After more than two years of stagnation, quota attainment in the cloud sector is finally showing signs of life. According to RepVue’s Q3-2025 Cloud Sales Index, sellers closed the quarter with an average attainment rate of 43.2%—the highest since mid-2023. Inbound lead flow sentiment also ticked up slightly from last quarter’s record low, suggesting early signs of recovery in what has been a tough market.
The RepVue Cloud Sales Index, based on data from 249 companies, 49,000+ quota-carrying professionals, and over 2 million data points, offers one of the clearest pictures of performance trends across the B2B SaaS landscape.
1. Quota Attainment Trends Higher
Quota attainment inched upward this quarter to 43.24%, paired with a lead flow sentiment of 2.73. That’s still below pre-2022 highs, but it’s progress nonetheless. The uptick was led by strong performance in the Data & AI sector, which continues to drive overall improvement. RepVue notes that cybersecurity, the largest sub-vertical by sample size, remains a drag on the broader index, with both quota attainment and lead flow sentiment trailing other categories.
2. Data & AI Keeps Momentum
The Data & AI and Sales Tools sub-verticals led the way, posting year-over-year quota attainment gains of 7% or more. Sales Tools also posted the highest lead flow sentiment (2.9), supported by strength across companies like Salesforce, the largest single component of the Index.
Other segments, Finance & ERP, Marketing Tools, and HR Tools, saw moderate improvement, while DevOps & Developer Tools slipped slightly, weighed down by weaker marks from Atlassian and Splunk. HR Tools, meanwhile, surpassed 45% attainment, largely on the strength of privately held vendors outperforming their public peers.
3. Bigger Deals Drive Results
Every deal size bucket saw improvement year-over-year. The largest deals, $200K+ ACV, continue to dominate, with 48.3% of reps hitting or exceeding quota. Even smaller deal tiers showed gains, though sub-$50K ACV segments lagged behind the Cloud Index average.
In a market where cycles are lengthening, the rise in deal size likely helped offset slower close rates. As RepVue puts it: bigger deals help you get to quota faster.
4. Sales Cycles Get Longer
Across the board, sales cycles extended this quarter. That applied to every deal size, from SMB through enterprise. It’s a clear signal that while demand is returning, buyers remain cautious and complex deals take longer to close.
The report notes that the improvement in attainment, despite this lengthening, is particularly encouraging given the “time kills deals” reality of B2B selling.
5. Key Accounts Hit Record Highs
RepVue’s Key Accounts and Mid-Market segments both reached new highs in average contract value. Key Accounts broke through the $300K mark for the first time, landing at $324K—a 20% year-over-year increase. Mid-Market deals also rose 16% to $67K. Enterprise and SMB deal sizes remained steady.
These larger contract values likely contributed to the overall quota gains, cushioning sellers against slower sales cycles.
The Big Picture
For the first time in nearly two years, the cloud sales environment looks slightly less bleak. Gains are broadening, led by Data & AI and Sales Tools, with Key Accounts showing strong deal economics. Cybersecurity remains a drag, but momentum is returning in key growth sectors.
RepVue’s index continues to show that macro recovery in sales performance is uneven, but the direction is finally upward. Sustained progress over the next few quarters will determine whether this is a true turnaround—or just a blip in a still-challenging SaaS landscape.
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