This blog breaks down the real, proven path to earning $300K in tech sales, covering career phases, territory evaluation, comp plan traps, and how to optimize each stage for long-term success.
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A lot of people talking about making $300k+ in tech sales roles have never earned that money themselves and/or create false expectations as to how 'easy' it is. This blog walks you through the realistic timeline, skills, and decision-making required to hit that number and stay there.
Eric Finch (Enterprise Account Executive and 2x President’s Club winner) and Kris Hari (AE at Vanta and President’s Club winner) break down the myths, the traps, and the actual levers that move your income from $80K to $300K-plus over a 5 to 7 year career.
This is a must-read if you are a current SDR planning your next step, an AE looking to scale your income, or a founder who wants to understand what top reps are really optimizing for.
Right now, there is more misleading advice than ever about making money in tech sales. Every week, someone online is talking about how they made half a million dollars last year, or they made $200k+ in their first year in tech sales, but it's almost never true.
This post gives you a step-by-step path for how to reach $300K in tech sales. Fair warning, you shouldn't read any further if you're not planning to be in this career path for longer than a year or two. But also for those that are in the career now, we've seen a lot of people make costly mistakes that took away their long term trajectory and ability to make that kind of money.
You will learn what to prioritize at each stage, how to avoid being misled by inflated comp plans, and how to build a foundation that pays dividends over time.
When you are starting out, your number one focus should be getting promoted to Account Executive as fast as possible. Salary is secondary. The SDR role is not where the big money is made (though you can still make $100k). Your goal should be to use that position as a springboard.
What to look for when breaking in as an SDR to set yourself up for long term success:
How to validate:
If a company is offering unusually high SDR comp but cannot show internal promotions, that is a sign they want to keep you in that seat. You should view that as a caution flag.
Many companies dangle 250K to 300K OTE comp plans, but almost none of their reps are actually hitting those numbers. OTE stands for On-Target Earnings, but the key word is “target.” If the target is unrealistic and/or the company is a startup with no proven track record or solid product, the OTE is meaningless.
Ask during interviews:
Also check how long current reps in that same role have stayed. Eric’s personal rule: if no one has been in the role for more than two years, he passes. That is usually a sign that reps are churning out quickly and failing to hit targets.
In strong economic markets, it might make sense to join a high-growth startup as a mid-market or corporate AE with a path to Enterprise. In tougher markets like early 2024, it is safer to anchor at a stable, market-leading company with real enterprise customers and proven multi-product expansion.
The best way to assess this is by looking at:
In short, the earlier the company is in its growth journey, the more risk you are taking on. That can pay off if you time it right, but it can also stall your career if the company flops.
Once you are an AE, the next big risk is chasing the wrong opportunity. Flashy OTE offers can distract you from the long game. For example, if you are earning $180K as a successful AE and someone offers you a $270K OTE role in a completely different industry or selling motion, pause.
Questions to ask yourself:
You should be cautious about changing industries, buyer personas, or deal types too drastically—especially if the territory has no history of success.
The most consistent path to $300K is at the Enterprise AE or Strategic AE level. These roles are usually supported by:
The best setup is a company where:
At this level, you are no longer closing $30K deals. You are closing $500K to $1M annual contracts with Fortune 500 companies. The best reps at this level often have fewer than 10 accounts but drive multiple 6-figure deals per year.
If you are in a bad role—low attainment, unclear growth, or bad culture—do not panic, but do act fast. Objectively assess:
If you are at a failing company and no one is succeeding, start looking elsewhere. But when you do leave, aim to land somewhere you can commit to for 2 to 5 years. Jumping every 12 months will kill your momentum, even if you are chasing better titles or comp.
Check out the full podcast for an extensive breakdown of how to position yourself for a $300k+ Career path and also what mistakes to avoid.
Q: Can I make $300K as a mid-market AE?
A: It is possible in strong markets with a great territory, but more consistent earnings at that level usually cap closer to $180K to $220K.
Q: Is a $300K OTE real?
A: It depends on the company. If less than 20 percent of reps are hitting quota or no one has been in the role longer than a year, it is probably not realistic.
Q: Should I prioritize salary or promotion early in my career?
A: Focus on getting promoted to AE as fast as possible. The real money starts after you leave the SDR role.
Q: What questions should I ask in interviews to spot red flags?
A: Ask why the role is open, how many reps are hitting quota, what the territory history is, and whether they can provide proof of successful case studies with real customers.
Q: How long should I stay in one role before moving on?
A: Ideally, aim for 2 to 3 years. If things are not working after 12 to 18 months and you are not seeing upward movement, it may be time to explore better options.
→If you're an SDR looking to become a top performer and promote to Account Executive, join our SDR to AE Accelerator to learn directly from and collaborate with the best SDR's from the top tech companies in the world.
→ If you are an Account Executive aiming to break into Strategic or Enterprise roles and earn $300K or more, join our AE Mastery program. Built by real top performers who train 1,000s of reps at the best tech companies in the world.
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