Image: "Marc Benioff-3" by jdlasica is licensed under CC BY 2.0
Salesforce is a behemoth. The San Francisco company, founded in 1999, has a market cap of 260 billion, and annual revenue of approximately 26 billion (and growing). It controls about 20% of the CRM market share, and is used by over 150,000 businesses worldwide. To say that it dominates the sales technology space would be the understatement of the century.
Salesforce employs a whopping 56,606 people worldwide (as of Jan 21, 2021), many of whom have become Salesforce employees through its various acquisitions. In fact, Salesforce has acquired a total of 69 companies, more than half of those just since 2015.
We were curious to find out how much the biggest player in the sales space pays their salespeople, so we reached out to RepVue, a platform where you can discover 1000s of peer-rated and top-paying sales orgs, to get some figures.
For this article, we’ve decided to focus on the following metrics: base pay and OTE (on-target earnings), quota attainment (the percentage of sales team hitting quota), average deal size, and how much the top earners are expected to make (according to sales reps from that organization). Furthermore, we’ve broken down the numbers based on which segment the salespeople are targeting, then further by division (the companies Salesforce owns which have their own sales teams).
Here are the numbers:
At the top of the food chain are Salesforce’s key accounts reps, with average deal sizes of $198,571. Key Account reps earn a base pay of $127,142, and OTE of $270,000, the highest on this list. Quota attainment is fairly low at 43.6%, but the top earners can make $892,857.
The second-highest tier in terms of comp is Enterprise. Mulesoft, a technology company owned by Salesforce, has the highest OTE, at $244,545, with a base of $120,277. Average deal size is $216,818 (the highest on this list), and 50% of reps are hitting quota. The top enterprise earner at Mulesoft can expect to earn $773,636.
Tableau, another Salesforce-owned tech company, pays their enterprise reps a base pay of $120,937, and OTE of $239,375. Average deal size is $127,218, and quota attainment is 59.4%. Top earners at Tableau can expect to make $605,625.
Enterprise sales reps working directly for Salesforce have a base pay of $122,922, and OTE of $238,571. Average deal size is $204,448, and quota attainment is 51.8%. Top earners selling Salesforce enterprise can earn $642,337.
Slack, the popular communication platform owned by Salesforce, pays their enterprise reps a base pay of $133,333, and OTE of $238,333. Average deal size is $161,875, but quota attainment is fairly low at 32.5%. The top earner can make $530,833.
Moving down to mid-market, Mulesoft once again tops the list with a base pay of $90,000 and OTE of $182,500. Average deal size is $136,250, but quota attainment is 26.8%, the lowest on the list. Still, the top earner can make $606,428.
Slack is more competitive in their mid-market segment, paying their reps a base pay of $97,333, and OTE of $180,666. Average deal size is $68,966, and quota attainment is 52.3%. The top earner selling Slack in the mid-market segment can make $321,333.
Salesforce’s own mid-market reps make a base pay of $90,074, and OTE of $176,865. Quota attainment is at 47.2%, and average deal size is $72,201. The top earner can make $427,164.
Rounding out the mid-market segment, Tableau reps make a base of $86,000 and OTE of $168,500. Average deal size is $75,600, and quota attainment is at 55%. The top earner can make $369,000.
In the SMB segment, Mulesoft once again dominates with a base of $78,000, and OTE of $156,000. Average deal size is a high $131,000, and quota attainment is a meager 27%. Notwithstanding the low attainment, the top rep can make $550,000.
Reps selling Salesforce’s own SMB products have a base of $67,635, and OTE of $130,506. Average deal size is $31,932, and quota attainment is 48.2%. The top earner can make $297,567.
Those selling Slack’s product to SMBs can expect a base of $75,000 and OTE of $130,506. Average deal size is $15,700, and quota attainment is a whopping 81%, the highest on this list. The top earner in this segment will make $238,000.
At the bottom of this list are Tableau’s SMB reps, who will make a base of $63,500, and OTE of $111,500. This is likely due to the small average deal size of $11,950. Quota attainment, however, is a respectable 67%, and the top earner will make $231,000.
While these figures can be a bit difficult to parse, when we look at the data, a few things become clear. The first is that there isn’t all that much difference between comp among the various divisions of Salesforce’s companies. The second is that there is a strong correlation between deal size and comp -- the bigger the deals, the higher the compensation. Lastly, every one of these roles has a RepVue score higher than 89, which means they’re highly-rated by the people who work there.
We hope these figures help shed some light on the sales tech giant’s ecosystem, and if you’d like more in-depth compensation and company ratings data, check out Repvue here.