SaaStr: Head of Sales With 4 AEs May Carry Temporary Quota

Companies with four account executives may assign their Head of Sales a small quota on a short-term basis.

Temporary Quota Assignment

According to SaaStr, a Head of Sales can carry a small quota for one sales cycle or so when the team has four AEs. The arrangement remains reasonable only while the leader acts as a player-coach. The source states the quota should end once the initial period passes.

Primary Responsibilities

The Head of Sales must prioritize hiring, onboarding, and enabling the existing AEs rather than closing deals. SaaStr notes that the leader should focus on recruiting two to three additional AEs to reach a total of six to eight reps. Additional duties include ensuring current AEs meet quota and building repeatable processes for pipeline management, forecasting, and deal closing.

New Leader Onboarding

The source recommends that a new VP of Sales or CRO carry a quota or half quota for one or two quarters after joining. This step helps the leader learn the product. SaaStr advises caution toward any VP of Sales who resists carrying quota during this phase.

Long-Term Transition

SaaStr concludes that the Head of Sales should move fully into a leadership role as soon as possible. Reliance on the leader to close deals signals a need to address team performance issues first. A capable Head of Sales improves overall team results and scales revenue within a couple of quarters.