2022
Compensation Guide
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A Message From Betts Founder and CEO, Carolyn Betts Fleming
I'm proud to share our updated compensation guide for the year 2022! As we continue to change the future of recruiting, we are also continuing our pursuit to create engaging, interactive content. In our updated guide, you will read our update to sales, marketing, and customer success compensation with all data sourced from our thousands of placements last year. I hope you find value in our update, and as always, we hope you enjoy the interactive experience.

2022 Overview

Over the last year, people have refused to settle for jobs that make them unhappy, and millions of Americans quit their jobs. This era has been coined the “Great Resignation,” but at the same time, the “Great Rehiring” is happening as companies seek to meet their aggressive growth goals and hire people on the market. However, the pandemic has changed what employees care about, and they’re now seeking higher compensation and flexible working arrangements. Companies have adapted to these changing workforce trends to attract and retain top talent. Thus, we’re seeing unprecedented increases in sales, customer success, and marketing compensation, and more companies are going all-in on remote work.

For the first time, entry into tech sales starts at $50k, a significant increase from the average of $40k in the past. Furthermore, tech is becoming more decentralized, and companies have embraced remote work. This has resulted in a flattening of compensation across the country, so there’s a more negligible difference between compensation in San Francisco and New York compared to other cities. In addition, remote hiring is still a way for companies to keep costs down, but remote compensation grows closer to San Francisco and New York compensation.

As companies are adapting to new trends, we’ve updated the structure of our compensation guide to reflect these recent changes. For example, we’ve added new data for the compensation of remote sales, customer success, and marketing roles in addition to supplying the average compensation for San Francisco, Los Angeles, Chicago, New York, and Austin. Finally, we’ve broken up some roles, such as SDRs and CSMs, by experience level since people will secure different amounts of compensation based on their years of experience.

The talent competition is fierce, and if companies want to scale rapidly, they need to meet candidates' salary expectations. It's no longer enough to be within the average salary range when offering compensation for potential hires. We've added a data point for the target compensation within the sales, marketing, and customer success roles with that in mind.

Target compensation is the Market Rate. It's the benchmark that companies strive to be if they want to have an extensive candidate pool and hire rapidly to meet their growth goals. If companies offer compensation below this benchmark, hiring top talent will take much longer, and the candidate pool they work from is much smaller. But if they are way above it, they will yield a larger candidate pool but at diminishing returns. Below is an example of our new graphic demonstrating target compensation, which you'll see throughout this guide.

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Target
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5 Key Stats
SALES
SDRs, Sales Ops, and Sales Engineering
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Madelyn Frey
Recruiter
SDR compensation reached a new level in 2021, and base compensation for recent grads now starts at $50k. Thus, entry into tech sales is up by $10k from previous years, and this is a historic achievement for tech sales compensation. This aligns with trends we’ve seen across the country with compensation in areas like Austin and Chicago gaining ground on SF and New York.
KEY TREND
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TARGET COMPENSATION

Sales - SDR, Sales Ops, Sales Engineering

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Los Angeles

San Francisco


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SALES
AEs and Sales Leadership
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Caroline Patterson
Enterprise Account Executive
2021 brought significant increases to Account Executive and Enterprise Account Executive compensation. For example, AE and EAE compensation increased by 10-15% across the board. As we previously stated, candidates have more leverage than ever before, and experienced AEs and EAEs have secured higher compensation as a result.
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TARGET COMPENSATION
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Sales - AEs and Sales Leadership

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Remote

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Customer success
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Lamar Nava
Director of Customer Success
As with other positions, we observed remote account management and customer success roles edge closer to compensation in New York and San Francisco. We predict this to continue being a trend in the future as tech becomes less centralized and more distributed with remote workers across the country.
KEY TREND
CS and Account Management
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TARGET COMPENSATION

Account management & customer success

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Product marketing compensation increased by 10-15% in 2021, which makes it the marketing role with the most significant jump in compensation. That said, marketing was down significantly in 2020 due to Covid, so we are only seeing a slight jump over those periods. There was already a demand for product marketing talent in 2021, which will continue into 2022. There was a greater demand for top talent for all tech roles, which resulted in product marketing seeing a significant increase.
KEY TREND
Content Marketing, Demand Generation, Product, Leadership
MARKETING

MARKETING

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Remote

Austin

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© 2022 Betts Recruiting. All Rights Reserved.

If you’re building go-to-market teams, or seeking your next opportunity, Betts Connect can help. After more than a decade of building relationships with the world’s most innovative companies and professionals, you can now access this network with Connect. As the only go-to-market recruiting platform built by recruiters and powered by recruiters, Connect enables you to search through a network of vetted go-to-market professionals actively looking for their next opportunity, and reduce time to hire, save money, and spend more time on your growth strategy. Plus, our clients see ROI in less than 3 months.

In addition, our experienced teams always know the most up to date information on compensation and the working arrangements that top professionals are seeking from a future employer. If you have any questions, please reach out. We look forward to speaking with you!

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Compensation TABLES
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