Quota Shorts

One minute each.

What the data says about quota, one card at a time.

Attainment48%of AEs hit quota in 2026.It was 66% in 2022.Bridge Group, 2026Check my quota →
The median$960Kis the median SaaS quota.On a $200K OTE.Bridge Group, 2026Check my quota →
The multiple4.6×is the median quota to OTE.It was 4.2 two years ago.Bridge Group, 2026Check my quota →
Planning20-30%more quota gets handed out than the company needs.Planners over-assign to cover misses.Mostly MetricsHow quotas get built →
Your bossYour boss may be paid on something else.Growth rate, new logos, a strategic product.How quotas get built →
Ramp6.2 mofor a new AE to ramp.A rep hired in March is a fall rep.Bridge Group, 2026Build the bridge →
VacanciesA vacant territory still has quota.Somebody's carrying it.Build the bridge →
Coverage3Xis a 33% win rate wearing a nicer shirt.Win 20% and you need 5X.The mathCheck my pipeline →
CloudA commit nobody uses doesn't retire much quota.Cloud quotas count what customers run.Microsoft Partner CenterCheck my quota →
Comp1.5-2×is what most accelerators pay above quota.Where they start matters more than the rate.Comp plan surveys, 2026Read your comp plan →
Federal46%of federal AEs say they hit quota.The most of any AE role. SLED is 45%.RepVue, 2026Check my territory →

Sources and the full tables are on Quota by the numbers.

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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