What's your Enterprise Level SaaS Sales Compensation Structure from a high level?

UiPath
chuG45

Go to company page UiPath

chuG45
5d 10 Comments

What's your sales compensation structure like? I'm specifically curious about enterprise level SaaS companies. From my knowledge most sales compensation is based on ARR or iARR. I've also heard of profit based. Are there any that I'm missing?

#sales #salesengineer #software #enterprise #ae #accountmanager #compensation #comp

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TOP 10 Comments
  • New
    woodsyy

    New

    woodsyy
    I’ve never heard of profit based. My comp structure pays on closed won new ARR and all of my previous comp plans have done the same

    there is additional quota relief for longer contracts and accelerators past 110% quota attainment
    2d 2
    • UiPath
      chuG45

      Go to company page UiPath

      chuG45
      OP
      Thanks for sharing and yea I believe the profit-based is more commonly referred to as "Gross margin commission"
      2d
    • New
      woodsyy

      New

      woodsyy
      I would avoid that type of setup at all costs. Let the company worry about setting pricing and minimum margins.
      2d
  • Oracle
    wULc23

    Go to company page Oracle

    wULc23
    Do you mean how do you earn commission? Like do you get paid as a percent of ARR/License Sale/profit?

    If you’re talking about sales compensation structure check compgauge and filter by enterprise
    5d 2
  • Most are 50/50 OTE; depends on role some have single ACV with graded % up to 100% then start accelerating up to their cap (ie some are 300% some 500% or have Big Deal gotchas)

    You can earn extra on Spiffs or specific products that have accelerates that they want to grow or focus on.

    All companies are different and all plans change at min annually
    2d 1
    • UiPath
      hupG5r

      Go to company page UiPath

      hupG5r
      Hey thanks for the response! What do you mean by "Big Deal gotchas"? Also when you say ACV does that mean if a customer renews with the exact same ACV the comp would still be the same?
      11h
  • I'm an Enterprise SE and my comp is 80/20 base/variable and my variable is tied to my regional team sales performance - not individual
    5d 1
    • UiPath
      chuG45

      Go to company page UiPath

      chuG45
      OP
      Thanks for sharing. So when you say regional team performance do you mean that your team has a total territory volume goal. If so is the commission split evenly if the team goal is met?
      2d