Tom Tunguz

FEBRUARY 26, 2025

AWS, Twilio, Heroku, etc. Called field sales or outside sales people, their compensation starts at about $250k per year for on-target earnings (OTE - combination of salary and sales commission). Move to usage-based pricing : AI software might be priced like databases, charging for compute.

SaaS Payments 283

SaaS Payments Pricing Strategy Scale 283

SaaStr

NOVEMBER 24, 2021

It’s 2021, but surprisingly, a significant number of SaaS companies still use outdated sales compensation plans. Salespeople are often compensated at the highest rate when they win brand new business, but that might not be good for revenue expansion and might contribute to churn.

Sales Hiring 256

Sales Hiring Scale Compensation Sales 256

Tom Tunguz

NOVEMBER 28, 2023

" As with many other companies reporting strength in the market, AI & unstructured data workloads are fueling growth. “I don’t even hear the words AI and budget in the same sentence.” ” “We are seeing stability in customer expansion patterns. And we’re seeing the effects of that.

GCP(Google Cloud Platform) 187

GCP(Google Cloud Platform) Azure Data Startup 187

OpenView Labs

FEBRUARY 9, 2021

This is why we’re seeing more and more SaaS companies—Datadog, Twilio, AWS, Snowflake, and Stripe, to name a few—find success with product led growth paired with usage-based pricing. It requires shifts in go-to-market strategy, sales compensation, financial planning, billing, and much more. Then they tell their boss what to buy.

Scale 98

Scale Pricing Scaling AWS 98

Sales Hacker

DECEMBER 3, 2019

Show ‘em the Money – Sales reps are incentivized by variable compensation, so use data to drive peak performance. Until that data set becomes a broader corpus, AI is still just hype. The content that resonates best with buyers discusses issues and tells great stories, says Cameron Tanner at AWS. They also hire more diversely.

Sales Enablement 109

Sales Enablement Artificial Intelligence Branding Sales Hiring 109

User Pilot

JULY 14, 2024

Bonus points : Experience with cloud platforms (AWS, Azure, GCP). Making Data Simple : Hosted by AI VP at IBM, Martin AI, this podcast focuses on making complex data science concepts understandable for a broader audience. Experience with data visualization tools (e.g., Tableau, Power BI).

Data 52

Data Technical Review Artificial Intelligence Machine Learning 52

ProfitWell

SEPTEMBER 25, 2019

One of the most famous lines from Citizen Kane is, “It's no trick to make an awful lot of money, if that's all you want is to do is make a lot of money.” Based on the interaction of salary and commission in your compensation plan , as well as the type of commission you offer (entirely open-ended or capped?

Payments 40

Payments Revenue Payment Methods SaaS Payments 40