNextQrtr
Executive
0
Enterprise Account Executive
Very well said. I also appreciate the kind words.

This is most likely the path I'll take. Thanks for lending some insight!
ThatNewAE
Big Shot
3
Account Executive - Mid enterprise
I'd probably still try to address that my OTE is below the mark. Taking up OTE or not is a different route, but the current pay is below market, that needs to be mentioned!

Once the raise is discussed, then decide for yourself if you want the Team Lead role after all or not.
braintank
Politicker
5
Enterprise Account Executive
Sound advice. Title doesn't pay the bills. And if you're going to be taking on more responsibility you should be paid above market OTE.
punishedlad
Tycoon
1
๐Ÿง™โ€โ™‚๏ธ
^^^
CheckBackNextQrtr
Executive
0
Enterprise Account Executive
100%
CheckBackNextQrtr
Executive
0
Enterprise Account Executive
Right, agreed
Lambda
Tycoon
3
Sales Consultant
Awesome work to date! Most of us Dream of that type of pay!

Most importantly what is your objective here?

Strictly monetary, Lifestyle, Status
Once you have these answers that will open the gateway for the conversations. Gameplan appropriately just like you would a preso to your enterprise clients

Then just ask. No need to be sneaky about it

They clearly value your abilities so the worst they could say IMO is no. Unlikely any bad can come from this
CheckBackNextQrtr
Executive
0
Enterprise Account Executive
Thank you! I agree, it all comes down to someone's career/life goals.

The reason why it's appealing is because I believe mgmt is where I want to end up, but I'm only 30 and I'm still enjoying the IC life. So, with the team-lead role I'd:

(1) See how I like managing others and having non-IC responsibility
(2) Still collect serious coin as an IC
(3) A fairly low risk way to test mgmt, since I'm super close w/ my boss who I've worked under for 3 years, and already help many folks on the team w/ deals today
braintank
Politicker
1
Enterprise Account Executive
Don't take a team lead role.
CuriousFox
WR Officer
1
๐ŸฆŠ
Agreed
CheckBackNextQrtr
Executive
0
Enterprise Account Executive
How come?
J.J.McLure
Politicker
1
Owner at *redacted*
Go read/listen to "Never Split the Difference" and implement their negotiation tactics. The audio book version is stellar
CheckBackNextQrtr
Executive
0
Enterprise Account Executive
Read that one. Great book
kelvin26
Fire Starter
0
administrative manager
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kelvin26
Fire Starter
0
administrative manager
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