AWS Compensation Trends 
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). If an AI agent replaces a role that is compensated for specific outcomes, then pricing could align with those outcomes.
SaaStr
JUNE 4, 2025
Imagine telling your board you’re only using 40% of your AWS infrastructure or 40% of your engineering team’s output. Personalized Outreach : Rather than sending generic sequences, AI can craft individualized messages that reference specific company challenges, recent achievements, or industry trends relevant to each prospect.
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Tom Tunguz
NOVEMBER 28, 2023
Consumption continued to grow in the month of October…Consumption trends have improved.” ” Microsoft is now compensating their salespeople for selling Snowflake more aggressively than in the past, perhaps as a competitive joust to Databricks. ” The resurgence of strength is a recent phenomenon.
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.
OpenView Labs
FEBRUARY 3, 2022
Despite disparities in reporting, self-reported data on CAC payback does reveal a clear trend: The fastest growing SaaS companies report a median CAC payback period of only 8 months. AWS and other infrastructure providers have been using UBP for nearly a decade. That’s nearly half that of slower-growing SaaS companies (15 months).
Sales Hacker
DECEMBER 3, 2019
Show ‘em the Money – Sales reps are incentivized by variable compensation, so use data to drive peak performance. The content that resonates best with buyers discusses issues and tells great stories, says Cameron Tanner at AWS. Companies that lack data typically tell Cabrera, “If there’s data, let’s look at the data.
OPEXEngine
JANUARY 11, 2022
The trend has been bolstered by several customer benefits — primarily, the model provides a clear linkage between what a customer pays and what they use or value they realize. While there is a growing trend toward consumption-based pricing, implementing these new models presents several key challenges: Revenue cannibalization.
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