The Bridge Group is a SaaS sales consulting firm that we hold in very high regard. They release outstanding sales data which can be found at their site, bridgegroupinc.com. We recently reviewed their “CRO Research Project” which compiles data from 145 senior sales executives at b2b SaaS companies. It’s well worth the read, and below I summarize some of the big take-aways.
Average Tenure is Short. Average CRO tenure comes in just under two years. Prior to becoming CRO, the individual typically had 8 years of experience in VP or SVP roles.
Some CS duties. 59% of CRO’s have CS functions role up to them as well as typical sales functions. Only 27% have marketing report to them.
Median CRO quota. For smaller companies, CRO quotas were $5mm on median (60% YOY growth). For the largest companies, they were $80mm (22% median YOY growth).
Median compensation. Median compensation was $380k of which 55% was salary and the rest was incentive based. Of course median comp varies with revenue quota and whether or not the company is high growth. 87% of comp plans contain accelerators.
Equity ownership. Median equity ownership is 1.3%. Smaller companies obviously offer more generous stakes.
The full report is well worth the read and has charts and graphs for every metric. Again visit bridgegroupinc.com to get it.
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