Picking a company to join
In sales, the company you pick sets your ceiling more than almost anything you do in your first year. Ask these before you sign.
What share of the team hit quota last year?
About 43% of cloud sales reps hit quota in Q3 2025 (RepVue Cloud Sales Index). If a company won't say, or the answer is far lower, your OTE is mostly theoretical.
What's the quota, compared with the OTE?
The SaaS AE median is about 4.2× OTE, and 3× to 6× is a common healthy range (Bridge Group 2024, via SalesCookie). Much higher, and the plan is hard to hit.
Where will my meetings come from?
Ask how much pipeline comes from marketing and SDRs versus your own prospecting, and how many accounts are in your territory.
How long is the ramp, and is there a draw?
New reps usually get a reduced quota or guaranteed commission for the first months. Get the specifics in writing.
When did they last raise money, and how much runway is left?
For a startup, this tells you whether your equity, and your job, will still be there in two years.
How long do reps stay, and where do they go?
Look up former reps on LinkedIn. Promotions from within are a good sign; a steady stream of one-year exits isn't.
How long has the sales leader been there?
New leadership often means new territories, new plans and new quotas.
Where to look it up
- Rep-reported company ratings, quota attainment and pay on RepVue.
- Funding history and dates in news coverage of each round.
- Headcount trends and rep tenure on LinkedIn.