Hi!
My current sales/PM role at a small tech mfg firm is partially commission based. I "earn" $ when I close a deal, but am not paid until the customer's payments come in. I am up for a promotion to start managing a new business unit but have ~$90k of "earned but unpaid" commission on my active projects still pending over the next two years. In my new role's salary/commission negotiations, how much can I base my logic on this $90k that they would pay me if I stayed in current role?

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Wow, that is a lot of money to just be waiting on for that long. Do you mean if you get promoted you no longer get that commission? I would think because you earned it before you were promoted that it would still be paid out to you.

They're government research projects that usually last 2 years and have milestone-based payments. Once those milestone payments are received, I get my commission. I've built out a calendar of expected payments on all of my projects over the next 2 years and it totals to ~$90k. I guess you could argue that I haven't fully "earned" all of that yet since it is also contingent on the execution of the work to the client's satisfaction? But yes, either way, it's a significant amount of money that I don't want to lose. And it's likely that my new role will have a differently structured incentive-comp plan. I basically want to say "Make my new base salary = my old base salary + this commission you're already going to pay me". But my boss is adverse to high base salaries. He believes strongly in incentivizing performance.

90k seems low for a PM

As commission for a project manager? This is on top of my base salary. And yeah it probably is low.. I work for a less-than-ideally-funded startup... I do have quite a few stock options though.

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