Base, OTE, and equity for the 8 core go-to-market roles at US SaaS companies: SDR, Account Executive, Account Manager, Customer Success Manager, VP Sales, CRO, GTM Engineer, and Marketing. Sourced from public compensation data and cross-referenced against Beacon's own placement activity, broken out by seniority and stage.
See the full benchmarks| Level | Base Salary | OTE |
|---|---|---|
| Entry-level (0–1 yr) | $50K–$60K | $80K–$90K |
| Mid-level (1–2 yrs) | $58K–$68K | $88K–$100K |
| Senior (2+ yrs, top metros) | $65K–$75K | $95K–$110K |
Base typically runs 65–75% of OTE for this role. Senior SDRs in San Francisco, New York, and Austin regularly clear the top of this range.
| Segment | Base Salary | OTE | Typical Quota |
|---|---|---|---|
| SMB | $55K–$90K | $110K–$170K | $600K–$900K |
| Mid-Market | $90K–$130K | $170K–$230K | $900K–$1.4M |
| Enterprise | $130K–$180K | $230K–$300K | $1.2M–$2M |
OTE assumes a 50/50 base-to-variable split, the current market default. Quota-to-OTE ratio runs 4.5–5× across segments, closer to 5.5–6× at the enterprise end where deal size carries more of the number.
| Level | Base Salary | OTE |
|---|---|---|
| Early-stage (5–50 employees) | $70K–$85K | $110K–$135K |
| Growth-stage (50–1,000 employees) | $80K–$100K | $130K–$160K |
Account Manager comp tracks below new-logo AE comp since the book of business is inherited rather than sourced from zero, but above CSM comp since it typically carries a hard renewal or expansion quota.
| Company Size | Base Salary | OTE | Book of Business |
|---|---|---|---|
| 5–25 employees | $60K–$75K | $80K–$100K | $500K–$1M ARR |
| 25–1,000 employees | $75K–$95K | $100K–$130K | $1M–$3M ARR |
| Funding Stage | Base Salary | OTE | Typical Equity |
|---|---|---|---|
| Seed / Pre-Series A | $140K–$160K | $220K–$280K | 0.5%–1.5% |
| Series A | $160K–$190K | $280K–$360K | 0.25%–0.75% |
| Series B | $180K–$220K | $320K–$420K | 0.1%–0.4% |
| Funding Stage | Base Salary | OTE | Typical Equity |
|---|---|---|---|
| Series B | $210K–$260K | $400K–$520K | 0.2%–0.6% |
| Series C and later | $250K–$320K | $480K–$650K | 0.1%–0.3% |
A CRO owns the full revenue engine, sales, marketing, and customer success together, not sales alone, which is why total comp runs roughly 30–60% above an equivalent-stage VP Sales.
| Level | Base Salary | Total Comp |
|---|---|---|
| Early-stage (Seed / Series A) | $110K–$150K | $150K–$210K |
| Senior (Series B and later) | $150K–$200K | $220K–$280K |
This is the newest role on this list and the widest-spread. Engineers who actually code, not just configure no-code tools, command a meaningful premium, and Python or SQL fluency is the single biggest driver of pay within the role.
| Level | Base Salary | Total Comp |
|---|---|---|
| Manager | $90K–$120K | $100K–$140K |
| Senior Manager / Director | $130K–$170K | $150K–$210K |
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A sourced compensation reference for the 8 core go-to-market roles at US SaaS companies: SDR, Account Executive, Account Manager, Customer Success Manager, VP Sales, CRO, GTM Engineer, and Marketing. Each role is broken out by seniority or company stage, covering base, OTE, and equity where relevant.
Most public salary tools blend GTM roles into broad, imprecise buckets, or mix cash-only figures with total-comp figures without saying which. This report is built specifically for SaaS GTM roles, cross-referenced against public compensation data and Beacon's own placement activity, with base and OTE always reported separately.
Early-stage through growth-stage US SaaS companies, roughly 5 to 1,000 employees. Ranges are broken out by funding stage or seniority within each role since that drives pay more than company size alone.
Where equity is a standard part of the role's package, VP Sales, CRO, and GTM Engineer, it's shown as a separate column. For roles where equity grants are inconsistent across companies, we report base and OTE only rather than guess at a number that varies too widely to be useful.
We review and refresh this report quarterly, or sooner if the market moves meaningfully. The current version reflects data as of August 2026.