Software Executive Magazine

OCTOBER/NOVEMBER 2017

Software Executive magazine helps software executives grow their businesses by showcasing the business best practices of our readers, executives from established and innovative software companies.

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SaaS Account Executive Metrics Report SOURCE: The Bridge Group The Bridge Group has been tracking account executive metrics since 2007, focusing on inside sales and SaaS companies. For 2017, 384 B2B SaaS companies contributed to the report. Of these participants, 89 percent were located in North America. Participants' median revenues were $27 million; median annual contract value was $25,000, and the median average sales cycle was 60 days. To download the complimentary full report and to access additional research, visit www.bridgegroupinc.com/inside-sales-resources . Average YEARS OF TENURE for SaaS AEs $110k + MEDIAN AE On-Target Earnings (OTE) $770k Average annual AE QUOTA 2.4 $62k AVERAGE AE Base Salery $477 Average amount spent PER AE PER MONTH on acceleration technologies. Average AE INVOLUNTARY TURNOVER rate 30% $850k Average annual AE quota excluding SaaS companies BELOW $10M in revenues 5.3x Average AE quota OTE MULTIPLIER 7.2 Average NUMBER OF AEs REPORTING to a single manager 49% 30% of managers ranked PRODUCTIVITY & PERFORMANCE as one of their top two challenges in managing AEs of managers ranked RECRUITING & HIRING as one of their top two challenges in managing AEs SOFTWAREEXECUTIVEMAG.COM OCTOBER/NOVEMBER 2017 10 BY THE NUMBERS Index

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