Understand it

Quota by the numbers

Who hits quota, what it pays, and how the number gets built.

Who hits quota

48%
of AEs hit 100% of quota in 2026
51%
did in 2024
66%
did in 2022
42%
of all AEs say they hit quota
41%
of enterprise AEs say they did
46%
of federal AEs say they did
45%
of SLED AEs say they did
42.7%
average attainment across 246 cloud and software companies

Bridge Group 2026 (158 B2B companies) for the first three; RepVue, September 2026, self-reported, for the next four; RepVue Cloud Sales Index, Q2 2025, for the average.

Two different numbers both get called attainment: the share of reps who hit 100%, and the average share of quota reps reach. They aren't the same number, and people swap them in meetings.

What the number is and what it pays

$960K
median SaaS AE quota
$200K
median SaaS AE OTE
4.6×
quota to OTE, up from 4.2× in 2024
2.4%
quota growth per year
4.9%
OTE growth per year
53:47
base to variable

Bridge Group 2026 and 2024 SaaS AE reports.

Pay has grown about twice as fast as quota for a decade, and the share of reps hitting quota fell by a quarter in four years. Quota Check puts your multiple next to these.

At the big cloud providers

$280K
AWS Account Manager OTE
$150K
AWS Account Manager base
54:46
AWS Account Manager pay mix
64%
of AWS Account Managers say they hit quota
56%
of Microsoft Enterprise AEs say they did
67%
of Microsoft SLED AEs say they did

RepVue, self-reported by current and former employees, 2026.

These are reps rating their own employers, so treat them as a rough read. Cloud quotas are usually measured in consumption growth, which is why their multiples run far higher than SaaS; here's why.

How plans get built

20-30%
more quota handed out than the company needs
6.2 mo
for a new AE to ramp
1.5-2×
typical first accelerator above quota
80%
of plans use accelerators

Mostly Metrics on over-assignment; Bridge Group 2026 on ramp; accelerator ranges from 2026 comp plan surveys (Everstage, Prowi, QuotaPath, CaptivateIQ).

Sources

Mark Flournoy

Made by Mark.

I spent six years leading federal partner sales teams at AWS, after plenty of years carrying a number myself. QuotaBird is mostly stuff I wish we'd had back then. Most of it's free. If the problem's messier than a little tool can handle, we can talk it through.

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