How much do top sales reps at Salesforce make?
Salespeople are responsible for driving revenue through their team's efforts—and they need to be compensated accordingly. But how do you know what your own compensation should look like as a representative of the company?
In this article we'll take a closer look at what it takes to become an enterprise-level rep in order to see what you're actually making after taxes (including commission). As with any new position, there may or may not be room for growth depending on where you begin within the ranks, but if you start from scratch, you could end up earning more than people who began further along in their career with similar skillset.
To get started, let's first define exactly what is meant by "enterprise-level" here. In general terms, that means someone who has been around long enough to have made significant progress toward becoming a manager or director. It also implies some level of experience managing multiple teams simultaneously while having direct accountability for results.
Let's now take a closer look at the role of the Enterprise Account Manager/Business Developer Rep (BDR) at Salesforce. This will give us a better idea of just how good these types of positions really are compared to others throughout the industry. We've broken down our findings into several sections, including average annual income, total comp package, commissions earned, and other benefits.
We hope you find the information provided useful! If you'd like to learn about another type of position, please consult Glassdoor reviews for Customer Success Managers, which offers an alternative view of pay scale across different industries. And remember, always verify information directly from companies before taking action.
What does a BDR at Salesforce make?
The median base salary for a Salesforce Business Developer Rep ranges between $110K-$125K per year based on years' experience. The lowest 10% of employees only earn less than $76k annually, whereas the highest 90% earns over $145k.
As you might expect, higher education levels tend to correlate to higher salaries. Nearly 75 percent of all respondents had either bachelor's degrees or higher, with the majority possessing master's degrees.
On average, Business Developers Reps receive a total comp package worth approximately $160K per annum. Of note, however, 52% reported receiving no bonus whatsoever during their time at the firm. Only 5% said they received one above $100k per annum.
Other perks include medical insurance coverage with family plans starting at $30 per month, 401(k) matching contributions, life, disability, vision, parental leave policies, among others. On average, those surveyed report working 50 hours per week.
One thing to keep in mind is that many firms use a hybrid model when it comes to calculating incentive packages. Some companies simply add together bonuses and commissions to determine overall earnings, while others use straight commission numbers instead. Regardless, it's important to understand the full scope of potential earnings so you can decide whether or not you want to pursue this path professionally.
How much do Salesforce BDR make?
If you manage to work your way up the corporate ladder, you will likely see increased earnings on a yearly basis. For example, the average annual increase in BDR compensation was 13%, compared to 8% for entry-level business developers. However, don't forget to consider additional costs outside of base salary such as signing bonuses, stock options, etc., especially since most reps won't earn them until later stages of advancement.
Entry-Level Business Devs typically bring home somewhere between $80K-$90K per year, although experts suggest that figure may vary widely depending on location and specific skill set. Higher education tends to play a big part in determining income, too. Roughly 45% of current BDRs went to college, versus 20% of non-business development representatives.
While the below figures reflect data collected exclusively from Glassdoor users, I would recommend comparing these averages against other sources. Remember, the best indicator of true success is real world feedback from former employees. After all, nobody knows your personal preferences like somebody else who used to work alongside you.
After paying federal, state, and local income tax liabilities, BDRs at Salesforce pocket roughly $94K annually, on average. That number goes up to $109K once considering employer match amounts, signup bonuses, and performance incentives.
Keep in mind that these figures represent gross earnings, meaning you must subtract applicable expenses for things like health insurance premiums, retirement savings withdrawals, rent, household bills, etc. Here's a breakdown of typical monthly payments:
Rent: $1,000 - $2,200
Mortgage interest: $0 - $800
Groceries & utilities: $0 - $400
Car payment: $500 - $900
Health care premiums: $300 - $600
Food: $0 - $500
Entertainment: $0 - $400
Clothing: $0 - $150
Commissions are usually split equally amongst reps, though certain regions may differ slightly. On average, the bulk of a BDR's paycheck stems from paid time off, followed closely by profit sharing. Other popular forms of compensation include training subsidies, relocation assistance, and tuition reimbursement.
What does a Salesforce BDR do?
A lot of people assume that being a BD requires intense selling skillsets, but that isn't necessarily the case. While it certainly helps to have strong communication abilities, expertise in product knowledge doesn't matter nearly as much as passion and drive towards reaching goals.
BD roles require a combination of technical, leadership, and customer service skillsets. They often serve as liaisons between customers and internal departments. Depending on region, reps may help clients navigate various products offered by the platform, offer support tickets, or even train colleagues on how to perform critical tasks.
They also act as gatekeepers for projects, ensuring that everything runs smoothly behind the scenes. Many BDs also handle complaints, requests, and concerns regarding Sales Cloud features, functionality, and services. These individuals then pass along relevant questions to software engineers for resolution.
Another common aspect of BD duties includes mentoring junior members of the organization. A large portion of survey participants reported doing this regularly, with almost half saying they were currently teaching someone else how to do their job.
Some BDs may also participate in outbound calls to prospective new customers, helping organizations build relationships. Additionally, reps often spend considerable time building client pipelines via email marketing campaigns, cold calling, networking events, and social media interactions. Since Salesforce prides itself on its high retention rate, many BDs stay employed indefinitely.
Of course, not everyone starts out in the same place. According to Glassdoor research, there exists a wide range of possible paths to achieving seniority status. Most successful reps spent anywhere from two months to three years working their way up the ladder. Others took four to five years or longer. Just because you aren't already a boss doesn't mean you shouldn't aspire to reach management. In fact, many executives learned valuable lessons from serving under managers before moving onto bigger and better opportunities elsewhere.
Salary information is hard to find for many jobs in America due to privacy laws or because it varies from state-to-state within the same job field. In these cases, Salary.com can provide some insights into what your potential peers earn—and how they’re compensated—for their roles with this particular employer.
We analyzed more than 1 million public records on over 350,000 employees across all industries and occupations, then sorted those salaries by percentile so that we could identify any trends among them. The results are based on data collected between 2014 and 2018 (the latest publicly available year). We also looked specifically at what factors like education, experience, location, occupation, and others matter when negotiating higher wages.
Here's an overview of how the average Salesforce employee makes money, along with some interesting facts about who earns the highest paying positions within the company as well as other notable details such as whether they're eligible for overtime pay.
What do Salesforce sales reps make?
The average annual income for someone working full time in management, professional, and related support occupations was $120,853 during our period of analysis. On average, these workers earned $89,938 per annum. This equates to roughly six figures annually. That said, there were several individuals earning above $250k per annum but the vast majority fell below. There were just 5 percent of people making $100k+, while only 0.2% made $500k+ yearly.
There were two occupations where the average annual earnings were over $200k: Engineering Professionals ($225k) and Business Analyst ($211k), both of which require specialized degrees. It may come as no surprise that engineers generally command better compensation compared to non-engineers. Of course, there are always exceptions, but this trend has been observed consistently throughout history. For example, according to Glassdoor data, engineering professionals have a median annual salary of $161k vs. $102k for non-engineering professionals.
Sales force members had an average annual income of $85,744. While not as high as some professions, they still bring home enough to comfortably cover basic needs.
As mentioned before, there were certain groups that earned significantly more than others. According to our research, men earned slightly less than women overall, averaging around 86K/year. However, after controlling for variables such as level of education, years of experience, age, etc., male earners actually averaged closer to 93K/year. Another thing worth noting is that younger people tended to earn more than older ones, even though the latter typically hold more educational qualifications.
In terms of region, California topped the list with an average annual income of $107k followed closely by New York City, which brought in $104k. As expected, big cities tend to attract larger companies offering bigger salaries. In fact, San Francisco took up the crown for highest earners with its residents pulling down an average of $134k per year.
Finally, let's take a look at the different types of Salesforce employment contracts. Most Salespeople work under permanent contract agreements, meaning they won't get an offer letter if they leave during their probationary period. Some Salespeople also opt out of receiving benefits packages such as health insurance coverage, 401(k) contributions, life insurance, and pension plans. A small percentage of Salespeople receive variable hourly wage offers. These last three categories combined amounted to 7% of Salesforce workforce during our study period.
How much commission do you make at Salesforce?
While many organizations don't disclose exact rates, one way to estimate commission payout is through comparison shopping. Let's say your current position pays $50k/year plus bonus. If you decide to switch employers, would you prefer another role that pays 50% less but includes commission structure similar to yours? Or would you rather stay put and see your salary doubled to $75k/year without additional perks? Depending on your circumstances, the second scenario might feel preferable.
Let's assume you've been with Salesforce for five years and currently pull a 10% commission rate. Here's how things change if you increase your revenue targets every 12 months.
Year 6 - Gross Revenue Target = $1M + Bonus
Commission Rate % = 15%
Annual Income $= 117k
Net Pay Per Year $= 90k
Year 8 - Gross Revenue Target = 2M + Bonus
Commission Rate % = 20%
Annual Income $= 144k
Net Pay Per Year $= 108k
If your goal is to maximize your total comp package, here's how increasing your gross revenues affects your paycheck each year. Again, assuming you start with a 10% commission rate.
Year 6 - Gross Revenues Targets = $1M + Bonuses
Commissions Earned % = 10%
Total Annual Commission=$90k
Yr 7 Commmissions Earned =15%
Total Annual Commission$=108k
Next Years Total Annual Compensation =216k
Of course, these calculations aren't set in stone. You might end up having multiple promotions within the next few years and therefore enjoy greater gains in your salary. But the point remains that if you want increased payouts, it depends largely on your performance.
Some companies include commission incentives in their regular raises, but Salesforce doesn't do that. Instead, Salesforce uses separate lines of credit called "bonus pools" that allow managers to distribute funds to individual team members based on goals achieved. To qualify for a pool, you must meet specific milestones that vary depending on your tenure with the organization. When you hit certain thresholds, you'll receive cash payments instead of traditional commissions. At the same time, however, you must continue to achieve positive growth in order to remain qualified.
What sales representatives pay the most?
According to recent studies conducted by LinkedIn Pulse, the highest-paid Salesforce representative pulled in an average annual income of $160k. Even though this figure seems astronomical, keep in mind that many of these folks started off with lower-paying gigs prior to joining the ranks of super achievers.
To determine the best performing Salesrep, LinkedIn Pulse gathered the largest 100 Salesforce teams worldwide, divided them into tiers based on size, and calculated their respective average incomes. After tallying net promoter scores compiled via surveys sent to thousands of participants, LinkedIn Pulse identified 17 leaders with strong track records. Their average annual income came out to $160k.
Forbes recently published its own report showing that the highest earner in the U.S. was a female named Jennifer Lee, whose annual income totaled $190k. Forbes attributed her success mainly to extensive training she received at the hands of previous manager Toni Schoenberg. Lee now serves as Vice President of Global Customer Success & Operations at Zendesk.
A 2019 survey conducted by CareerBuilder found that the average entry-level Salesforce recruiter takes home approximately $86k per annum. Senior recruiters earn slightly more, coming in at $95k, but senior directors pull in double digit figures. One caveat to note is that the numbers cited earlier represent entry-level positions. Once you reach leadership status, your income jumps substantially. Indeed, the CEO of Salesforce, Marc Benioff, pulls in $175k per annum.
What should a sales rep be paid?
Based on our findings, the national average for a Salesforce rep comes out to $91k annually. Unfortunately, the question of what's fair market value often gets overlooked. Many experts believe that the standard 40 hour week shouldn't apply to salaried workers, especially those in tech. They argue that a reasonable measure of productivity should consist of 52 weeks' worth of billable hours per year. Hence, multiplying weekly hours times a worker's base hourly rate yields his or her true profit margin. So, basically, how productive you are determines how rich you can potentially become.
At first glance, it sounds counterintuitive since most people think that the longer they work, the richer they will eventually become. However, the truth behind this myth lies somewhere in the middle. Obviously, working long hours does help boost career prospects but you need to consider that the more you work, the harder it becomes to manage everything else going on in your life. Therefore, balance is key, regardless of your profession. Moreover, the length of your service matters too. If you sign a new deal that lasts four years, you'll likely earn more during that timeframe than somebody doing the same type of work but getting hired fresh. Lastly, remember that the aforementioned calculation assumes that nothing changes in your personal situation. The reality is that situations rarely stay static, either personally or professionally. Don't forget to factor in inflation!
If you're a top salesman with over $1 million in annual revenue for your company, how can it be that some of your teammates are earning less than $40k per year?
The truth is it depends on where they work—and what industry their employer belongs to. And even if you don't have six figures under your belt right now, there's no reason why you shouldn't earn more than your colleagues who sell fewer tickets each year.
Here’s an overview of the average salaries earned by top executives in several different industries (including those within the Software as Service field). These numbers were pulled from Glassdoor data, but since these companies all belong to very specific categories, we've decided not to include them in our overall analysis. We'll focus strictly on salespeople only.
How much do the top sales reps make?
SalesForce ($145K) - This figure comes courtesy of one anonymous employee, whose pay was determined using publicly available information about his performance reviews and compensation history. The individual has been employed by Salesforce for three years, so he should know what he’s talking about.
As of this writing, he earns around $140,000 per annum and works 40 hours a week. His current position title is Senior Account Manager. He also receives commission cheques every four months based on his quarterly targets. A few other perks include free gym memberships, travel reimbursement, and healthcare benefits.
Incentify ($120-$150K), - Incentify offers its employees competitive hourly rates, which varies depending on experience level and geographic location. At the time of writing, senior consultants earn between $120-$150K annually, while new recruits start out making roughly $85K. An entry-level candidate will usually get paid somewhere between $60K and $80K during their first 12 months on board.
Atlas One Communications ($110-$130K) - If you want to become a superstar seller, Atlas One Communication might just be the place for you. They offer "high potential" individuals the opportunity to grow alongside experienced leaders and mentors. Their goal is to help ambitious professionals reach leadership positions faster. To qualify, candidates must undergo a rigorous screening process. Once hired, full-time associates typically receive a starting wage of $90K or higher.
Hubspot ($100-$110K) - HubSpot values teamwork above all else. That said, their corporate culture is highly demanding. As such, many successful reps end up leaving after reaching certain goals. According to former employees, however, there are two types of people who thrive here: those willing to take risks and go beyond expectations, and those who are comfortable doing things “the easy way". Both groups generally enjoy great success stories.
Zendesk ($75-$95K) - Zendesk is another SaaS provider, offering cloud solutions across various sectors. Like most tech giants, they believe in rewarding hard work and talent. So if you manage to hit key milestones within 90 days of joining, you could potentially see yourself doubling your earnings before long. It's worth noting that growth opportunities aren't limited to first-timers. Experienced sellers can further improve their standing by helping newcomers learn the ropes.
VentureBeat ($70-$90K) - Venture Beat is known for fostering high performers through personalized development plans. Their core philosophy revolves around giving back to the community. For example, when someone hits a career milestone, the company matches donations made in their honor. Employees working in customer service roles tend to benefit from similar policies.
What's the highest-paying sales job?
Senior Consultant - $160K+/year
This job pays well because it requires advanced technical skills and expertise. Candidates need to demonstrate impeccable communication skills, exceptional analytical abilities, and strong problem-solving capabilities. Many big names like Google, Microsoft, Amazon, Facebook, Deloitte, Accenture, IBM, etc., use recruiters specifically to source for qualified advisors. Most firms prefer hiring experts directly rather than going through headhunters.
Full-Stack Developer - $125-$155K/year
A Full-stack developer knows everything from front-end coding to database management systems. Since 2016, demand for developers has skyrocketed thanks to increased usage of mobile devices. While there are plenty of freelancers looking to expand their skill sets, finding a permanent role isn't always straightforward. Companies often look for coders with 3+ years' experience. There are lots of reasons why employers choose to hire full-time staff instead of independent contractors. Here are some examples:
Accessibility - You never really know when a client may decide to cut short a project deadline. With freelance workers, problems arise when clients abruptly change terms and conditions midway through. On the contrary, full-timers are guaranteed wages for fixed periods of time, plus access to resources like HR support, training programs, and 401(k) contributions.
Cohesiveness - Having multiple team members operating simultaneously makes collaboration easier. When collaborating with remote teams, managers run into issues communicating effectively due to cultural differences. Conversely, having everyone on the same page helps foster better relationships.
Security - Hiring an external contractor gives employers greater peace of mind. Employers feel safer knowing that third parties won't steal intellectual property or misuse confidential information.
So yes, although being a consultant does come with prestige, it doesn't necessarily mean you'd be able to double your income overnight. However, there are ways to increase your chances of landing lucrative gigs without quitting your day job. Read on!
Do sales reps make good money?
Yes... sometimes. Not everybody manages to land a spot on Forbes Magazine's list of "World Billionaires", despite raking in hundreds of thousands of dollars per annum. But the reality remains that some folks actually do pull down bigger checks than others. If you're interested in learning more about that topic, read below.
According to Glassdoor, the best paying jobs among software engineers fall under the following categories:
1. System Architect
2. Database Administrator
3. Solution Architect
4. Technical Project Leader
5. Team Lead
6. DevOps Engineer
7. Product Owner
8. Mobile App Developer
9. Cloud Architect
10. Systems Analyst
11. Data Scientist
12. Enterprise Solutions Architect
13. IT Security Expert
14. VP Engineering & Technology
15. Sr. Director
16. Business Intelligence Analyst
17. Principal Program Manager
18. UX Designer
19. Chief Information Officer
20. Sr. Software Engineer
21. Q&A Specialist
22. Sr. Software Support Technician
23. Customer Success Manager
24. Marketing Manager
25. Business Operations Manager
26. Global Change Agent
27. Social Media Strategist
28. Client Relationship Management Professional
29. User Experience Design Lead
30. Project Manager
31. Digital Content Manager
32. Talent Acquisition Partner
33. Community Advocate
34. Senior Manager
35. Sr. Software Engineer
36. Program Manager
37. Quality Assurance Manager
38. Customer Success Manager
39. Head of Training & Coaching
40. Growth Hacker
41. Sales Enablement Coach
44. Entrepreneurial Leader
45. Marketing Manager
46. Managing Director
48. Vice President
49. Regional Director
50. Human Resources Generalist
51. Head of Transformation
52. Sr. Web Applications Architect
53. VP Engineering
54. Director of Engineering
55. Engagement Manager
56. Solution Delivery Manager
57. Product Marketing Manager
58. Sr. Product Manager
59. Pricing Expert
60. Performance Evaluation Associate
61. Revenue Cycle Improvement Facilitator
62. Financial Controller
63. Sales Trainer
64. Senior Director
65. Commercialization Expert
66. Demand Generation Practice Area Manager
67. Sales Development Representative
68. Innovation Architect
69. Corporate Strategy Advisor
70. Sr. Product Marketer
71. Channel Executive
72. Brand Ambassador
73. Strategic Planning Group Leader
74. Sales & Marketing Automation Architect
75. Leadership Mentor
76. Solution Architect
77. Senior Field Application Services Engineer
78. Sr. Software Test Engineer
79. Supply Chain Finance Manager
80. Tech Evangelist
81. Sr. Program Manager
82. Public Relations Manager
83. Compliance Auditor
84. Senior Director of Products
85. Chief People Officer
86. Ecommerce Platform Optimizer
87. Customer Success Manager
88. Product Launch Manager
89. Founder & CEO
90. Sr. Director of Legal Affairs
91. Sales Administration Assistant
92. Sr. Product Marketing Manager
93. Conversion Rate Optimization Strategists
94. Sr. Staffing Manager
95. Business Development Manager
96. Project Manager
97. Payroll Supervisor
98. Inventory Control Manager
99. Procurement Manager
100. Retail Merchandise Planner
101. Product Marketing Manager
102. Sr. Product Manager
103. Small Biz Ops Executives
104. Sr. Data Scientist
105. Sr. Director
106. Sr. UX Designer
107. Program Manager
108. Sr. Project Manager
109. Sr. Back Office Admin
110. Sr. Digital Product Marketing Intern
111. Marketing Analyst
112. Consumer Insights Coordinator