The 2024 Sales Salary Guide

Published: Wed, 01/10/24

January 10, 2024

TOGETHER WITH

Good morning. Over twenty percent of the country is covered in snow, and the remaining eighty percent is covered by sales managers wondering what they’ve got cooking in January. In this week’s issue of The Quota, we’ll see how your pay compares to others in 2024, share a Sales Fail about an office confrontation, and give some advice to a rep who wants money, not a fancy title. Enjoy.

NUMBER OF THE WEEK

47%

47% of all deals are between $1-5k

Source: Hubspot

SALES ROUNDUP

Here’s what’s happening in the sales world this week:

Carta, the equity-management platform favored by startups, is exiting the secondary-trading business after a leaked email from one of its salespeople went viral last week. The email showed a Carta rep allegedly using confidential company data to solicit shareholders to sell their stock. After immense blowback, Carta’s CEO acknowledged it was shutting down the marketplace business. You can read about it here.
A former car salesman recently divulged that he had to pay to boost his company’s ads on social media using his own salary. The employee shared that dealership management had allegedly made him and other employees deduct RM700 ($150) from their already low pay to boost the company’s Facebook ads. You can read more about it here.

FEATURE

How does your pay compare to others in 2024?

A lot of you will be putting out feelers, negotiating salaries, and actively looking for new sales roles this month, so it's important to know your worth.

Based on the latest numbers from RepVue, sellers reported higher base salaries across all roles compared to a year ago, and higher on-target earnings for all roles but one.

If you weren’t planning to ask for a raise or look for a better paying gig, you might change your mind after seeing what other sales professionals are earning:

(Data current as of January 3, 2024)

Sales Development Reps / Business Development Reps
Median Base Salary: 55K
Median OTE: 80K
Top Earners: 130K+
Quota Attainment: 53.4%

SMB Account Executives
Median Base Salary: 65K
Median OTE: 130K
Top Earners: 267K+
Quota Attainment: 41.1%

Mid-Market AEs
Median Base Salary: 85k
Median OTE: 160K
Top Earners: 389K+
Quota Attainment: 41.4%

Enterprise AEs
Median Base Salary: 130K
Median OTE: 250K
Top Earners: 617K+
Quota Attainment: 38.2%

Account Manager
Median Base: 93K
Median OTE: 165K
Top Earners: 397K+
Quota Attainment: 49.8%

Solutions Consultant / Sales Engineer
Median Base: 135K
Median OTE: 190K
Top Earners: 391K+
Quota Attainment: 58.1%

Customer Success Manager
Median Base: 95K
Median OTE: 125K
Top Earners: 211K+
Quota Attainment: 64.4%

Of course, a number of other factors will affect your ultimate earning potential, such as industry and location. For more details and the most up-to-date information, follow the links above or check out RepVue’s free salary calculator.

MEME OF THE WEEK

Source: Instagram -- Sales Humor

QUIZ

What is the best-selling vehicle of all time?

A. Ford Model T
B. Toyota Corolla
C. Pontiac Aztec
D. Volkswagen Beetle

SALES FAILS

Each week, we bring you the most cringe-worthy sales moments from across the web. To submit your sales fail story for consideration, click here. (Don't worry, you'll remain completely anonymous).

After I graduated from college, I was looking for a job. A friend of mine had an older brother who had started an online business reselling tickets to concerts and sporting events, and at the time, it was doing really well. He told me I could come work for him, and I agreed.

We were basically a call center in an office building, where we had a pretty big suite all to ourselves. It was very much a boiler-room-type environment. We were loud, rowdy, and whenever we had a good week, the owner and managers would pay for food and drinks.

One day, these two guys I worked with got into an argument. From what I can remember, they were arguing over a lead that had come in. One guy had already talked to the customer a few days earlier, but the second guy had closed him when he called back, and neither one of the guys was willing to go halves on the deal.

The argument kept getting louder and louder until everyone was basically just watching them instead of working. Then, one of the guys picked up a stapler from his desk and chucked it at the other guy. The other guy dodged it, then immediately got up and lunged at the first guy.

I had never seen anything like it. They were literally having a full-on fistfight in the middle of the office. They tumbled over a desk and were trying to toss each other around while the rest of us basically just watched with our mouths open for fifteen or twenty long seconds.

Finally, a few of the guys broke up the fight. The boss sent both guys home, and made sure they left separately so there wouldn’t be another brawl in the parking lot. But the absolute best part of the story is that neither one of them got fired, and a few days later they were both back at the office as if it never happened. The company eventually closed but it was definitely my craziest workplace memory of all time.

Anonymous Location withheld

GRAPH OF THE WEEK

Source: LinkedIn Poll -- January 2024

WORTH A PEEK

The cold weather and post-vacation slump tends to grind new business to a halt. So how can you break through? HubSpot asked a handful of top sales managers for their tips on beating the winter slump. You can see what they said here.

ASK THE QUOTA

Want to submit a question and be featured in our advice column? Click here. (Don't worry, you'll remain completely anonymous).

Dear Quota Team

I just finished my 2nd year as an AE at a large company. I'm not new to sales; I worked my way through college selling home appliances. But this is my first corporate sales job. I was a BDR for a year, but quickly proved myself and got promoted to AE and got a nice pay bump.

I've been in the same role for two years now and have only gotten the small team-wide pay bumps that everyone gets (3%), even though I'm one of the top AEs. I brought this up to my manager last year, and he told me that if I kept performing, I'd be rewarded.

Well, the end of the year came around and he informed me that I'd only be getting the team-wide pay raise again but told me that I'm being "promoted" to "Senior Account Executive." This is obviously a cop out and a way for them to not pay me what I deserve. I don't care about what my company writes on my business card, all I care about is the number that's written on my check. I'm thinking of giving my boss an ultimatum.

Underpaid in SoCal

Dear Underpaid,

If you’re a top-performing AE, then you can basically write your own ticket as far as where you can work. But don’t be too hasty. A year might feel like a long time, but in the big scheme of things, it’s nothing, and the older you get, the shorter a year will seem, especially in terms of your career.

There’s nothing wrong with asking your sales manager about your pay bump (or lack thereof), but the idea of an “ultimatum” sounds unnecessarily confrontational. There’s a good chance that if you challenge him too aggressively, he’ll call your bluff.

Instead, be professional about it. Lay out what you bring to the table (using data) and show that you’re an asset to him and to the company. If you do it this way, you’ll increase your chances of getting what you want. And if not, you can always go work somewhere else. Good luck.

Quiz Answer: B. Toyota Corolla — (you can read the source article here)

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How did you like today's story?

Today's email was written by Ken Kupchik, Erica Furgiuele, Steve Rado, and Emily Hill.

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Looking for a new gig or to hire for your sales team? Check out our jobs board — powered by RepVue.

Looking to take your sales career to the next level? Check out Ian Koniak, our Preferred Sales Coaching Partner.

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