ICONIQ 2026 Report Sets SMB Quotas at $750K, Mid-Market at $1.35M, Enterprise at $2.25M

ICONIQ released its 2026 GTM benchmark report covering quota levels at more than 150 B2B and AI software companies.

Quota Levels by Segment

Top-quartile enterprise AEs carry $2.25M annual quotas. Mid-market AEs carry $1.35M. SMB AEs carry $750K. The survey sample ranged from 143 to 149 respondents depending on the question, according to SaaStr.

Cross-Sell and Upsell Ownership

Sixty-five percent of high performers assign cross-sell ownership to sales teams, compared with 49 percent of other companies. Fifty-five percent assign upsell ownership versus 44 percent. Thirty-seven percent assign renewal ownership versus 24 percent.

Attainment and Compensation

B2B and B2B-plus-AI companies report 85-90 percent quota attainment. AE compensation tied to net new recurring revenue rose from 25 percent to 33 percent in one year. Compensation tied to net dollar retention rose from 18 percent to 23 percent.

Pipeline Conversion

Companies with AI embedded in marketing and SDR motions record 10-11 points higher lead-to-MQL conversion and 8 points higher MQL-to-SQL conversion, according to SaaStr. The same report notes that higher quotas have not reduced attainment at these firms.