Bear in mind that other factors will impact the package that sales people expect: → You’ll pay 20 percent more for salespeople in hotspots such as London and New York. → In Germany, salespeople will want a car. → The United States (and United Kingdom) are more focused on variable compensation than other markets. Bonus schemes Across Germany, the United States and United Kingdom bonus mechanisms are broadly similar, although they do vary between individual companies. The main difference is that, in the US in particular, senior sales staff will expect equity when joining a startup. Roles Bonus Scheme VP Sales Based on overall company and sales team performance equity grant (0.5-1% - more common in US/UK) Sales Manager Based on team performance; Some share in long-term value (particularly in US/UK) SaaS: 10%-20% of first year deal revenue one-off license: 5% - 10% Service Business: 5% cross- and upselling: should be treated as Account Executive new sales renewals: either nothing or 10% - 25% of initial value (depending in business). Additional bonuses for fast sales or early subscription sales possible Pre-Sales/Sales Engineer Can provide a bonus linked to successful sales close; link to total reve- nue v target or RFP win rate numbers where they are involved in deals Sales Dev. Representative Can be linked to: meetings secured, quality and quantity of leads, opportunities being accepted as qualified leads, bonus on deal close See appendix for detailed source references. 27