Table of contents
- Salary Trends in Sales Leadership Roles
- Impact of Enterprise Selling
- Compensation Management Challenges
- Future Outlook
- Regional Salary Variations for Sales Leadership Roles
- Why Junior SDRs Shouldn’t Reach Out to C-Suite Executives
- How I Unlocked ChatGPT for Sales Teams in Less Than 5 Minutes
- 28 Essential Traits of Top Performing Tech Sales Professionals
In 2024, the sales leadership landscape is witnessing notable shifts in salary and on-target earnings structures, particularly in the technology industry. The national salary average for an Enterprise Account Executive in the technology industry ranges from $120,000 to $180,000, with OTE typically reaching 100% of the base rate.
Salary Trends in Sales Leadership Roles
Vice President of Sales
- Average Salary: $204,481
- Salary Range: $140,000 – $450,000
- Additional Cash Compensation: $138,048
- Average Total Compensation: $342,529
- Gender-Based Salary Comparison: The average Vice President of Sales salary for women is $196,361, while for men, it is $194,903.
Chief Revenue Officer (CRO)
- Average Salary: $237,508
- Salary Range: $100,000 – $450,000
Head of Sales
- Average Base Salary: $205,036
- Salary Range: $179,263 – $235,078
- Average Total Cash Compensation: $284,345
Enterprise Account Executives (AEs)
- Base Salary: Ranges from $120,000 to $180,000
- OTE: Typically reaches 100% of the base rate
- Key Insights: The top earners in this role can command OTEs exceeding $617,000, indicating the potential for significant financial rewards in the sales leadership field.
Mid-Market Account Executives
- Base Salary: Ranges from $85,000 to $160,000
- OTE: Varies based on experience and performance
- Trend: Experienced Mid-Market AEs can earn OTEs surpassing $389,000, reflecting the competitive earning potential in this position.
Sales Development Reps / Business Development Reps
- Median Base Salary: $55,000
- Median OTE: $80,000
- Top Earners: Can exceed $130,000
- Quota Attainment: Averages at 53.4%
- Insight: The median OTE for these roles highlights the range of earning potential across different sales leadership positions 2.
Influencing Factors and Trends
Impact of Enterprise Selling
The rise of Enterprise AEs and the increasing demand for candidates with expertise in engaging decision-makers in larger organizations have significantly impacted compensation trends in the sales leadership field. This trend reflects the growing importance of experienced sales professionals who can effectively navigate complex sales processes within enterprise-sized organizations.
Compensation Management Challenges
According to the 2024 Sales Compensation Report by Xactly, leaders in the sales industry are facing challenges related to quota setting and attainment, highlighting the need for improved quota benchmarking technology. The report also emphasizes the significance of balanced revenue models and the impact of ramp time on new hires in the sales leadership domain.
Future Outlook
The ongoing reliance on manual compensation planning and the growing gap between quota and achievement underscore the need for sales organizations to invest in advanced compensation management tools and strategies to drive stronger go-to-market strategies and maximize team performance.
Regional Salary Variations for Sales Leadership Roles
The salary variations for sales leadership roles, particularly for Regional Sales Managers and Regional Sales Directors, can be significant and are influenced by factors such as cost of living, economic conditions, and market demand. Here are the insights on regional salary variations for these positions:
Regional Sales Manager Salary
- The average Regional Sales Manager salary in the United States is $128,552 as of March 26, 2024, with a salary range typically falling between $110,528 and $149,205.
- The salary varies by percentile, with the 10th percentile at $94,118 and the 90th percentile at $168,009.
- The total cash compensation for Regional Sales Managers can vary anywhere from $123,093 to $180,768 with the average total cash compensation of $149,258.
- Geographic variations impact Regional Sales Manager salary levels due to factors such as cost of living, industries, market demand, and company budgets.
Regional Sales Director Salary
- The average Regional Sales Director salary in the United States is $115,144 as of March 26, 2024, with the salary range typically falling between $99,000 and $133,643.
- The salary varies by percentile, with the 10th percentile at $84,301 and the 90th percentile at $150,485.
- The total cash compensation for Regional Sales Directors can vary anywhere from $110,254 to $161,914 with the average total cash compensation of $133,691.
- Similar to Regional Sales Managers, geographic variations impact the salary levels of Regional Sales Directors due to factors such as cost of living, industries, market demand, and company budgets.
These insights highlight the substantial impact of geographic variations on the salaries of sales leadership roles. It’s essential for professionals and organizations to consider these regional differences while negotiating and setting compensation packages to ensure equitable and competitive pay in different locations.
Here’s a comparison chart displaying the median base salary and median on-target earnings for various sales roles based on the data provided in the web search results:
| Sales Role | Median Base Salary | Median OTE | Top Performers | % of Reps Hitting Quota |
|---|---|---|---|---|
| Sales Development Rep (SDR) | $55,000 | $80,000 | $131,082 | 52.6% |
| SMB Account Executive | $65,000 | $130,000 | $266,048 | 43.3% |
| Mid-Market Account Executive | $85,000 | $160,000 | $383,595 | 38.8% |
| Enterprise Account Executive | $130,000 | $250,000 | $616,924 | 36.8% |
| Strategic Account Executive | $140,000 | $280,000 | $685,718 | 40.3% |
| Sales Engineer | $135,000 | $192,000 | $319,423 | 54.0% |
| Customer Success Manager | $95,000 | $125,000 | $213,474 | 61.7% |
| Account Manager | $95,000 | $165,000 | $394,831 | 46.8% |
| Sales Manager | $135,000 | $2500,000 | $478,011 | 48.7% |
This chart provides a comprehensive overview of the median base salary, median OTE, top performers’ earnings, and the percentage of representatives hitting quota across different sales roles. It highlights the earning potential and quota attainment across these roles, offering valuable insights for professionals and organizations in the sales industry.
Sources:
- https://www.repvue.com/blog/salary-guide-for-sales
- https://www.thequota.co/articles/the-2024-q1-sales-salary-guide
- Betts Team: The Rise of Enterprise AEs and the Impact on Compensation Trends
- GeneralNewsAdviceMoneyHumor: The 2024 Q1 Sales Salary Guide
- Salary.com
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