2025 Salary Benchmarks for SaaS Sales Roles: SDRs, AEs, and Sales Leaders

Illustration of a sales manager presenting different salary needs for account executives, sales development representatives and sales managers in 2025.

The SaaS industry continues to grow rapidly, and top sales talent is in high demand. For employers, offering competitive compensation is critical to attracting and retaining high-performing SDRs, AEs, and sales leaders. In this guide, we break down the 2025 salary benchmarks for SaaS sales roles, including base salaries, on-target earnings (OTE), and common commission structures.

Why Salary Benchmarks Matter in SaaS Sales

Hiring the right sales talent is expensive and competitive. Compensation expectations have shifted in recent years due to:

  • Increased competition from tech giants and startups alike.

  • The rise of remote work, allowing reps to negotiate higher salaries.

  • Performance-based compensation models that reward quota attainment.

  • Inflation and the growth of ARR (Annual Recurring Revenue) models.

Failing to offer competitive packages can result in longer time-to-hire, lower retention rates, and lost revenue opportunities.

2025 Salary Benchmarks by Role

1. Sales Development Representative (SDR)

SDRs are the front-line of SaaS sales, responsible for pipeline creation and prospect outreach.

  • Base Salary: $55,000 – $75,000

  • OTE (Base + Commission): $70,000 – $95,000

  • Commission Structure: Typically based on qualified meetings booked or pipeline value generated.

Tip for Employers: Offering a strong career progression path from SDR to AE can reduce turnover, which is high in entry-level sales roles.

2. Account Executive (AE)

AEs are responsible for closing deals, managing client relationships, and driving revenue growth.

  • Base Salary: $75,000 – $100,000 (Mid-Market)

  • OTE: $140,000 – $180,000 (50/50 split of base and variable comp)

  • Commission Structure: Often 10–15% of closed deals or tied to ARR (Annual Recurring Revenue).

Enterprise AE Roles:

  • Base Salary: $100,000 – $140,000

  • OTE: $180,000 – $250,000+ (depending on deal size and territory).

3. Sales Leaders (Sales Manager/Director/VP)

Sales leaders are responsible for team performance, quota attainment, and revenue forecasting.

  • Sales Manager:

    • Base Salary: $110,000 – $140,000

    • OTE: $160,000 – $200,000+

  • Sales Director:

    • Base Salary: $140,000 – $180,000

    • OTE: $200,000 – $250,000+

  • VP of Sales:

    • Base Salary: $180,000 – $220,000

    • OTE: $250,000 – $350,000+

    • Equity: Often included in total compensation for leadership roles.

Cost-of-Vacancy: The Hidden Revenue Loss

Leaving a sales role unfilled for too long can directly impact your bottom line. Consider this example:

  • Average Quota for an AE: $1,200,000 ARR annually.

  • Monthly Revenue Responsibility: $100,000 ARR.

  • Average Time-to-Fill for SaaS AE Role: 60 days.

Estimated Lost Revenue:
$100,000 x 2 months = $200,000 in missed opportunities.

When factoring in training time and ramp-up periods (often 3–6 months), the real cost of vacancy is significantly higher.

Commission Trends in 2025

  • Shorter Sales Cycles: Many SaaS companies are aligning commissions to monthly or quarterly quotas instead of annual quotas to motivate reps more consistently.

  • Accelerators: High-performing reps often receive 1.5–2x commission rates once they surpass 100% of quota.

  • Team-Based Bonuses: Increasingly common for SDR teams to promote collaboration over individual competition.

How Employers Can Stay Competitive

To attract and retain top SaaS sales talent, consider:

  • Benchmarking salaries against industry averages (like the data above).

  • Offering clear career paths from SDR to AE to Sales Manager.

  • Providing modern tech stacks and enablement tools to help reps hit quota.

  • Creating attractive bonus and equity programs for leadership roles.

Conclusion

In 2025, SaaS sales compensation continues to evolve alongside industry growth and competition. Whether you’re hiring SDRs, AEs, or Sales Leaders, understanding salary benchmarks and commission trends is essential to building a high-performing sales team that drives consistent revenue.

Need help finding top-tier SaaS sales talent?
SCS specializes in recruiting SDRs, AEs, and sales leaders who can drive results from day one. Contact us today to learn how we can help.

Next
Next

The ROI of Working with a SaaS Sales Recruiting Firm