SaaS Sales Compensation Redesign: Shifting Incentives Toward Revenue Quality and Expansion

ICONIQ Growth research reveals how SaaS go-to-market leaders are restructuring sales compensation in response to market efficiency pressures, shifting from volume-based metrics to revenue quality and customer expansion focus. Key changes include aligning SDR incentives with pipeline creation rather than lead volume, implementing multi-metric compensation tied to net revenue and net dollar retention, and increasing commission rates for expansion revenue over new logo acquisition.