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Question

I'm interviewing for a Nationals Account Executive selling largely net-new logos. The comp is a bit low at a $240K OTE. However, I'm told that a significant portion of reps on the team are earning high 6-figures ($600K+). What is attainment like and how much do you typically make year 1?

Current Employee · Accepted Answer

Look at the tenure of reps that stay longer than 1-2yrs at the firm and in the group you're interviewing with, that might give you a hint on whether they're really making those high 6 figures.  Landing new logos for enterprise software takes a minimum 9-12 months unless a bluebird comes your way.

Former Employee · Answer

I had the same promises when interviewing too. However, during my time at NICE I didn’t see a single rep get anywhere near half their target in the UK. The inflated figures they quote are often very dated and based on the most tenured reps in the US market.

Former Employee · Answer

"Significant" is probably a stretch.  But, the opportunity to make high six figures is very real.  Something to also consider is that if you don't hit targets at the end of 2 years, you're out (CEO rule).  This is rarely communicated during the interview process

Current Employee · Answer

You should carefully evaluate your account list before accepting offer because the potential opportunity to close business varies greatly among team members.  Last year maybe 20% of Nationals reps hit quota. You will very likely make no commission for at least a year.

Former Employee · Answer

Their naming conventions for roles is a bit strange. “Nationals” is really mid market with about 25 accounts to call on.  “Majors” is enterprise with 4-6 accounts to call on. 
Tough to hit your quota in your first year. Not impossible but don’t expect consistent commission checks

Former Employee · Answer

I would have my guard up with anything they are telling you. I'm no longer employed there but still in touch with several folks on the sales team. Lots of shady changes in the sales comp structure each year, sometimes mid-year. First year maybe less than $200k

Current Employee · Answer

Nationals is one of the better groups to interview with at NICE to hit attainment. They hunt net new logos, and the comp plan incentivizes net new logos. Managing current customers at NICE wastes selling time if you want to hit quota. Attainment depends on the territory and tenure of the manager. If the manager has longevity, they will most likely have had a say in the account set.

Former Employee · Answer

Sales cycles at NICE are typically long 9-12 months or longer if the deal is greater than $1.5M in revenue.  NICE's OTE is low in my experience.  Left earlier this year and every single one of the companies I interviewed with offered higher OTE.  In my experience many of the teams are at 40-50% of AEs at quota.

Current Employee · Answer

I'm not on that team. Nationals has historically had a good # of accounts to work and I know multiple people making good money, over $500K.  But as for how many are there and how many hit 100%+ attainment, not sure. It's a good part of the company, historically.

Current Employee · Answer

Top reps in Nationals are probably just making around that OTE #. Get a copy if the comp plan, it’s not good & not many reps are making plan

Former Employee · Answer

There are a large handful that are high 6 figures and a few in the 7 figures.  They do pay well when you sell a lot.  I experienced that success.  $300-500K is very attainable with success

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Anonymous Q&A

I'm interviewing for a Nationals Account Executive selling largely net-new logos. The comp is a bit low at a $240K OTE. However, I'm told that a significant portion of reps on the team are earning high 6-figures ($600K+). What is attainment like and how much do you typically make year 1?