How much does an enterprise account manager make if their customer spends 10M ARR?

What about 50M ARR?

100M ARR? Is it linear?

Question

How much does an enterprise account  manager make if their customer spends 10M ARR?

What about 50M ARR?

100M ARR? Is it linear?

Accepted Answer

It's not linear, your commission % changes along with your quota. I had a $40M quota and a $70M quota and they just adjust the commission rate to come out to the same variable earnings target

Answer

Depends on your quota, there is no straight forward answer

Answer

OTE is based on quota attainment and it is very rare for a rep to do more than 110-120% of quota. The business already knows what your customer is going to spend in the  year before your quota is established based on historical modeling. A rep with a $10M account is likely going to make very similar to a rep with a $50M account because of how quota is set

Answer

AWS is no different than other companies in that the amount you earn is not solely dependent on ARR, but rather the ARR relative to your quota. A rep with a 4M quota that gets a customer to spend 10M ARR will make more than a rep with a 150M quota and a customer than spends 100M ARR.

Answer

Customer spend doesn't have anything to do with your compensation typically but more experienced reps will get hired into higher grade level roles. If you have over 10 years enterprise software sales experience and interview well you could expect to come in a level 6 or 7 if more experienced selling to large companies.

Answer

It's not based on how much you bring in per se, it's based on how much you attained against your quota. A rep bringing in 2M could make the same as a rep bringing in 100M if they're both hitting 80% attainment against their quota.

Answer

This is not linear, it is all dependent on the quota you've been given. Quotas are generally given based on the spend from the previous year and then growth will be added in the next year. This is what it looks like, customer spent $10M last year and this year quota would be $14M. The positive is the spend last year goes towards your quota this year, you then just need to get the additional $4M unless the customer reduces YoY spend.

Answer

Depends on OTE Quota and Level. L7 is highest AM level. OTE of 400-450, if you crush it - can make up to 900k

Answer

Depends on your qouta.

Answer

Just like all other commission structures in all sales jobs in the world, it depends on your OTE.

Answer

I’m DGR and this year my quota went from $400 to $2MM ARR. Zero increase in commission and no way I will hit the new quota.

Answer

Varies on quota so depends on growth. Non-linear. Also comp can vary on whether they sign EDP commitment.

Answer

The Revenue Based Incentive doesnt work that way.  There are quotas with quota bands.  The higher the quota, the easier it is to achieve it the customer spends more.  For example, if you have a $5M quota, acceleration may require $10M+.  But if your quota is $100M, you may only need $101M.

Answer

This depends on your territory’s quota and attainment against that quota. 100% attainment is typically 67% of your base salary as an AM (43% in some roles).

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Anonymous Q&A

How much does an enterprise account manager make if their customer spends 10M ARR? What about 50M ARR? 100M ARR? Is it linear?