Sales Reps Really Do Have to Close 4x-5x What They Take Home, and More: Iconiq’s Sales Compensation Guide
SaaStr
MAY 23, 2023
Enterprise Quota:OTE ratios are higher (5x+), SMB is a bit lower, but at the end of the day, you need to close 4x-5x what you take home. #2. Renewals, if they are done by sales, are paid out at about 40% of an initial commission. Later stage AEs have OTEs for $235k-$250k — but they have to close a lot to actually earn it ($1m+).
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