Do you believe that the below comp is a fair rate in today’s market for a sales manager managing all of SMB-MM-Enterprise at a growth company?

100k base
20k/quarter bonus if my team hits quota
No other commission

I feel like I should have negotiated more.

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No, that’s on the low end, for sure, especially if you’re actually doing legit Enterprise and even MM deals. Are you the first manager?

Compgauge shows SaaS sales managers get 230k comp package on average. Obviously will vary based off YOE, location, and account size.

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Lol, a new space they're entering this year eh? So makes sense to underpay the manager so that team has a lower chance of succeeding

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Low end, for sure. This looks like an IC plan. Are you getting RSUs or equity to augment your low OTE?

you had asked what would be realistic first year quota would be. Based on your other comments, I see the number is $10M. What is the expected transaction size? Are we talking $25K vs. $750K? Is this an add on/complement, or a rip and replace sale? So in theory each rep would have $1M quota, which seems aggressive for SMB. I'd negotiate for half of that. Each rep responsible for $500K. or if purely SMB, maybe even $350-$400K.

The other thing I would definitely be aware of....the years when I was a manager, I overachieved my numbers was when I had full head count and some on deck. Is there a succession plan in place with SDRs/BD so if someone resigns or put on a performance plan, you can have someone fill in immediately?

smart

That was helpful to read, thank you. I am not getting RSUs or equity. I asked for that as well, and was advised that no one received equity after we were in business for longer than 5 years.

Transaction sizes for us are, SMB: 2k-10k, MM: ~10k- 80k, ENT: ~80k- 300k

I was given this role after solely building our Enterprise sales channel. I will now be responsible for training current SMB reps how to sell to anyone from SMB-ENT… problem is, the SMB guys don’t have the acumen to sell to ENT. So, the CEO told me to try or I can fire them. In the meantime of training the current reps, I’m supposed to hire double the team right now.

Sage advice. We only have AEs. I hired an outside firm to provide BDRs, created a training plan for them, and trained them on outbound. My team internally is only supposed to land inbound leads from marketing, partners, and the external BDR group. Right now, we have minimal lead flow.

What is the total team number that you are responsible for? What type of product?

That will depend on your research for other managers with a 10m number and the expected growth. My startup is looking to triple YoY so our BCRs are very high. But to get 100-150k variable, assuming 10m, you’ll be asking for 1-1.5% which I think it completely reasonable. Feel free to DM if you’d like.

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