Our client, a B2B SaaS paymentech with just under 100 employees, was in search of an Account Executive to cover West Coast Enterprise accounts.
After developing a demand generation engine that drove significant inbound interest from the West Coast, the timing was right to bring in a leader who could convert those opportunities and lead a team, including a dedicated Sales Engineer and BD Rep.
We presented 4 candidates:
The Enterprise Expert – $125K Base ($300K OTE)
- 10 years as an Enterprise AE at a Fortune 500 tech firm, selling expense management and invoicing SaaS solutions across Western Canada
- Averaged 120% of a $1M+ quota and made President’s Club 5 years in a row
- Average deal size was $150K, and sales cycles ranged from 6 months to 2 years
- Biggest customers came from Financial Services, Telco, SaaS, Oil & Gas and Energy
- BA, Economics
The Startup Specialist – $100K Base ($200K OTE)
- 10 years of sales experience with 5+ years selling Enterprise SaaS
- Strategic AE at a Series B startup selling Subscription and Recurring Payments Management SaaS across North America
- Attained 107% of a $1.3M quota, with 2 of the biggest 3 deals coming from the West Coast
- Average deal size was $150K to $175K, primarily from D2C e-commerce
- BA and numerous sales certifications
The Telco Titan – $120K Base ($240K OTE)
- 7 years of experience selling Mobility Management SaaS to enterprises across the US and Canada
- Averaging 158% of a $1.3M+ quota over the last 4 years
- Managed a highly technical sale involving the same 2 champions that our client typically targeted
- Sold heavily into Telco
- BEng and numerous sales certifications
The Hire
- 5 years of experience in B2B SaaS sales, including the last 4 selling Billing and Reporting SaaS across Canada
- Averaged 140% of their $700K annual quota and made President’s Club twice
- Average deal size of $75K to $100K, with sales cycles being anywhere from 6 months to 2 years
- Sold into a mix of Mid-Market and Enterprise accounts within Telco, Financial Services and Healthcare
- BA and numerous sales certifications
To land this up-and-coming AE candidate, our client offered a $120K base with an OTE of $240K. As you can see, compensation for these candidates varies significantly based on the length and scope of experience, as well as their ability to thrive in similar environments.
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