Santiago Bibiloni

So we do have pre-sales like SDRs and we have sales people for a typical B2B SaaS enterprise solution.

So we have SDRs and we have AEs.

So how many total sales reps do you have in the sales team?

We have...

12.

This must have been a key thing you had to think about going into your Series A. If you raise money, can you hire AEs at what quota to start driving ARR growth?

How did you think about that?

Exactly.

We are aggressively hiring SDRs and AEs and investing a lot in the lead generation today.

The way how we think about salaries and quotas is...

Normally between 3.5 and 4x quota versus OTE.

So we normally do OTE half and half for sales reps.

Half and half means if you have an OTE of 150k, it's 75 salary, 75 commission.

And then your quota is going to be like 3.5 or 4x that amount.

to take the 150K, your full on-target earnings, times 3.5 to 4X.

So something like $600,000 to $700,000 is your quota target for new AEs.

Exactly.

That makes a lot of sense.

I mean, that's market.

So tell me more about the backstory here.