3 stories tagged #quotas.
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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...
Brian Le, Global Sales Compensation Partner at Notion, scaled the company's sales compensation processes from 80 to over 400 employees. He previously worked at Salesforce and Carta. According to [Sales Hacker](https://gtmnow.com/gtm-198-sales-compensation-plan-blueprint-brian-le-notion/), Le identifies sales compensation as the operating system for go-to-market strategy.
Le's first priority at Notion was earning organizational trust by replacing manual spreadsheet-based commission processes.
Companies with four account executives may assign their Head of Sales a small quota on a short-term basis.
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.
The Head of Sales must prioritize hiring, onboarding, and enabling the existing AEs rather than closing deals.