Article · 12 min read

Sales Quota Expectations by Role and Company Stage

Rome Thorndike · The Seller Report Free Intermediate

It says the quiet part out loud: at seed to Series A quotas are often loosely set and moved around, at growth stage they are calibrated so 60 to 70 percent of the team makes plan, and at late stage they are fixed by finance. That single fact should shape which stage you pick for a first job more than any culture page.

  • SDR quota is 12 to 20 qualified meetings a month, or $100K to $400K in pipeline value.
  • AE annual ARR quotas: $400K to $800K SMB, $600K to $1.2M mid-market, $800K to $2M+ enterprise.
  • Quota should be 5x to 8x OTE; below 4x is aggressive, above 10x is unrealistic.
  • Healthy plans see 60 to 70 percent of the team hit; under 50 percent means the number is wrong.
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The question it answers

  1. Big company or startup for my first GTM job?

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