Good article from Jason M. Lemkin
When you are evaluating offers, given some recent venture-fueled OTE inflation, make sure you understand
a. your quota to OTE ratio (hint less than 4:1 is risky )
b. the overhead of your sales support (what % of your quota do those SDRs, Sales ops and Sales tech stack take up.
c. the historical attainment of the team (check out RepVue)
d. Churn. Solid recurring business can justify lower ratios.
“…be wary of comp plans that look too good to be true. Do your diligence, and find a place you can hit 100%+ of quota..”
