2025 GTM Compensation & Incentives Guide: Benchmarks by Role, Region, and Company Stage
A comprehensive analysis of go-to-market compensation structures across Account Executives, SDRs, Account Managers, and Customer Success Managers, examining how customer segment, region, company scale, and maturity stage drive compensation decisions. Key findings show customer segment as the strongest compensation driver, with US Tier 1 markets commanding a 15% OTE premium and AI-native companies offering 10-25% higher compensation for GTM roles.
Metrics in this report
10-25%
range
AI-native companies vs non-native
15%
difference
US Tier 1 vs US Tier 2 and UK/EU regions
150000-400000$
range
Average across all segments and company scales
50-55%
range
Account Executive roles across all segments
60-70%
range
Early-stage (<$25M ARR) and later-stage ($500M+ ARR) companies for Account Executives
20-30%
range
All segments in US Tier 1 markets, Account Executive roles