By role
SMB AE: $500K-$1M annual ACV. Mid-market AE: $1M-$2M. Enterprise AE: $2M-$5M. Account Manager: $1.5M ARR ownership with 105-110% NRR target. Key Account Manager: $5M+ ARR ownership with 120% NRR. SDR: 30-50 qualified meetings per quarter.
By industry
SaaS: typically ACV-based. Manufacturing: deal-count and revenue. Financial services: AUM-influenced. Healthcare: account count and product mix.
By company stage
Series A-B: lower quotas, higher variance. Series C-D: standardized quotas. Public companies: highly structured, often multi-component.
Multi-component quota examples
60% new business + 40% expansion. 50% revenue + 30% logos + 20% MBO. 70% renewal + 30% expansion (for AM roles).
Frequently asked questions
What's a typical sales quota for an enterprise AE?
$2M to $5M annual ACV. Quota varies by industry, deal complexity, and segment.
CTA
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