ICONIQ released its 2026 GTM benchmark report covering quota levels at more than 150 B2B and AI software companies.
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](https://www.saastr.com/sales-rep-annual-quotas-what-high-performers-are-actually-carrying/).
Sixty-five percent of high performers assign cross-sell ownership to sales...
