I had an interview yesterday with a CRO of a healthcare SaaS company.

Background: I'm currently employed and not looking to leave my current gig, but the tech is interesting and the comp is damn good, so I took the meeting at the urging of the recruiter. Plus, it's good to exercise that interview muscle now and again...

Anyway, the subject of average deal size came up and I was asked what my average deal size has been in my last few enterprise sales gigs. I said ~$250k ARR. At the conclusion of the interview, the CRO said the only thing about me that gave him reason for concern was my "low" average deal size. He said theirs is ~$600k ARR, so he was unsure if I could handle the added complexity of "bigger" deals.

My question to the War Room is...at that level, who cares? Selling to hospitals and health systems is already complex, regardless of the price tag. I understand the difference between MM and Enterprise, but at this level, does the difference between $250k/yr and $600k/yr really matter?

In the future, should I just pad the number to avoid the objection?

Average deal size in Enterprise sales?