2024: How much money can you make in tech sales?

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When I was running the sales team at Pave, I typically used three sources of data to triangulate how much any given role should be paid: the Pave dataset, comps from recruiters and my network, and the Betts Annual Sales Compensation report.

Betts gave us early access to their guide which dropped last week, so we’re breaking down how much you can get paid at each role in the sales career ladder, and what it takes to get there.

Disclaimer: Many reps are not making their OTE right now. Just because you see an OTE, doesn’t mean you will actually earn it. Try to find a team where at least 50% of reps are hitting quota and average team attainment is at least 70%, then go be the #1 rep that does 150%.

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Sales Development Representative (No Experience)

The chart above shows entry-level SDRs at a $70k OTE target, while an experienced SDR is listed at $80k (in the report, not pictured above).

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This is markedly lower from what I saw when I was hiring as Pave’s VP of Sales. It became pretty standard in the hot era of 2021-22 to see entry-level SDR OTEs at $80k because everyone was hiring SDRs like bananas.?

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The market for SDRs has cooled off for a number of different reasons:

1. They feed AEs, and there are frankly just fewer AEs now.
2. The AEs left are less flush with inbound pipeline and expected to source their own.
3. Companies are exploring tons of ways to automate outbound.

Someone who was the #1 MM AE is still going to get a great job. But a strong college grad or even an experienced SDR is going to be fighting for a limited pool of roles.

See the Rest

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