How do you...

Question

How do you feel about the sales compensation structure at Smartsheet?

Current Employee · Accepted Answer

It used to be fair but quota went up a lot in the last couple of years. No real reason and most reps don’t hit or get close to quota. Not motivating and I hope they fix it next year.

Current Employee · Answer

It’s pretty decent IF you are able to close deals. It’s on a weighed scale so q1 quota is way lower than q4. The accelerators kick in after you’ve exceeded quarterly quota and are quite lucrative if you are so blessed to be able to close deals. Its how I was able to buy my 2nd super yacht.

Current Employee · Answer

They are doing what all Saas companies do. Killing their sales culture. Quotas are getting unattainable, micromanagement with the new SVP, comp plans worsening. Typical SaaS company. It’s the playbook

Current Employee · Answer

Accelerators being quarterly is a good thing. This year we get paid based on % attainment and not a fixed % of commission which means a dollar sold in Q1 is worth more commission than the same dollar sold in Q4. Our quotas go up QoQ.
Also this year Professional services are part of our OTE and not commission measured separately. so basically all our quotas went up.

Current Employee · Answer

It's pretty average as far as the industry goes - nothing special.

Current Employee · Answer

Everyone in a given segment (smb, mm, majors, etc) has the same quota, and a book of business that is roughly the same ARR. If you happen to get one or two great accounts, this could work out well, but you could also get stuck with a giant maxed out account taking up half your territory.

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Anonymous Q&A

How do you feel about the sales compensation structure at Smartsheet?